While a variety of persuasion agents have been created and applied in different domains such as marketing, military training and health industry, there is a lack of a model which can provide a unified framework for different persuasion strategies. Specifically, persuasion is not adaptable to the individuals’ personal states in different situations. Grounded in the Elaboration Likelihood Model (...

Automatic detection of persuasion is essential for machine interaction on the social web. To facilitate automated persuasion detection, we present a novel microtext corpus derived from hostage negotiation transcripts as well as a detailed manual (codebook) for persuasion annotation. Our corpus, called the NPS Persuasion Corpus, consists of 37 transcripts from four sets of hostage negotiation tr...

This article presents two studies examining the effects of disclosing online native advertising (i.e., sponsored content in blogs) on people’s brand attitude and purchase intentions. To investigate the mechanisms underlying these effects, we integrated resistance theories with the persuasion knowledge model. We theorize that disclosures activate people’s persuasion knowledge, which in turn evok...

What are the value and form of optimal persuasion when information can be generated only slowly? We study this question in a dynamic model which 'sender' provides public over time subject to graduality constraint, decision-maker takes an action each period. Using novel 'viscosity' programming principle, we characterise sender's equilibrium function provision. show that constraint inhibits provi...

This chapter1 reviews formal dialogue systems for persuasion. In persuasion dialogues two or more participants try to resolve a conflict of opinion, each trying to persuade the other participants to adopt their point of view. Dialogue systems for persuasion regulate how such dialogues can be conducted and what their outcome is. Good dialogue systems ensure that conflicts of view can be resolved...