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

Medientyp: E-Artikel; Sonstige Veröffentlichung
Titel: 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
Beteiligte: Büttner, Sebastian T. [Verfasser:in]; Gutzmann, Jan C. [Verfasser:in]; Sourkounis, Cora M. [Verfasser:in]; Shams, Shirin [Verfasser:in]; Prilla, Michael [Verfasser:in]; Koranteng, Felix Nti [Verfasser:in]; Baghaei, Nilufar [Verfasser:in]; Gram-Hansen, Sandra Burri [Verfasser:in]
Erschienen: Aachen, Germany : RWTH Aachen, 2023
Erschienen 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
Ausgabe: published Version
Sprache: Englisch
DOI: https://doi.org/10.15488/16490
Schlagwörter: Door-in-the-face ; Empirical Study ; Reciprocity ; Konferenzschrift ; Human-Robot Interaction ; Intelligent Robots ; Persuasion Techniques ; Experiment
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Beschreibung: 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.
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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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