Article

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

Authors:

René Bokhorst,

Raymond Cuijpers,

David van der Pol,

John-John CabibihanAuthors Info & Claims

ICSR'11: Proceedings of the Third international conference on Social Robotics

Pages 71 - 83

https://doi.org/10.1007/978-3-642-25504-5_8

Published: 24 November 2011 Publication History

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.

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Published In

cover image Guide Proceedings

ICSR'11: Proceedings of the Third international conference on Social Robotics

November 2011

236 pages

ISBN:9783642255038

Editors:
Bilge Mutlu
Department of Computer Sciences, University of Wisconsin-Madison, 1210 W. Dayton St. Room 6381, Madison, WI
,
Christoph Bartneck
Department of Computer Sciences, Canterbury University, HIT Lab NZ Old Math Building, Room 108, Christchurch, WI, New Zealand
,
Jaap Ham
Department of Innovation Sciences, Eindhoven University of Technology, Section Human-Technology Interaction, IPO 1.36, Eindhoven, WI, The Netherlands
,
Vanessa Evers
Department of Electrical Engineering, Mathematics and Computer Science, (EEMCS). Chair: Human Media Interaction (HMI), University of Twente, IPO 1.36, Enschede, WI, The Netherlands

Sponsors

Maxon Motors: Maxon Motors
CYBER: Cyberbotics
Aldebaran Robotics: Aldebaran Robotics
Metra Labs: Metra Labs

Publisher

Springer-Verlag

Berlin, Heidelberg

Publication History

Published: 24 November 2011

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https://dl.acm.org/doi/10.1145/3610978.3640766
Hou YCheon EJung MGrollman DBroadbent EJu WSoh HWilliams T(2024)Power in Human-Robot InteractionProceedings of the 2024 ACM/IEEE International Conference on Human-Robot Interaction10.1145/3610977.3634949(269-282)Online publication date: 11-Mar-2024
https://dl.acm.org/doi/10.1145/3610977.3634949
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https://dl.acm.org/doi/10.1145/3623809.3623879
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