Home Page Design + Blog

A change in paradigm

1) Well designed, easy to navigate, looks professional, and offer credible information

2) Rich in state-of-the-art design (Video and/or Flash short enough for fast download)

3) Clearly identifies the sources of online information

4) Pages that are updated frequently with Blogs, RSS, and ......

5) Provides clear and useful information (not necessarily advice) to allow visitors to judge the site’s credibility

For the Home Page we suggest a well-thought-of Narrative regarding firm's experience and history - including descriptions and testimonials, representative clients, and noteworthy comments that other visitors (as potential clients) can identify with.

Nothing is as powerful as a narrative when it comes to Internet Marketing.

Blogs

It is well known that two thirds of people coming to a website are looking for practical information and not neccessarily advice on the issue they face. Blogs make it easy to update content to complement blog postings with practical area specific content.e website to the top of the search engine rankings.

Research on the net:

While the percentages in Table show the types and frequency of comments about Web Site Credibility, the table alone does not give rich information. Below we provide explanations and examples for each type of comment, along with the incidence for each category of Web Site.

DESIGN LOOK — 46.1% OVERALL

When evaluating the Web Site Credibility of a Web Site, participants commented on the design look of the site more often than any other Web Site feature, with 46.1% of the comments addressing the design look in some way. When coding for comments on design look, researchers included comments on many elements of the visual design, including layout, typography, white space, images, color schemes, and so on. The comments could be either positive or negative. Some of the comments coded in this category are as follows:

• This site is more credible. I find it to be much more professional looking. — M, 38, Washington

• More pleasing graphics, higher-quality look and feel — F, 52, Tennessee

• Just looks more credible. — M, 24, New Jersey

• Actually, despite the subject of the Web Site, it looks very credible. This may be due to the subdued color scheme and the font used on the left-hand side of the page. — F, 29, California

• I know this is superficial, but the first thing that struck me is the color difference. The … site is a soothing green (sort of like money) while the [other] site is a jarring purple. — M, 56, Virginia

• The design is sloppy and looks like some adolescent boys in a garage threw this together. — F, 48, California

• Not very professional looking. Don't like the cheesy graphics. — F, 33, Washington

• Looks childish and like it was put together in 5 minutes. — F, 25, Maryland

INFORMATION DESIGN/STRUCTURE — 28.5% OVERALL

After Design Look, the next category that people commented on in assessing Web Site Credibility was the structure of the site's information, being mentioned in 28.5% of the total comments. The participant comments discussed how well or poorly the information fit together, as well as how hard it was to navigate the site to find things of interest. While information structure is often associated with usability, the comments here show how information structure has implications for Web Site Credibility. Sites that were easy to navigate were seen as being more credible. Some sample comments are below:

• This site is very well organized, which lends to more Web Site Credibility. — M, 33, Illinois

• This one is more credible because it is more organized. — F, 57, Maryland

• Horrible site, information badly presented. They try to put everything on the front page, instead of having multiple layers of navigation. This to me suggests that they developed this thing on a whim. — M, 42, Canada

INFORMATION FOCUS — 25.1% OVERALL

In 25.1% of the comments about Web Site Credibility, people in this study talked about the focus of information on the site.

The comments varied in content. At times a focused site was seen as more credible, other times a narrow focus hurt Web Site Credibility. What's clear is that many people in this study relied on information focus to determine whether a site was credible or not. Sample comments are below:

• Credible because of the breadth of information available. — M, 35, California

• I find this site trustworthy because it offers a simple message to a very targeted community. — F, 34, Massachusetts

• This Web Site is filled with too much crap. I feel as though part of the reason it seems less credible is the fact that the crap they fill it with is taking attention away from their own Web Site. — F, 23, Illinois

• Broad categories, but shallow reviews and comparisons. — M, 35, California

• This site seems focused on body image. They have articles about feeling good naked, the perfect swimsuit for every body type, and toning exercises. Not a lot of solid health information. — F, 22 Minnesota

INFORMATION USEFULNESS — 14.8% OVERALL

When evaluating Web Site credibility, people in this study commented on the usefulness of the site's information 14.8% of the time. As one might expect, useful information led people to see the Web Site as more credible. Below are sample comments we found in this category:

• This Web Site provided useful and interesting knowledge about events in sports. — F, 30, New Jersey

• Liked it because it is something that would be useful to me and other family members. — F, 18, Illinois

• I searched for a particular scientific term, and this search engine came up with more useful Web Sites than the other one. — F, 40, Washington

NAME RECOGNITION AND REPUTATION — 14.1% OVERALL

One strategy for evaluating Web Site Credibility seemed to be relying on the name recognition or reputation of the site operator (such as the Red Cross). In 14.1% of the comments, people talked about issues of reputation and name recognition. One frequent comment had to do with one's never having heard about an organization before. This hurt the Web Site Credibility of the site. In other cases, people saw a familiar company name and inferred the site was credible because of that. Below are the sample comments coded in this category:

• This site is less credible because the name is unfamiliar. — F, 22, Maryland

• It seems to me that Web Site Credibility is all about the name and having heard about it. — M, 25, Michigan

• CNN is well recognized in the US as a provider of news. Their reputation is not something they would put at risk with unfounded claims or under-researched articles. — M, 24, Illinois

• The Mayo Clinic has a great reputation. I would trust the info I found at this Web Site. — M, 34, Connecticut

INFORMATION CLARITY — 3.7% OVERALL

In 3.7% of the comments, people in this study addressed the clarity of information (or the extent to which the information was easily understood) when evaluating a Web Site Credibility. Sample comments are below:

• Clear, concise information on home page — tells you what you need to know right away in an up-front manner. — F, 51, Australia

• Easy to understand...I felt comfortable reading and understanding the information presented. — F, 33, New Jersey

• Very wordy and vague information. — F, 50, California

The Power of Narrative and a guide as how to create it:

I like to discuss the power of narrative in terms of removing website's visitor doubts and resistance to the site's credibility.

First, narratives may overcome resistance by reducing the amount and effectiveness of counter arguing or logical consideration of the message. Second, narratives may overcome resistance by increasing identification with characters in the story.

Theory Detail: Narratives should reduce counter arguing in a number of ways. First, narratives may overcome biased processing in response to counter-attitudinal messages.

A story often unfolds with some degree of suspense-it is not always clear what situation might next befall a character or how that character will react to it. Narratives are often concerned with relating the life experiences of other people. It may be especially difficult to counter argue the lived experiences of another real person. Although one might be able to argue against hypothetical examples ("That would never happen"), it is much more difficult to argue against another's "real" experiences as conveyed in a narrative. Whereas the aim of advocacy is to present clear, logical, specific arguments, the aim of narrative is to tell a story. In a narrative, beliefs are often implied as opposed to stated explicitly. This may inhibit counter arguing because it leaves the reader with no specific arguments to refute. Brought about by a desire to remain engaged with the narrative (which counter arguing would necessarily disrupt), and counter arguing a narrative message should become increasingly difficult as absorption increases.

Thus, narratives may indeed be useful in overcoming resistance by reducing negative thoughts associated with the persuasive message. In addition, we argue that narratives may also function by increasing positive thoughts about a behavior or an attitude object. This would be especially true if a liked protagonist behaves in a particular way or endorses a particular attitude, creating a positive association with the action or the attitude. Identifying with a story character may result in persuasion in a number of ways.

We know from research on rhetorical persuasion that a liked source can be more persuasive under conditions in which it is more difficult to process arguments. Thus, the narrative context may be especially suited to overcoming resistance to persuasion. We believe the power of narratives lies in reducing the amount and effectiveness of counter arguing and through identification with narrative characters that leads to positive associations with specific beliefs and behaviors.

More on Removing Doubt and Resistance:

B) Let the visitor imagine the future ….. . (can be part of narrative).

C) "Strong" arguments are more persuasive than "weak" arguments. If we take the strong versus weak contrast at face value, strong arguments induce persuasion but weak arguments do not. (strong argument could be how courts or a judge perceive certain cases that might not have merit. Quack Buster case….?

D) Acknowledging Resistance . One of the ways to turn resistance against itself is to acknowledge it. Usually persuaders are reluctant to mention resistance, mistakenly believing that to identify it and label it is to give it power and credence. The approach-avoidance conflict theory of persuasion proposes that a persuasive message raises both an accepting consideration of the message and a counteractive resistance to that message.

E) Raise Self-Esteem . Self affirmation reduces people's resistance to persuasion. That is, people who have been praised, reminded of crowning accomplishments, or allowed to succeed at a task are more likely to agree with, that is, less likely to resist, an unrelated persuasive message. Activities that build up people's sense of efficacy, self-esteem, or confidence have the added effect of making people less wary. This makes psychological sense. If a person feels efficacious and accomplished, these feelings imply that the person can overcome any difficulty. These indirect strategies reduce resistance by reducing the need to be resistant.

F) Reduce the chance of future regrets. Reactance findings might be re-conceptualized in terms of the anticipation of the amounts of future regret for compliance versus reactance.

That is, the choice to go against the dictates of another may be due, in part, to the amount of future possible regret that is anticipated for negative consequences after choosing either the "forbidden" or the "promoted" alternative.

In that individuals reliably go against the demands of the other, it seemed possible that they anticipate greater regret if negative outcomes follow compliance with the dictates of another than if the same negative outcomes follow defiance against the dictates.

To minimize future regret, individuals will exhibit reactive behavior rather than compliance.

G) Tailored Information . Websites act as tools when they tailor information, offering people content that is pertinent to their needs and contexts. Compared to general information, tailored information increases the potential for attitude and behavior change.

One notable example of a tailoring technology is the Chemical Scorecard Web site ( www.scorecard.org), which generates information according to an individual's geographical location in order to achieve a persuasive outcome. After people enter their zip code in this Web site, the Web technology reports on chemical hazards in their neighborhood, identifies companies that create those hazards, and describes the potential health risks. Although no published studies document the persuasive effects of this particular technology, outside research and analysis suggests that making information relevant to individuals increases their attention and arousal, which can ultimately lead to increased attitude and behavior change.  

H) Why do predictions of future behavior increase compliance rates? The key to increasing compliance rates by predicting the future is that the prediction of a behavior arouses less resistance than actually committing to the behavior. It is simply far easier for one to predict that one will do something than to agree to do it. Agreeing to an action in the "hypothetical future" is benign and one need not resist any direct persuasive attempt. Thus, the technique of increasing compliance through future prediction works by diminishing the negative aspects associated with compliance. In this way, resistance is weakened.  

I) Communicator Credibility (part of narrative)

The enhancement of communicator credibility view proposes that communicators who use metaphors are judged more credible than are those who use literal language. In turn, this enhanced source judgment leads to greater persuasion by making the attitude towards' the message advocacy more positive. This higher credibility judgment may occur for two related reasons. First, as Aristotle (1952), in his Poetics, argued, "But the greatest thing by far is to be a master of metaphor. It is the one thing that cannot be learnt from others; and it is also a sign of genius". The assumption of this view is that metaphors are exceptional language and are like "ornaments" on the literal language that are used only by poets and writers, not by ordinary folks in everyday discourse. Thus, people who use metaphors are perceived as highly creative and are judged quite positively. The second reason is derived from metaphor's ability to point out previously unknown similarities between entities to a person. In contemporary terms, the key idea of the communicator credibility view is that the source judgment may act as a persuasion heuristic.

The communicator credibility explanation was clearly not supported by the results of the meta-analysis, which showed that on the whole, people do not judge metaphor-using communicators more favorably than they do those who use literal language.

6) Designed toward rewarding Intrinsic Motivations

Our Theory:

Majority of websites are found through visitor's (initial) intrinsic motivations using search engines or other search methods. This is an important premise behind our theory and our model. It is the visitor who is intrinsically motivated and highly involved to find your website using Yahoo or Google. You must first appreciate two very important keywords which are Intrinsic Motivations and High Involvement.

Intrinsic motivation is the type that is originated within. Extrinsic motivations are externals such as rewards and money. Let's first look at extrinsic motivations. A good example of extrinsic motivations to buy something, perhaps would be observing an ad in a newspaper about a product that you really don't need, but extrinsically motivated (maybe just because there is a coupon) to buy that product. The other day I was at a major department store, and after a purchase, I was given a $10 gift certificate toward purchases of more clothing. This is a clear example of extrinsic motivations. Of course that $10 is very motivating to purchase more; however, we believe most buyers will eventually feel cheated.

Those websites that ignore visitor's intrinsic motivations and high involvement will have a hard time being credible. On the contrary, websites that understand their buyer's intrinsic motivations and try to foster such motivations will convince easily. Incorporating the elements of buyer's intrinsic motivations and high involvement into your Internet Advertising is the key.

First let us look at the implications when a website visitor is highly involved in while visiting your web site. When a visitor is highly involved, strong arguments inside the website produce acceptance, but weak arguments are not merely unpersuasive but actually can be anti-persuasive. This means websites who dedicate a page or two explaining the logic behind the product with strong arguments will do better. In fact research has shown that weak arguments might have negative impact or boomerang. That strong arguments are persuasive and that this pattern peaks under high involvement seem straightforward enough; what happens in relation to weak arguments is more complex. Message recipients under weak argument conditions face a potentially interesting dilemma: The message position suggests a conclusion at odds with its supposed supportive content. Intrinsic motivation is defined as the inner life force or inner energy for an activity such as Internet purchases or any Internet activity. Extrinsic motivation is opposite and is defined by any outside force or energy for any activity. Intrinsically motivated behaviors are ones that are aimed at establishing certain internal conditions that are rewarding.

Buying Brands (including Legal Advise), based on buyer's intrinsic motivations, helps alleviate dissatisfaction, brings about improvement in some situations and effects better consequences.

If certain Brands are targeted to make a person more autonomous or relate to his/her intrinsic motivations (rather than extrinsic motivations), they are even more sought after. This is a very powerful concept. We will discuss our theory mainly around the two concepts of autonomy and intrinsic motivations. We will show that marketing campaigns that consider making people more autonomous and also foster buyer's intrinsic motivations are more powerful and influential.

Human motivation falls in two categories, intrinsic motivation and extrinsic motivations. Majority of method and techniques used in motivating people to buy Brands are unfortunately of buyer's extrinsic motivations. We like to encourage the reader to design Websites, Branding or Advertising campaigns based on buyer's intrinsic motivational factors. The concept of autonomy plays an important role here. Autonomy and intrinsic motivation are almost identical. Here is an overview:

The key to intrinsic motivation is the desire to be the "origin" of one's own action rather than a "pawn" manipulated by external forces (extrinsic motivation).

Intrinsic motivation is associated with richer experiences, improving self esteem, better conceptual understanding, greater creativity, achieving competency, and improved problem solving. Using his line of thinking and several experiments with subjects seemed to suggest that extrinsic motivations (such as rewards or fear) do indeed undermine subjects' feelings of personal causation, and thus their intrinsic desire for mastery.

Extrinsic motivational factors seemed to turn the act of playing into something that was controlled from the outside: It turned play into work, and the player into a pawn. Hence any Website, Advertising or Branding campaign that uses extrinsic motivational factors (such as rewards, Fear, Apprehension, Controlling, Evaluative Feedback, Ego Involvement rather than Task Involvement, Pressure, Negative emotional tone, and Constraint) for branding or Internet Marketing purposes target the extrinsic motivation of the buyer and hence is not as effective or fully influential. Our ninth law of Branding deals with this method. If you notice rewards is not used as often as it was used in 60's or 50's.

The web site should address these qualities in itself, employees, clients, or just its values and principles. An example at the end will clear this concept.

Positive mood participants won $1.00 in an allegedly random lottery, while neutral mood participants were simply asked whether or not they had participated in a lottery. All participants then read a message about acid rain containing either strong or weak arguments that was attributed to either an expert or non-expert source. The results indicated that, relative to the neutral mood participants, those in the positive mood condition recalled fewer arguments, were less sensitive to the argument strength manipulation, and were more sensitive to the source cue manipulation. Overall, the evidence suggested that positive mood dampened systematic processing. From these and other findings (Mackie & Worth, 1989), the researchers concluded that positive moods consume cognitive capacity, thereby constraining participants' ability to engage in systematic message processing.

The notion that positive mood participants might have suffered motivational deficits provides the cornerstone to an alternative explanation. The mood-as-information hypothesis suggests that affective states may function as heuristics conveying to individuals whether there is a need to process the message carefully. A positive mood signals that all is well, and by implication so is the advocacy of the suasory appeal.

By contrast, a negative mood gives notice that something is amiss. The individual should, therefore, devote cognitive resources to an analysis of the environment, including the persuasive message.

Our analysis shows how resistance can be reduced and therefore logical persuasion achieved. We will show strategies such as training people to be appropriately resistant, postponing consequences to the future, focusing resistance on realistic concerns, fore­warning that a message will be coming, simply acknowledging resistance, raising self-esteem and a sense of efficacy, and consuming resistance. New insights, new influence strategies, and new facets of persuasion have emerged from a focus on resistance.

Factors, Principles, Values influencing Intrinsic Motivation

Self-Determining

Support Autonomy

Positive emotional tone

Consistency

Warmth, energy, fun

Being Credible (we have covered website design to achieve credibility and trust)

Informational Feedback

Task Involvement (rather than Ego Involvement)

Liking

Novelty, Enthusiastic, and Interesting

Removing Incongruity; Removing Anxiety, Providing Assurances; Guaranteed Work

Effective in interaction

Inducing Curiosity

Originality

Direct Involvement

Playfulness

Feeling of Efficacy (adequacy, capableness, effectiveness, efficiency, energy, influence, performance, potency, power, productiveness, strength, success, sufficiency, use, vigor, virtue)

Imagining Future Outcomes

Adaptability and Receptive

Mastery

Independence Enhancing

Knowledge Enhancing

Skill Enhancing

Growth Enhancing

Exploration Enhancing and Adventurous

Discovering and Inquisitive

Satisfaction and Affectionate

Removing Anxiety, Uncertainty and Fear Reductions

One's Interests are understood

Other Self Determination Factors

Self Directing

Society and Human Relatedness

Enjoying and Elated

Benefiting

Saving Money

Freedom

None Regulating

Positive Feedback

Ease and Flexibility (flexibility that allows one's attitudes to direct action toward the effective achievement of one's aims.)

Volitional Responding

Rational Processes

Zestful and Cheerful

Engaging

Informative

Security

Comfort

Happiness

Hope

Optimism

Reduction in Pain

Cure

Solution

Resolution

Joy

Love

Conquering

Being Understood with Positive Feedback

Being Appreciated

Being Competent

Being Young, Energetic, Active, Successful, Winning, Improving, Achieving, Creative, Goal Oriented, Having Choices, Healthy Curiosity

Address the concept of courage, confidence, compassion, an idealized behavior, an idealized person to be, self-esteem, and achievement of an ideal image.

More Examples:

Prophix Software

Here is another great example. I had a chance to analyze a software company called Prophix at http://www.prophix.com/

What you see is copied and pasted right from their website. I am using red ink to show the intrinsic motivational factors or words that apply. They have done a great job. Here is the result:

Self-Determining

Our mission is to meet or exceed the needs of our customers. PROPHIX enables organizations to take control over their key business objectives and goals. We maintain an outstanding reputation with our customers by consistently delivering tangible value and exceptional ROI, with a low total cost of ownership.
Source : http://www.prophix.com/?capterra

Our business model in North America involves a combination of online interactive demonstrations of PROPHIX and the use of demonstration CDs that enable companies to explore PROPHIX in their own offices , at their convenience. Experienced PROPHIX staff can help prospective users see, online, how their problems can be addressed.

PROPHIX brings income statement, balance sheet, cash flow and other company specific budgeting requirements to your desktop , for timely and accurate data manipulation, analysis, and management of the process.  

Our mission is to guide, educate and help our clients achieve their legal goals. Mr. Negrete helps clients take control of their legal issues and develop a sense for what it might take to win a case. Mr. Negrete maintains an outstanding reputation with his clients by consistently delivering tangible value and exceptional legal support and advice.

Please add.

Support Autonomy

The PROPHIX range of products is extremely scalable , including an entry-level LAN-based budgeting application, PROPHIX Budgets, and a more sophisticated enterprise financial application, PROPHIX Enterprise , with client/server capabilities.

Positive emotional tone

Accurate and timely data analysis within a controlled centralized environment empowers your organization, and grants the ability to take your analysis to a higher more sophisticated level.

Being Credible (we have covered website design to achieve credibility and trust)

Our mission is to meet or exceed the needs of our customers. PROPHIX enables organizations to take control over their key business objectives and goals. We maintain an outstanding reputation with our customers by consistently delivering tangible value and exceptional ROI, with a low total cost of ownership.
To find out more:

http://www.prophix.com/?capterra

Hear what our customers have to say about PROPHIX and our solutions. Please click a company below.

http://www.prophix.com/customer_success/index.php

Informational Feedback

See Case Studies: http://www.prophix.com/customer_success/case_studies.php

Task Involvement (rather than Ego Involvement)

See Courses: http://www.prophix.com/training/training_courses_available.php

Liking

PROPHIX provides the business tools necessary to ensure integrity in your financial and data analysis .

Novelty and Interesting

We have also pioneered other concepts such as mini-cubes and Delta Analysis.

Removing Incongruity; Removing Anxiety, Providing Assurances; Guaranteed Work

The PROPHIX range of products is extremely scalable, including an entry-level LAN-based budgeting application, PROPHIX Budgets, and a more sophisticated enterprise financial application, PROPHIX Enterprise , with client/server capabilities.

Effective in interaction

PROPHIX Budgeting provides the tools so more time can be spent on the decision-making to ensure financial success . Having a flexible, accessible and all-inclusive budgeting system is not only necessary in today's business environment, it is becoming mandatory given the high level of scrutiny organizations are having to follow.

Originality

The new Scorecard module (formerly PPM) is a management style , visual reporting tool. The intent of such a tool is to provide quick indication of key results important to various users within an organization. The layout provides easy navigation, icons and graphics to indicate good/bad/neutral comparisons, as well as visual indicators for line items schedules, P3 schedules, comments or attachments, as well as notes.

Feeling of Efficacy (adequacy, capableness, effectiveness, efficiency, energy, influence, performance, potency, power, productiveness, strength, success, sufficiency, use, vigor, virtue)

We firmly believe in the application of OLAP technology for financial applications such as budgeting, forecasting, and reporting.

Efficiency and timeliness become inherent within the process so value added data is produced and utilized to its fullest.

Imagining Future Outcomes

Providing better visibility and being able to predict future outcomes with confidence is the objective of forecasting. With the PROPHIX centralized database, periodic forecasts, i.e. monthly, mid-year, multi-year, and other forecasting needs are only a click away.

Mastery

PROPHIX is a feature-rich, software suite. Simple to use, easy to deploy, and tailored to meet your needs.

http://www.prophix.com/?capterra

PROPHIX Software's management team has a wealth of experience in the advanced business and financial analysis software and services industries. Since its foundation, PROPHIX has been a leading implementer of custom planning solutions, executive information systems, and business related software.

Saving Money

The customizable budgeting templates allow your specific solutions to be developed, well allowing multiple user access controlled through workflow.

Freedom

• Trending of historical information into future periods for improved forecast accuracy
• Automated assumptions can be setup to automate the entire reforecast
• Accurate forecasting using variance analysis to compare multiple forecasts
• Flex calculation rules can be applied to forecasts

Security

• Security of data within the OLAP database
• Familiar spreadsheet calculation functions
• Customizable, Slice and Dice "pivot table-like" capability
• Formatted hard-copy reports for users to re-produce
• Report distribution to key internal and external stakeholders

Example

PROPHIX financial and data analysis tools bring accountability back to the business process, so key internal and external stakeholders have access to relevant information.

Conquering

Today, PROPHIX has thousands of users all over the world including Mazda North America, Thrifty Car Rental, Nestle-Purina, American Academy of Orthopaedic Surgeons, Seattle Supersonics, Bridgestone-Firestone, Great Lakes Energy, Magellan Aerospace, Martin Guitars, and Jacksonville Regional Chamber of Commerce.

Being Understood with Positive Feedback

PROPHIX consultants and technical support representatives are dedicated to understanding your business , goals, and objectives

PROPHIX Software targets companies in the mid-market revenue range. We provide powerful planning and reporting solutions for medium sized companies and departments within larger organizations. Our customers come from a wide range of industries including high-tech, health care, consumer packaged goods, manufacturing, government, and financial and not-for-profit organizations.

http://www.prophix.com/?capterra

Being Appreciated

PROPHIX supports its software with professional services and ongoing maintenance and support. A client help line is in place to provide immediate assistance to any problems our users may encounter. Our consulting staff is thoroughly experienced in implementing financial applications as well as training budget administrators and end users. PROPHIX professional services consultants, who typically have a business degree, regularly travel to client sites throughout North America and follow up with customers as account managers.

Being Competent

In North America , PROPHIX Software distributes its services directly and with the assistance of resellers. Business partners in Europe , South America , and the Far East distribute our products and services in those geographical markets.

Factors affecting Buyer's Extrinsic Motivation; Negative Factors; Things to Avoid

Controlling (no buyer's control over the desired outcome; date product will be received, colors, shapes, sizes,....)

Evaluative Feedback

Ego Involvement (rather than Task Involvement)

Pressure

Perplexed and Bewildered

Negative emotional tone

I compare the hammer with the scale as logo, I prefer the scale which indicates justice and not force of hammer.

Constraint

Hopeless and Annoyed

Defiant and Disgusted

Surprised and Shy

Afraid and Hesitant

Repetitious

Boredom Inducing

Manipulative

Rewards, Token, Toys, Gold Star, Red Ribbons..

Contingencies

Money

Prize

Competition or competitive

Force

Regulating

Fear, anticipation, concern

Uncertainty

Doing it for someone else

Duress and Hostile

Unknown

Unexpected

Too Futuristic

Deadlines

Avoidance of Punishments

Anxiety Provocation

Surveillance

Evaluations

Goal Impositions

7) Users want to know who runs the site; how to reach those people; the site’s privacy policy; and how the site deals with mistakes

8) Provides specific, accurate information about the site’s policies and practices