Knowledge-based systems (KBS), which represent the knowledge and problem-solving expertise of human experts as well as other sources of expertise in narrow knowledge domains, have been used to support group decision-making. This research studied the use of a KBS and its explanation facilities to support group decision-making of experts versus novices in a laboratory setting. Consistent with pre...

The paper presents an approach to a gaming personalization system to systematically facilitate or avoid user-selected emotions during gameplay with control knobs that regulate the emotional impact of the game. Underlying the framework is a Psychological Customization system that entails personalization of the way of presenting information (user interface, visual layouts, modalities, narrative a...

This paper presents strategies and conditions for non-failing persuasion using a dialogue model using argumentation. A novel concept of the predicted knowledge of the other agent participating in the dialogue is introduced. In the dialogue model, an agent’s knowledge is updated as the dialogue proceeds; an argumentation framework is constructed from the current knowledge; and only the content o...

Interpersonal persuasion is definitionally distinguished from broadcast persuasion by the presence of anticipated personal feedback and message coherence. Distinguishing interpersonal from broadcast messages in computer-mediated communication (CMC) may be an important individual tactic for avoiding information overload and filtering spam; however, we found no existing measures suitable for asse...

Major current notions of persuasion depict it as attainable via 2 qualitatively distinct routes: (a) a central or a systematic route in which opinions and attitudes are based on carefully processed arguments in the persuasive message and (b) a peripheral or heuristic route in which they are based on briefly considered heuristics or cues, exogenous to the message. This article offers a single-ro...

Corporate Social Responsibility (CSR) an ethical, non-legislative, non-forcing approach to promoting responsible behaviours within organisations employs the central route of persuasion which consists of thoughtful considerations of arguments to achieve desired results. Studies suggest that attitudes that change through persuasion are more likely to persist temporally, resist counter persuasion ...

Social networking sites persuade millions of users each day to adopt specific behaviors. To understand this phenomenon in the context of persuasive technology, we analyzed how persuasion takes place in leading social networking sites from two different countries: Facebook in the U.S. and Mixi in Japan. We compared the two services on four persuasion goals: creating profile pages, inviting frien...

This critical review of B.J. Fogg’s book Persuasive Technology regards captology as an eclectic and formative work. It summarises two other reviewers’ work and identifies several new strengths. It scrutinises Fogg’s functional triad computers functioning as tools, media and social actors and some categorical changes are recommended. It investigates further Johnson’s concerns about specific ethi...

Can we use randomized field experiments to understand if and how persuasion efforts by campaigns work? To answer this question, we analyze a field experiment conducted during the 2008 presidential election in which 56,000 registered voters were assigned to persuasion in person, by phone, and/or by mail. We find persuasive appeals by canvassers had two unintended consequences. First, they reduce...

People generally assume that others are more influenced than the self (the third person perception or TPP). To further understand this perception we investigated people’s intuitive understanding of how persuasion works. Participants rated themselves or others on traits reflecting risk and immunity from persuasion (e.g., weakand strong-mindedness) and need for cognition (NFC). They then rated ho...