17 papers · ranked by Valyu relevance
Nimet Beyza Bozdag, Shuhaib Mehri, Xiaocheng Yang, Hyeonjeong Ha + 6 more
'Zirui Cheng' 'Esin Durmus' 'Jiaxuan You' 'Heng Ji' 'Gokhan Tur' 'Dilek Hakkani-Tür'] Persuasion is a fundamental aspect of communication, influencing decision-making across diverse contexts, from everyday conversations to high-stakes scenarios such as politics, marketing, and law. The rise of conversational AI systems…
Maria Bada, Angela Sasse, Jason R. C. Nurse
The present paper focuses on Cyber Security Awareness Campaigns, and aims to identify key factors regarding security which may lead them to failing to appropriately change people's behaviour. Past and current efforts to improve information-security practices and promote a sustainable society have not had the desired…
Marieke L. Fransen, Edith G. Smit, Peeter W. J. Verlegh
Persuasion is an important element of human communication. But in many situations, we resist rather than embrace persuasive attempts. Resistance to persuasion has been studied in many different disciplines, including communication science, psychology, and marketing. The present paper reviews and connects these diverse…
Carmen Barajas, María-José Linero, Rafael Alarcón
This study analyzes the relation between cognitive and affective components of theory of mind (ToM) in school-aged children and persuasion abilities. One-hundred forty-three normotypical school children aged 6 to 12 were administered cognitive and affective ToM tasks and one persuasion production task. A set of…
Xiayan Sheng, Zhenhua Zeng, Wen Zhang, Yuanhui Hu
It is a new advertising marketing method for commodity companies to use vloggers to endorse their products, and to influence consumers' attitudes and decisions. In view of this phenomenon, there are few studies on the relationship between vloggers and consumers, and this study aims to explore how the persuasive…
Yeon‐Koo Che, Kyungmin Kim, Konrad Mierendorff
We consider a dynamic model of Bayesian persuasion in which information takes time and is costly for the sender to generate and for the receiver to process, and neither player can commit to their future actions. Persuasion may totally collapse in a Markov perfect equilibrium (MPE) of this game. However, for persuasion…
Yaman Kumar, Rajat Kumar Jha, Arunim Gupta, Milan Aggarwal + 6 more
'Aditya Garg' 'Ayush Bhardwaj' 'Tushar' 'Balaji Krishnamurthy' 'Rajiv Ratn Shah' 'Changyou Chen'] Modeling what makes an advertisement persuasive, i.e., eliciting the desired response from consumer, is critical to the study of propaganda, social psychology, and marketing. Despite its importance, computational modeling…
Marco Guerini, Gözde Özbal, Carlo Strapparava
While the effect of various lexical, syntactic, semantic and stylistic features have been addressed in persuasive language from a computational point of view, the persuasive effect of phonetics has received little attention. By modeling a notion of euphony and analyzing four datasets comprising persuasive and…
Tom G. E. Damen, Barbara C. N. Müller, Rick B. van Baaren, Ap Dijksterhuis + 1 more
'Ap Dijksterhuis' 'Rochelle E. Tractenberg'] In the present study we investigated whether differences in the sense of agency influenced the effectiveness of both direct persuasion and self-persuasion techniques. By manipulating both the delay and contingency of the outcomes of actions, participants were led to…
John Muckler, James C. Thomas, Laura Shinkunas, Lauris C. Kaldjian
Background Ethical principles of autonomy and beneficence guide clinical decision making. Little is known about how clinicians prioritize these principles and integrate them with virtue ethics when assessing the ethics of persuasion. Objective Survey medical students about their attitudes and experiences regarding the…
Martino Bernasconi, Matteo Castiglioni, Alberto Marchesi, Nicola Gatti + 1 more
'Nicola Gatti' 'Francesco Trovò'] We study a repeated information design problem faced by an informed sender who tries to influence the behavior of a self-interested receiver. We consider settings where the receiver faces a sequential decision making (SDM) problem. At each round, the sender observes the realizations of…
Jeroen G. B. Loman, Sarah A. de Vries, Niels Kukken, Rick B. van Baaren + 3 more
'Rick B. van Baaren' 'Moniek Buijzen' 'Barbara C. N. Müller' 'Adrian Meule'] Self-persuasion (i.e., generating your own arguments) is often more persuasive than direct persuasion (i.e., being provided with arguments), even when the technique is applied in media messages by framing the message as a question. It is…
Uri Hertz, Stefano Palminteri, Silvia Brunetti, Cecilie Olesen + 2 more
Research on social influence has mainly focused on the target of influence (e.g., consumer, voter), while the cognitive and neurobiological underpinnings of the source of the influence (e.g., spin doctor, financial adviser) remain unexplored. Here, we introduce a 3-sided Advising Game consisting of a client and two…
Shaddin Dughmi, Haifeng Xu
Persuasion, defined as the act of exploiting an informational advantage in order to effect the decisions of others, is ubiquitous. Indeed, persuasive communication has been estimated to account for almost a third of all economic activity in the US. This paper examines persuasion through a computational lens, focusing…
Sebastian P.H. Speer, Haran Sened, Laetitia Mwilambwe-Tshilobo, Emily B. Falk + 3 more
Many prize synchrony as the ingredient that turns a discordant conversation into a delightful duet. Although failure to align is sometimes associated with discord, exploring divergent opinions can also foster understanding and agreement, satisfy curiosity, and spur imagination. Using fMRI hyperscanning and natural…
Hernán Anlló, Katsumi Watanabe, Jérôme Sackur, Vincent de Gardelle
Verbal hints can bias perceptual decision-making, even when the information they provide is false. Whether individuals may be more or less susceptible to such perceptual influences, however, remains unclear. We asked naive participants to indicate the dominant color in a series of stimuli, after giving them a false…
Ralf Schmälzle, Sue Lim, Hee Jung Cho, Juncheng Wu + 1 more
Exposure is the cornerstone of media and message effects research. If a health, political, or commercial message is not noticed, no effects can ensue. Yet, existing research in communication, advertising, and related disciplines often fails to measure exposure and demonstrate the causal link between quantified exposure…