I Decide What I Do. Right? : Persuasive design factors and purchase intention

Sammanfattning: Online shopping has gained more and more popularity over the years, naturally, leading to an increase in the number of e-commerce websites. From a variety of websites users can choose the one that best suits their needs depending on different factors, such as information or easy navigation. E-commerce websites have the aim to sell, thus besides providing information and easy navigation other strategies such as persuasion are implemented on the website to increase its selling performance. Some of the well-known persuasive design factors and how they influence user’s purchase behaviour will be discussed in this study. The purpose of this thesis is to investigate the effects of persuasive design factors on purchase intention, as well as to assess the effect of the need for cognition as a user condition on the relationship. Based on the literature review, a theoretical framework is proposed to accomplish the aim of the thesis. For the empirical evidence, a quantitative approach was taken, with the help of two online questionnaires (one with persuasive factors and one without persuasive factors). A non-probability convenience sampling approach was used for gathering data. The results of the study provide evidence that using persuasive design factors on an e-commerce website can increase the likelihood of purchase intention. The findings do not conclude the mediating role of attitude towards using the website, yet a relationship between attitude and purchase intention was found. The moderating effect of need for cognition was not established.