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)

Science communication has gained high importance in the current knowledge and risk society. Nevertheless, there is still a lack of qualitative studies on how non-experts and experts engage in opinionated scientific debates and which linguistic devices they use to gain influence on other people’s attitudes toward a scientific issue.In our study, we examine dialogical modes of science communication (i.e. weblogs) used by bloggers and audiences to engage into opinionated discourse about scientific endeavors. As those exchanges easily lead to controversies between (...) different points of views, stances and attitudes, we focus from a rhetorically-driven linguistic perspective on devices to persuade the other participants and readers and to control the discourse. Hence, we ask which linguistic instruments are used to gain influence on influence. The aim of our study is to get deeper insights into the persuasive strategies mainly used in those forms of external science communication. (shrink)

Science communication has gained high importance in the current knowledge and risk society. Nevertheless, there is still a lack of qualitative studies on how non-experts and experts engage in opinionated scientific debates and which linguistic devices they use to gain influence on other people’s attitudes toward a scientific issue. In our study, we examine dialogical modes of science communication (i.e. weblogs) used by bloggers and audiences to engage into opinionated discourse about scientific endeavors. As those exchanges easily lead to controversies (...) between different points of views, stances and attitudes, we focus from a rhetorically-driven linguistic perspective on devices to persuade the other participants and readers and to control the discourse. Hence, we ask which linguistic instruments are used to gain influence on influence. The aim of our study is to get deeper insights into the persuasive strategies mainly used in those forms of external science communication. (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)

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)

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)