In this paper, we analyze what effects indicators of a shared situation have on a speaker’s persuasiveness by investigating how a robot’s advice is received when it indicates that it is sharing the situational context with its user. In our experiment, 80 participants interacted with a robot that referred to aspects of the shared context: Face tracking indicated that the robot saw the participant, incremental feedback suggested that the robot was following their actions, and comments about, and gestures towards, the (...) shared physical situation and linguistic references to the dialog history indicated to participants that the robot had learned from the interaction and perceived its surroundings. The results show that especially the linguistic and gestural references to the shared context have a significant influence on participants’ compliance with the robot’s suggestions. Thus, indicating that it is ‘in the same boat’ with the user, i.e. that it is sharing the situational context, increases a robot’s persuasiveness during advice giving. (shrink)

This special issue addresses how aspects of the communicative situation influence how influential persuasive utterances (or other strategies of influence) are in their contexts of use. Specifically, we study the effects of interactional, speaker-, addressee- and channel-related factors and of the interpersonal relationship between speaker and hearer, as well as the effects of referring to the shared context itself. The papers combined in this special issue provide evidence for the considerable impact of the here and now of the interactional context (...) on the persuasiveness of strategies of influence and contribute to our understanding of mechanisms of persuasion. (shrink)

Previous experimental findings support the hypothesis that laughter and positive emotions are contagious in face-to-face and mediated communication. To test this hypothesis, we describe four experiments in which participants communicate via a chat tool that artificially adds or removes laughter, without participants being aware of the manipulation. We found no evidence to support the contagion hypothesis. However, artificially exposing participants to more lols decreased participants’ use of hahas but led to more involvement and improved task-performance. Similarly, artificially exposing participants to (...) more hahas decreased use of haha but increased lexical alignment. We conclude that, even though the interventions have effects on coordination, they are incompatible with contagion as a primary explanatory mechanism. Instead, these results point to an interpretation that involves a more sophisticated view of dialogue mechanisms along the lines of Conversational Analysis and similar frameworks and we suggest directions for future research. (shrink)

Persuasive social robots can influence human behavior through giving advice. The current study investigates whether references to prior discourse and signals of empathy make an advice-giving robot an even more effective persuader and whether participants follow the robot’s advice and drink even more water when the robot additionally uses these strategies. We recruited students and university staff for a lab-study in which three different robot personalities on the same robot type presented health-related information. In one condition, the robot gave advice (...) and referred to something mentioned earlier in the conversation (i.e., to dialog history), in another condition, the robot gave advice and used empathic signals, and in the third condition, the robot gave advice only. Our results show that participants drank significantly more when the advice-giving robot also used the persuasive strategies of empathy and references to dialog history than when the robot only gave advice. This study shows that both strategies increase the persuasiveness of the robot and makes it more influential. (shrink)

Mental or computer simulation of cause and effect of certain behaviors is a recognized approach to changing one’s attitude or triggering an action. Meanwhile, psychology research results suggest that frequency of simulation may affect the corresponding persuasiveness. This paper argues that with always-on sensing and data-driven visualization technologies, interactive tangible systems can be designed to simulate hypothetical outcomes of real-life behaviors in everyday contexts, which repeatedly stimulate users’ imagination of behavioral consequences and thereby behavioral intentions. To investigate the effect, a (...) working prototype of Incingarette, including a smart ashtray in connection with a digital picture frame, was built. When the ashtray is used for smoking, the digital picture is incrementally covered by virtual dust. Field trials involved participants in five daily smoking sessions. Post-session surveys show increasingly stronger perceived causality between smoking and the simulated outcomes, increasingly more vivid mental imagery of consequences, and increasingly intense intention to reduce smoking. Results suggest that repeatedly presenting simulated outcomes cognitively linked to real-life behaviors can increase behavioral intentions. (shrink)

Persuasive social robots can influence human behavior through giving advice. The current study investigates whether references to prior discourse and signals of empathy make an advice-giving robot an even more effective persuader and whether participants follow the robot’s advice and drink even more water when the robot additionally uses these strategies. We recruited students and university staff for a lab-study in which three different robot personalities on the same robot type presented health-related information. In one condition, the robot gave advice (...) and referred to something mentioned earlier in the conversation (i.e., to dialog history), in another condition, the robot gave advice and used empathic signals, and in the third condition, the robot gave advice only. Our results show that participants drank significantly more when the advice-giving robot also used the persuasive strategies of empathy and references to dialog history than when the robot only gave advice. This study shows that both strategies increase the persuasiveness of the robot and makes it more influential. (shrink)

In this paper, we analyze what effects indicators of a shared situation have on a speaker’s persuasiveness by investigating how a robot’s advice is received when it indicates that it is sharing the situational context with its user. In our experiment, 80 participants interacted with a robot that referred to aspects of the shared context: Face tracking indicated that the robot saw the participant, incremental feedback suggested that the robot was following their actions, and comments about, and gestures towards, the (...) shared physical situation and linguistic references to the dialog history indicated to participants that the robot had learned from the interaction and perceived its surroundings. The results show that especially the linguistic and gestural references to the shared context have a significant influence on participants’ compliance with the robot’s suggestions. Thus, indicating that it is ‘in the same boat’ with the user, i.e. that it is sharing the situational context, increases a robot’s persuasiveness during advice giving. (shrink)

Mental or computer simulation of cause and effect of certain behaviors is a recognized approach to changing one’s attitude or triggering an action. Meanwhile, psychology research results suggest that frequency of simulation may affect the corresponding persuasiveness. This paper argues that with always-on sensing and data-driven visualization technologies, interactive tangible systems can be designed to simulate hypothetical outcomes of real-life behaviors in everyday contexts, which repeatedly stimulate users’ imagination of behavioral consequences and thereby behavioral intentions. To investigate the effect, a (...) working prototype of Incingarette, including a smart ashtray in connection with a digital picture frame, was built. When the ashtray is used for smoking, the digital picture is incrementally covered by virtual dust. Field trials involved participants in five daily smoking sessions. Post-session surveys show increasingly stronger perceived causality between smoking and the simulated outcomes, increasingly more vivid mental imagery of consequences, and increasingly intense intention to reduce smoking. Results suggest that repeatedly presenting simulated outcomes cognitively linked to real-life behaviors can increase behavioral intentions. (shrink)