Making robots persuasive : the influence of combining persuasive strategies (gazing and gestures) by a storytelling robot on its persuasive power

J.R.C. Ham, R. Bokhorst, R.H. Cuijpers, D. Pol, van der, J.J. Cabibihan

Research output: Chapter in Book/Report/Conference proceedingConference contributionAcademicpeer-review

54 Citations (Scopus)
4 Downloads (Pure)

Abstract

Social agency theory suggests that when an (artificial) agent combines persuasive strategies, its persuasive power increases. Therefore, we investigated whether a robot that uses two persuasive strategies is more persuasive than a robot that uses only one. Because in human face-to-face persuasion two crucial persuasive strategies are gazing and gestures, the current research investigated the combined and individual contribution of gestures and gazing on the persuasiveness of a storytelling robot. A robot told a persuasive story about the aversive consequences of lying to 48 participants. The robot used persuasive gestures (or not) and gazing (or not) to accompany this persuasive story. We assessed persuasiveness by asking participants to evaluate the lying individual in the story told by the robot. Results indicated that only gazing independently led to increased persuasiveness. Using persuasive gestures only led to increased persuasiveness when the robot combined it with (the persuasive strategy of) gazing. Without gazing, using persuasive gestures diminished robot persuasiveness. The implications of the current findings for theory and design of persuasive robots are discussed.
Original languageEnglish
Title of host publicationSocial Robotics (Third International Conference, ICSR 2011, Amsterdam, the Netherlands, November 24-25, 2011, Proceedings)
EditorsB. Matlu, C. Bartneck, J. Ham, V. Evers, T. Kanda
Place of PublicationBerlin
PublisherSpringer
Pages71-83
ISBN (Print)978-3-642-25503-8
DOIs
Publication statusPublished - 2011
Event3rd International Conference on Social Robotics (ICSR 2011) - Amsterdam, Netherlands
Duration: 24 Nov 201125 Nov 2011
Conference number: 3
http://icsoro.org/icsr2011/

Publication series

NameLecture Notes in Artificial Intelligence
Volume7072
ISSN (Print)1611-3349

Conference

Conference3rd International Conference on Social Robotics (ICSR 2011)
Abbreviated titleICSR 2011
CountryNetherlands
CityAmsterdam
Period24/11/1125/11/11
Internet address

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