Persuasion: an analysis and common frame of reference for is research

Information systems (IS) researchers persistently examine how information and communications technology (ICT) changes attitudes and behaviors but rarely leverage the persuasion literature when doing so possibly due to this literature’s well-documented complexity. Accordingly, in this study, we help researchers understand and apply persuasion theory in IS research. To do so, we develop a common frame of reference to help IS researchers to conceptualize persuasion and conceptually differentiate it from related concepts. In doing so, we also comprehensively summarize existing research and theory and provide suggestions to guide future IS research into persuasion and behavior change.