Investigating the influence of social exclusion on persuasion by a virtual agent

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Abstract

Persuasive agents may function as a tool to induce changes in human behavior. Research has shown that human-likeness of such agents influences their effectiveness. Besides characteristics of the agent, other characteristics may also have strong influences on persuasive agents’ effectiveness. One such characteristic is social exclusion. When people feel socially excluded, they are more sensitive to social influence. In two studies, we investigated this effect in a human-agent interaction. Results show stronger behavior changes for socially exclusion compared to social inclusion. This effect seems stronger for females than for males.
Original languageEnglish
Title of host publicationPersuasive Technology : 9th International Conference, PERSUASIVE 2014, Padua, Italy, May 21-23, 2014. Proceedings
EditorsA. Spagnolli, L. Chittaro, L. Gamberini
Place of PublicationCham
PublisherSpringer
Pages191-200
ISBN (Print)9783319071268
Publication statusPublished - 2014
Event9th International Conference on Persuasive Technology (PERSUASIVE 2014) - Padua, Italy
Duration: 21 May 201423 May 2014
Conference number: 9

Publication series

NameLecture Notes in Computer Science
Volume8462
ISSN (Print)0302-9743

Conference

Conference9th International Conference on Persuasive Technology (PERSUASIVE 2014)
Abbreviated titlePERSUASIVE 2014
CountryItaly
CityPadua
Period21/05/1423/05/14

Cite this

Ruijten, P. A. M., Ham, J. R. C., & Midden, C. J. H. (2014). Investigating the influence of social exclusion on persuasion by a virtual agent. In A. Spagnolli, L. Chittaro, & L. Gamberini (Eds.), Persuasive Technology : 9th International Conference, PERSUASIVE 2014, Padua, Italy, May 21-23, 2014. Proceedings (pp. 191-200). (Lecture Notes in Computer Science; Vol. 8462). Springer.