Details
| Original language | English |
|---|---|
| Title of host publication | Persuasive 2023 Adjunct Proceedings |
| Subtitle of host publication | 18th International Conference on Persuasive Technology, Adjunct Proceedings co-located with PERSUASIVE 2023 |
| Publication status | Published - 2023 |
| Event | 18th International Conference on Persuasive Technology, Adjunct, PERSUASIVE-ADJ 2023 - Eindhoven, Netherlands Duration: 19 Apr 2023 → 21 Apr 2023 |
Publication series
| Name | CEUR Workshop Proceedings |
|---|---|
| Publisher | CEUR Workshop Proceedings |
| Volume | 3474 |
| ISSN (Print) | 1613-0073 |
Abstract
Human-robot communication scenarios are becoming increasingly important. In this paper, we investigate the differences between human-human and human-robot communication in the context of persuasive communication. We ran an experiment using the door-in-the-face technique in a hu-manrobot context. In our experiment, participants communicated with a robot that performed the door-in-the-face technique, in which the communicating agent asks for an "extreme" favor first and a for a small favor shortly after to increase affirmative response to the second request. Our results show a surprisingly high acceptance rate for the extreme request and a smaller acceptance rate for the small request compared to the original study of Cialdini et al., so our results differ from the classical human-human door-in-the-face experiments. This suggests that human-robot persuasive communication differs from human-human communication, which is surprising given related work. We discuss potential reasons for our observations and outline the next research steps to answer the question whether the door-in-the-face and similar persuasive techniques would be effective if applied by robots.
Keywords
- Door-in-the-face, Empirical Study, Experiment, Human-Robot Interaction, Intelligent Robots, Persuasion Techniques, Reciprocity
ASJC Scopus subject areas
- Computer Science(all)
- General Computer Science
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Persuasive 2023 Adjunct Proceedings: 18th International Conference on Persuasive Technology, Adjunct Proceedings co-located with PERSUASIVE 2023. 2023. (CEUR Workshop Proceedings; Vol. 3474).
Research output: Chapter in book/report/conference proceeding › Conference contribution › Research › peer review
}
TY - GEN
T1 - Would You Help Me Voluntarily for the Next Two Years? Evaluating Psychological Persuasion Techniques in Human-Robot Interaction. First results of an empirical investigation of the door-in-the-face technique in human-robot interaction
AU - Büttner, Sebastian T.
AU - Gutzmann, Jan C.
AU - Sourkounis, Cora M.
AU - Shams, Shirin
AU - Prilla, Michael
PY - 2023
Y1 - 2023
N2 - Human-robot communication scenarios are becoming increasingly important. In this paper, we investigate the differences between human-human and human-robot communication in the context of persuasive communication. We ran an experiment using the door-in-the-face technique in a hu-manrobot context. In our experiment, participants communicated with a robot that performed the door-in-the-face technique, in which the communicating agent asks for an "extreme" favor first and a for a small favor shortly after to increase affirmative response to the second request. Our results show a surprisingly high acceptance rate for the extreme request and a smaller acceptance rate for the small request compared to the original study of Cialdini et al., so our results differ from the classical human-human door-in-the-face experiments. This suggests that human-robot persuasive communication differs from human-human communication, which is surprising given related work. We discuss potential reasons for our observations and outline the next research steps to answer the question whether the door-in-the-face and similar persuasive techniques would be effective if applied by robots.
AB - Human-robot communication scenarios are becoming increasingly important. In this paper, we investigate the differences between human-human and human-robot communication in the context of persuasive communication. We ran an experiment using the door-in-the-face technique in a hu-manrobot context. In our experiment, participants communicated with a robot that performed the door-in-the-face technique, in which the communicating agent asks for an "extreme" favor first and a for a small favor shortly after to increase affirmative response to the second request. Our results show a surprisingly high acceptance rate for the extreme request and a smaller acceptance rate for the small request compared to the original study of Cialdini et al., so our results differ from the classical human-human door-in-the-face experiments. This suggests that human-robot persuasive communication differs from human-human communication, which is surprising given related work. We discuss potential reasons for our observations and outline the next research steps to answer the question whether the door-in-the-face and similar persuasive techniques would be effective if applied by robots.
KW - Door-in-the-face
KW - Empirical Study
KW - Experiment
KW - Human-Robot Interaction
KW - Intelligent Robots
KW - Persuasion Techniques
KW - Reciprocity
UR - http://www.scopus.com/inward/record.url?scp=85173566924&partnerID=8YFLogxK
U2 - 10.15488/16490
DO - 10.15488/16490
M3 - Conference contribution
AN - SCOPUS:85173566924
T3 - CEUR Workshop Proceedings
BT - Persuasive 2023 Adjunct Proceedings
T2 - 18th International Conference on Persuasive Technology, Adjunct, PERSUASIVE-ADJ 2023
Y2 - 19 April 2023 through 21 April 2023
ER -