Recently we have seen a few development in argumentation-based dialogue systems, but there is less research in understanding agents’ strategic behaviour in dialogues. We study agent strategies by linking a specific form of argumentation-based dialogues and mechanism design. Specifically, focusing on persuasion dialogues, we show how dialogues can be mapped to concepts in mechanism design. We pr...

Eating habits are influenced by emotional factors. Persuasion to change wrong habits should therefore act on the central and the peripheral route at the same time, by combining rational and emotional strategies appropriately. In this paper, we describe an ongoing research which is aimed at simulating persuasion dialogs in this domain. We describe how we collected and analyzed a corpus of messag...

Can ubiquitous technologies intended to change people’s behavior benefit from personalization? This paper addresses the development of an adaptive persuasive system intended to increase stair climbing at work: APStairs. Based on their persuasion profile, individuals are distinguished by their susceptibility to different social influence strategies. This paper contributes a first application of ...

Persuasion is an emerging topic in the field of Human Computer Interaction: persuasion functions will improve the effectiveness of intelligent interfaces. The focus of this paper regards how persuasion affects Rhetorical Relation (RR) selection in the generation of an effective, and context-adapted, message. Using a taxonomy of persuasive strategies, together with a reasoning model, a tree-like...

Previous research has revealed that self-persuasion can occur either through role-playing (i.e., when arguments are generated to convince another person) or, more directly, through trying to convince oneself (i.e., when arguments are generated with oneself as the target). Combining these 2 traditions in the domain of attitude change, the present research investigated the impact on self-persuasi...

The observation of parallels between the memory distortion and persuasion literatures leads, quite logically, to the appealing notion that people can be 'persuaded' to change their memories. Indeed, numerous studies show that memory can be influenced and distorted by a variety of persuasive tactics, and the theoretical accounts commonly used by researchers to explain episodic and autobiographic...

Persuasion is at the root of countless social exchanges in which one person or group is motivated to have another share its beliefs, desires, or behavioral intentions. Here, we report the first three functional magnetic resonance imaging studies to investigate the neurocognitive networks associated with feeling persuaded by an argument. In the first two studies, American and Korean participants...

While a persuasion network has been proposed, little is known about how network connections between brain regions contribute to attitude change. Two possible mechanisms have been advanced. One hypothesis predicts that attitude change results from increased connectivity between structures implicated in affective and executive processing in response to increases in argument strength. A second fun...

In their interesting and provocative target article, Kruglanski and Thompson (see also Kruglanski, Thompson, & Spiegel, 1999) take issue with dual-mode processing models in persuasion and, by implication, with all such models in social psychology. These models have become increasingly popular in the past two decades and are now used to explain such diverse phenomena as stereotyping, impression ...

Drawing on the literatures on negotiation, communication, and persuasion as well as his research on organizational transformation, the author proposes a framework for understanding and enacting the persuasion process in organizations. He lays out key goals of persuasion and ways that skilled leaders can manage the process. The framework focuses attention on the ways leaders shape perceptions of...