Introduction published in:
What Influences Influence? How the Communicative Situation Influences Persuasion
Edited by Kerstin Fischer and Jaap Ham
[Interaction Studies 22:3] 2021
► pp. 291302
References
Albert, S., & Dabbs, J. M., Jr.
(1970) Physical distance and persuasion. Journal of Personality and Social Psychology, 15(3), 265–270. CrossrefGoogle Scholar
Aristotle
(2007) On Rhetoric: A Theory of Civil Discourse. Translated by George A. Kennedy, Oxford UP.Google Scholar
Bainbridge, W. A., Hart, J., Kim, E. S., & Scassellati, B.
(2008) The effect of presence on human-robot interaction. In RO-MAN 2008-The 17th IEEE International Symposium on Robot and Human Interactive Communication (pp. 701–706). IEEE. CrossrefGoogle Scholar
Bodow, S.
Cacioppo, J. T., & Petty, R. E.
(1982) “The need for cognition”. Journal of Personality and Social Psychology, 42 1: 116–131. CrossrefGoogle Scholar
Chidambaram, V., Chiang, Y-H., & Mutlu, B.
(2012) Designing persuasive robots: how robots might persuade people using vocal and nonverbal cues. In: Proceedings of the seventh annual ACM/IEEE international conference on Human-Robot Interaction (HRI ’12). Association for Computing Machinery, New York, NY, USA, 293–300. Crossref
Chow, K. N.
(2022) The Influence of Repeated Interactions on the Persuasiveness of Simulation: A Case Study on Smoking Reduction. Interaction Studies (in this special issue).Google Scholar
Cialdini, R. B.
(1987) Influence (Vol. 31). Port Harcourt: A. Michel.Google Scholar
Cialdini, R.
(2016) Pre-suasion: A revolutionary way to influence and persuade. Simon & Schuster.Google Scholar
Davis, B. C., Hmieleski, K. M., Webb, J. W., Coombs, J. E.
(2017) Funders’ positive affective reactions to entrepreneurs’ crowdfunding pitches: The influence of perceived product creativity and entrepreneurial passion. Journal of Business Venturing 2017; 321:90–106. CrossrefGoogle Scholar
Fischer, K.
(2016a) Designing Speech for a Recipient: The Roles of Partner Modeling, Alignment and Feedback in So-Called ‘Simplified Registers’. Amsterdam: John Benjamins. CrossrefGoogle Scholar
(2016b) Robots as confederates: How robots can and should support research in the humanities. In Proceedings of the Robophilosophy 2016 Conference, Aarhus, Denmark 2016.Google Scholar
Fischer, K., Niebuhr, O., Jensen, L. C. & Bodenhagen, L.
(2020) Speech Melody Matters – How robots can profit from using charismatic speech. ACM Transactions in Human-Robot Interaction 9, 1, Article 4: 1–21.Google Scholar
Fischer, K., Jensen, L. C. & Zitzmann, N.
(2022) In the same boat: The Influence of Sharing the Situational Context on a Speaker’s (a Robot’s) Persuasiveness. Interaction Studies (in this special issue).Google Scholar
Fogg, B. J.
(2003) Persuasive technology: using computers to change what we think and do. Morgan Kaufmann, Amsterdam. CrossrefGoogle Scholar
Gélinas-Chebat C, Chebat JC, Vaninsky A. Voice and Advertising
(1996) Effects of Intonation and Intensity of Voice on Source Credibility, Attitudes toward the Advertised Service and the Intend to Buy. Perceptual and Motor Skills 831:243–262. CrossrefGoogle Scholar
Ghazali, A. S., Ham, J., Barakova, E., & Markopoulos, P.
(2019) Assessing the effect of persuasive robots interactive social cues on users’ psychological reactance, liking, trusting beliefs and compliance. Advanced Robotics, 33 1, 7–81, 325–337. CrossrefGoogle Scholar
Ham, J.
(2022) Influencing Robot Influence: Personalization of Persuasive Robots. Interaction Studies (in this volume).Google Scholar
Ham, J., Cuijpers, R. H., & Cabibihan, J.-J.
(2015) Combining robotic persuasive strategies: The persuasive power of a storytelling robot that uses gazing and gestures. International Journal of Social Robotics. CrossrefGoogle Scholar
Ham, J., & Midden, C.
(2009) A Robot That Says “Bad!”: Using Negative and Positive Social Feedback From a Robotic Agent to Save Energy. Conference proceedings of Human-Robot Interaction , 2009, San Diego, USA. Crossref
Hamimid, A.
(2015) The argumentative triology: Ethos, Pathos, Logos. Looking into how to persuade. Revue des Sciences Humaines, 431, 45–61.Google Scholar
Han, H., Shin, S., Chung, N., & Koo, C.
(2019) “Which appeals (ethos, pathos, logos) are the most important for Airbnb users to booking?.” International Journal of Contemporary Hospitality Management, 31 , 3, pp. 1205–1223. CrossrefGoogle Scholar
Hanauschka, M. & Leßmöllmann, A.
(2022) Persuasion in Science Communication: empirical findings on scientific weblogs. Interaction Studies (in this volume).Google Scholar
Higgins, C., & Walker, R.
(2012) Ethos, logos, pathos: Strategies of persuasion in social/environmental reports. In Accounting Forum (Vol. 36, No. 3, pp. 194–208). No longer published by Elsevier. CrossrefGoogle Scholar
Kaptein, M.
(2015) Persuasion profiling: How the internet knows what makes you tick. Business Contact.Google Scholar
Kramer, A. D., Guillory, J. E., & Hancock, J. T.
(2014) Experimental evidence of massive-scale emotional contagion through social networks. Proceedings of the National Academy of Sciences, 111(24), 8788–8790. CrossrefGoogle Scholar
Langedijk, R., Jensen, L. C. & Fischer, K.
submitted). Persuasive Effects of Social Proof in Human-Robot Interactive Dialog.
Langedijk, R. & Ham, J.
(2022) More Than Advice: The Influence of Adding References to Prior Discourse and Signals of Empathy on the Persuasiveness of an Advice-Giving Robot. Interaction Studies (in this volume).Google Scholar
Levinson, S. C.
(2006) On the human ’interaction engine’. In N. C. Enfield and S. C. Levinson (Eds.), Roots of Human Sociality: Culture, Cognition and Interaction, pp. 39–69. Oxford/New York: Berg.Google Scholar
Lewin, K.
(1951) Field theory in social science. New York: Harper.Google Scholar
Mills, G., Gregoromichelaki, E., Howes, C. & Maraev, V.
(2022) Influencing laughter with AI-mediated communication. Interaction Studies (in this volume). CrossrefGoogle Scholar
Niebuhr, O., Brem, A., & Tegtmeier, S.
(2017) Advancing research and practice in entrepreneurship through speech analysis–From descriptive rhetorical terms to phonetically informed acoustic charisma profiles. Journal of Speech Sciences, 6 (1), 3–26. CrossrefGoogle Scholar
Niebuhr, O. & Silber-Varod, V.
(2022) How versatility performance influences perception of charismatic speech – A study on two Israeli politicians. Interaction Studies (in this volume).Google Scholar
O’Keefe, D.
(1987) Persuasion: Theory and Research. Sage Publications.Google Scholar
Ortak, N.
(2004) Persuasion. Zur textlinguistischen Beschreibung eines dialogischen Strategiemusters. Niemeyer. CrossrefGoogle Scholar
Otterbacher, J.
(2011) Being heard in review communities: communication tactics and review prominence. Journal of Computer-Mediated Communication, Vol. 16 No. 3, pp. 424–444. CrossrefGoogle Scholar
Pentland, A.
(2010) Honest signals: how they shape our world. MIT press.Google Scholar
Rex, B. T.
(2008) Persuasion. Die Kunst der Überzeugung. In V. Bazil, & R. Wöller (Ed.), Rede als Führungsinstrument. Wirtschaftsrhetorik für Manager – ein Leitfaden (pp. 141–156). Betriebswirtschaftlicher Verlag Dr. Th. Gabler / GWV Fachverlage GmbH Wiesbaden. CrossrefGoogle Scholar
Ross, L., & Nisbett, R. E.
(1991) The person and the situation: Perspectives of social psychology. Mcgraw-Hill Book Company.Google Scholar
Sandoval, E. B., Brandstetter, J., Obaid, M., & Bartneck, C.
(2016) Reciprocity in human-robot interaction: a quantitative approach through the prisoner’s dilemma and the ultimatum game. International Journal of Social Robotics, 8 1, 303–317. CrossrefGoogle Scholar
Schober, M. F., & Clark, H. H.
(1989) Understanding by addressees and overhearers. Cognitive Psychology, 21 1, 211–232. CrossrefGoogle Scholar
Shell, G. R., & Moussa, M.
(2007) The art of woo: Using strategic persuasion to sell your ideas. Perguin.Google Scholar
Sundar, S. S., & Kim, J.
(2005) Interactivity and persuasion: Influencing attitudes with information and involvement. Journal of interactive advertising, 5 (2), 5–18. CrossrefGoogle Scholar
Thaler, R. H., & Sunstein, C. R.
(2008) Nudge: Improving decisions about health, wealth, and happiness. Penguin.Google Scholar
Towler AJ
. Effects of charismatic influence training on attitudes, behavior, and performance. Personnel Psychology 2003;561:363–381. CrossrefGoogle Scholar
Xu, Y., Lee, A., Wu, W. L., Liu, X., & Birkholz, P.
(2013) Human vocal attractiveness as signaled by body size projection. PloS one, 8 (4), e62397. CrossrefGoogle Scholar