This paper studies a principal’s trade-off between using persuasion versus using interpersonal authority to get the agent to ‘do the right thing’ from the principal’s perspective (when the principal and agent openly disagree on the right course of action). It shows that persuasion and authority are complements at low levels of effectiveness but substitutes at high levels. Furthermore, the princ...

This article reviews formal systems that regulate persuasion dialogues. In such dialogues two or more participants aim to resolve a difference of opinion, each trying to persuade the other participants to adopt their point of view. Systems for persuasion dialogue have found application in various fields of computer science, such as nonmonotonic logic, artificial intelligence and law, multi-agen...

The purpose of this article is to show how to design persuasive and successful web shops. An approach to commercial site design that draws on theories of visual persuasion is proposed. In this paper, we will focus on the role of emotion. lmages in an ad are typically meant to create some emotional disposition toward the product, or social cause. The importance of emotions in the on-line shoppin...

The long history of persuasion research shows how to change explicit, self-reported evaluations through direct appeals. At the same time, research on how to change implicit evaluations has focused almost entirely on techniques of retraining existing evaluations or manipulating contexts. In five studies, we examined whether direct appeals can change implicit evaluations in the same way as they d...

In their thoughtful and carefully argued target article, Kruglanski and Thompson challenge the central assumption of dual-process theories “that a qualitative difference in the persuasion process hinges on whether persuasion is accomplished by the processing of message arguments versus the processing of information exogenous to the message; that is, by cues or heuristics.” I found their argumen...