Social psychology research has shown that persuasion happens in predictable ways. To identify patterns of persuasion in online social networks, we studied Facebook as a persuasive technology. Using a Grounded Theory approach, we found and named six persuasion patterns. Four patterns that led to large-scale viral adoption—Provoke and Retaliate, Reveal and Compare, Expression, and Group Exchange—...

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 tex...

This paper evaluates the dynamics of small group persuasion within a large scale randomized deliberative experiment, in particular whether persuasion in this context is driven by the ideological composition of small groups, to which participants were randomly assigned. In these discussions focusing on U.S. fiscal policy, ideological persuasion occurs but does not tend to be polarizing, a result...

This paper characterizes geometrically the set of all Nash equilibrium payoffs achievable with unmediated communication in persuasion games, i.e., games with an informed expert and an uninformed decisionmaker in which the expert’s information is certifiable. The first equilibrium characterization is provided for unilateral persuasion games, and the second for multistage, bilateral persuasion ga...

This article provides a brief overview of major developments in the history of contemporary persuasion theory. The first intuitive and empirical approaches to persuasion were guided by main-effect questions (e.g., are experts more persuasive than nonexperts?). Furthermore, researchers focused on only one process by which variables (e.g., emotion, source credibility) would have an impact (e.g., ...

Three experiments investigated the relation between need for cognitive closure and persuasion. In the 1st study, Ss high on an individual-differences measure of need for closure were more resistant to persuasion by their low need-for-closure counterparts than vice versa. In the 2nd study, Ss in a noisy environment, assumed to instill a relatively high need for closure, were more resistant to pe...

This short paper studies the problem of public persuasion, that is, when a sender has to persuade multiple receivers, possibly having heterogenous beliefs, with the same information for all. We show that public persuasion constrains the sender in how he can influence the beliefs of receivers: if the sender wants to influence the beliefs of one particular receiver, he loses all controls over the...

Several dialogue types, including inquiry, persuasion and deliberation, transfer information between agents so that their beliefs and opinions may be revised. The speech acts in different dialogue types have different pragmatic implications. For a representative sub-type of persuasion dialogues we consider how they can be conducted efficiently, in terms of minimising the expected transfer of in...

persuasion is a process which tries to convince audiences and invade their minds. this communicative process has an important role in literary world, because one of the main aims of authors and poets has always been to persuade their audiences. considering such an important, there has been accomplished several different studies on the nature of persuasion in literature and literary studies in r...

We propose a theory of a-rational persuasion in which we integrate emotional and non emotional strategies by arguing that they both imply reasoning and planning abilities in the two participants. We show some examples of texts from a corpus of persuasion messages in the healthy eating domain and propose a formalism to represent this knowledge. The final goal of our research is to simulate user-...