Alle Publikationen
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2018
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(2018): Towards a framework for computational persuasion with applications in behaviour change1. In: Argument & Computation 9 (1), S. 15-40. DOI: 10.3233/AAC-170032
DOI: https://doi.org/10.3233/AAC-170032 Abstract: Persuasion is an activity that involves one party trying to induce another party to believe something or to do something. It is an important and multifaceted human facility. Obviously, sales and marketing is heavily dependent on persuasion. But many other activities involve persuasion such as a doctor persuading a patient to drink less alcohol, a road safety expert persuading drivers to not text while driving, or an online safety expert persuading users of social media sites to not reveal too much personal information online. As computing becomes involved in every sphere of life, so too is persuasion a target for applying computer-based solutions. An automated persuasion system (APS) is a system that can engage in a dialogue with a user (the persuadee) in order to persuade the persuadee to do (or not do) some action or to believe (or not believe) something. To do this, an APS aims to use convincing arguments in order to persuade the persuadee. Computational persuasion is the study of formal models of dialogues involving arguments and counterarguments, of user models, and strategies, for APSs. A promising application area for computational persuasion is in behaviour change. Within healthcare organizations, government agencies, and non-governmental agencies, there is much interest in changing behaviour of particular groups of people away from actions that are harmful to themselves and/or to others around them.
Keywords: Argumentation, argumentation strategies, Argumentationsstrategie, Argumentationstheorie, automated persuasion system (APS), Automated Persuasion Systems (APS), computational models of argument, Computational persuasion, Computerbasierte Persuasion, dialogical argumentation, doppelter Treffer, Eliminierung von Fehlverhalten, Fehlverhalten, frame semantics, Gesellschaftsprofit, Gruppenverhalten / Joint Action, Intellektualtechnik, Kognitionstheorie, Kognitionswissenschaft/Social Sciences/Humanities, Mensch-Technik-Relationen (MTR), Observablen/Kriterien für sozial angemessenes Verhalten und dessen Bewertung, Persuasion, persuasion dialogues, persuasive arguments, Politik, probabilistic argumentation, Realtechnik, Soziale Angemessenheit, Sozialer Raum / Kultureller Kontext, Sprachroboter, Sprachverarbeitung, Technik, Überreden, Überzeugung, Umgangsformen, Verführung -
(2018): Children conform, adults resist: A robot group induced peer pressure on normative social conformity. In: Science Robotics 3 (21). DOI: 10.1126/scirobotics.aat7111
2016
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(2016): Customer Care in a Consumer Society. Smiling and Sometimes Meaning it?. In: Organization 5 (1), S. 27-53. DOI: 10.1177/135050849851003
Abstract: This article proposes a focus for research by drawing on two emerging and largely distinct streams of literature--on service/emotion work and organizations in consumer society. in particular, experiences of "customer care" and related "corporate culture" initiatives are examined. Here, employee ambivalence is highlighted and is typically portrayed in terms of: protecting a privileged or "real" sense of self; (re-)asserting control; and/or as being constituted through gender, class and other cultural relations and interactions with customers. Little attention has been given to parallel postmodern literatures documenting both the pervasiveness of a constituting discourse of the sovereign consumer and the emergence of multiple selves in a "de-traditionalized" consumer society. Here, the theoretical primacy given to discourse typically precludes an empirical consideration of subjectivity which is viewed as ephemeral. It is argued that such an epistemology has given rise to an exaggeration of the dominance and coherence of discourse, neglecting internal contradictions, alternative representations and associated practices of resistance.
2008
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(2008): Does familiarity breed contempt?. In: Public Relations Review 34 (4), S. 392-395. DOI: 10.1016/j.pubrev.2008.09.014
Abstract: The effects of familiarity have received little attention in the areas of public relations. This study used structural equation modeling (SEM) to predict the influence of familiarity on corporate equity, which is measured by willingness to invest in a corporation or purchase its products or services using several mediating variables such as citizenship, reputation, and personality. The Roper Corporate Reputation Scorecard was used to study these variables using an online panel survey from NOP World of 1500 participants. Results found familiarity does have a positive relationship in each industry regarding citizenship, reputation, and personality. In addition, the latter three variables had a significant positive effect on corporate equity.
1997
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(1997): Implicit Theories of Persuasion. In: Human Communication Research 24 (1), S. 31-63. DOI: 10.1111/j.1468-2958.1997.tb00586.x
Abstract: This research explores whether individuals have implicit theories of persuasion. The first study sought to understand how persuasive strategies are cognitively represented. Using multidimensional scaling, two dimensions were identified. The first dimension distinguishes the types of tactics used to bring about attitude change. The second dimension differentiated the social acceptability of the persuasive strategies. The second stage of this research explored the nature of people's implicit theories of persuasion. Experiment 1 demonstrated that implicit theories of persuasion are sensitive to the operation of multiple goals in a situation. Experiment 2 found that implicit theories of persuasion reflect the audience's familiarity with the topic In Experiment 3, implicit theories were demonstrated to be sensitive to the topic-relevant knowledge of the communicator.
1986
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(1986): The Effect of Verbal and Pictorial Advertising Stimuli on Aesthetic, Utilitarian and Familiarity Perceptions. In: Journal of Advertising 15 (2), S. 27-34. DOI: 10.1080/00913367.1986.10673002
Abstract: The study examined perceptions of advertising stimuli presented in an all-verbal or all-visual format. Three response criteria were investigated: utilitarian/rational perceptions, aesthetic/emotional perceptions and familiarity perceptions. Hypotheses that utilitarian/rational perceptions would be associated with all-verbal advertising stimuli and familiarity perceptions would be associated with all-visual advertising stimuli were supported. A third hypothesis that aesthetic/ emotional perceptions would be associated with all-visual advertising stimuli received mixed support.
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