In two experimental studies we explore to what extent the general effects of positive and negative framing also apply to positive and negative persuasion. Our results reveal that negative persuasion induces substantially higher levels of skepticism and awareness of being subjected to a persuasion attempt. Furthermore, we demonstrate that in positive persuasion, more claims lead to stronger pers...

Consumers have knowledge about persuasion that includes na€ıve theories about persuasion. The present work examines na€ıve theories with regard to whether consumers associate the meaning of persuasion as something that is either good or bad. Furthermore, na€ıve theories about persuasion are demonstrated to affect how consumers respond to a persuasive message. Two studies are presented, one that...

The threshold model has been widely adopted as a classic model for studying contagion processes on social networks. We consider asymmetric individual interactions in social networks and introduce a persuasion mechanism into the threshold model. Specifically, we study a combination of adoption and persuasion in cascading processes on complex networks. It is found that with the introduction of th...

Mobile persuasion is designed to change attitudes or behaviors of mobile users through persuasion and social influence. With the support of cloud services and sensor devices, mobile phones are an ideal platform for inducing long-term behavior changes. In this paper, we propose DailyAlert, a generic mobile persuasion toolkit for smartphones which generalizes and automates mobile persuasion as a ...

This paper investigates interpersonal persuasion strategies in text-based computer-mediated communication (CMC). Significant differences were found in perceived effectiveness of CMC vs. face-to-face communication (FTFC) for achieving interpersonal persuasion and for applying persuasion strategies of reward, punishment, logic, and emotion. The findings suggest that persuasion in CMC will emphasi...

In the present study we investigated whether differences in the sense of agency influenced the effectiveness of both direct persuasion and self-persuasion techniques. By manipulating both the delay and contingency of the outcomes of actions, participants were led to experience either a low or high sense of agency. Participants were subsequently presented with arguments as to why a clean local e...

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 provides 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 (ELM...

In this paper we discuss the possibility to extend PORTIA, a persuasion system currently applied in human-agent dialogs, to support ambient persuasion. We have identified a fitness center as an appropriate smart environment in which ambient persuasion strategies can be applied. According to the Ubiquitous Computing vision, in the fitness center the user is surrounded by several connected device...

Carlo Michelstaedter’s Persuasion and Rhetoric (1910) is one of the best examples of what Massimo Cacciari calls the early twentieth century “metaphysics of youth.” Persuasion and Rhetoric is the result of Michelstaedter’s academic investigation on the concepts of “persuasion” and “rhetoric” in Plato and Aristotle. Michelstaedter saw in Plato’s corpus the gradual abandonment of Parmenidean “bei...