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Büttner, Sebastian T. [Author]; Gutzmann, Jan C. [Author]; Sourkounis, Cora M. [Author]; Shams, Shirin [Author]; Prilla, Michael [Author]; Koranteng, Felix Nti [Author]; Baghaei, Nilufar [Author]; Gram-Hansen, Sandra Burri [Author]

Would You Help Me Voluntarily for the Next Two Years? Evaluating Psychological Persuasion Techniques in Human-Robot Interaction. First results of an empirical investigation of the door-in-the-face technique in human-robot interaction - [published Version]

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  • Media type: E-Article; Text
  • Title: Would You Help Me Voluntarily for the Next Two Years? Evaluating Psychological Persuasion Techniques in Human-Robot Interaction. First results of an empirical investigation of the door-in-the-face technique in human-robot interaction
  • Contributor: Büttner, Sebastian T. [Author]; Gutzmann, Jan C. [Author]; Sourkounis, Cora M. [Author]; Shams, Shirin [Author]; Prilla, Michael [Author]; Koranteng, Felix Nti [Author]; Baghaei, Nilufar [Author]; Gram-Hansen, Sandra Burri [Author]
  • Published: Aachen, Germany : RWTH Aachen, 2023
  • Published in: PERSUASIVE-ADJ 2023: Persuasive 2023 adjunct proceedings : 18th International Conference on Persuasive Technology, adjunct proceedings, co-located with PERSUASIVE 2023 ; CEUR workshop proceedings ; 3474
  • Issue: published Version
  • Language: English
  • DOI: https://doi.org/10.15488/16490
  • Keywords: Konferenzschrift ; Reciprocity ; Experiment ; Persuasion Techniques ; Human-Robot Interaction ; Empirical Study ; Intelligent Robots ; Door-in-the-face
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  • Footnote: Diese Datenquelle enthält auch Bestandsnachweise, die nicht zu einem Volltext führen.
  • Description: Human-robot communication scenarios are becoming increasingly important. In this paper, we investigate the differences between human-human and human-robot communication in the context of persuasive communication. We ran an experiment using the door-in-the-face technique in a hu-manrobot context. In our experiment, participants communicated with a robot that performed the door-in-the-face technique, in which the communicating agent asks for an "extreme" favor first and a for a small favor shortly after to increase affirmative response to the second request. Our results show a surprisingly high acceptance rate for the extreme request and a smaller acceptance rate for the small request compared to the original study of Cialdini et al., so our results differ from the classical human-human door-in-the-face experiments. This suggests that human-robot persuasive communication differs from human-human communication, which is surprising given related work. We discuss potential reasons for our observations and outline the next research steps to answer the question whether the door-in-the-face and similar persuasive techniques would be effective if applied by robots. © 2023 Copyright for this paper by its authors.
  • Access State: Open Access