Non-verbal Persuasion and Communication in an Affective Agent

Abstract

This chapter deals with the communication of persuasion. Only a small percentage of communication involves words: as the old saying goes, "it's not what you say, it's how you say it". While this likely underestimates the importance of good verbal persuasion techniques, it is accurate in underlining the critical role of non-verbal behaviour during face-to-face communication. In this chapter we restrict the discussion to body language. We also consider embodied virtual agents. As is the case with humans, there are a number of fundamental factors to be considered when constructing persuasive agents. In particular, one who wishes to persuade must appear credible, trustworthy, confident, and non-threatening. Knowing how not to behave is also a vital basis for effective persuasion. This includes resolving task constraints or other factors with the social perception considerations. These social virtual agents face many of the same problems as humans have in controlling and expressing themselves in an appropriate manner so as to establish and maintain persuasive interaction. All along the chapter, much of our discussion will handle concepts applicable both to agent and to human behaviour.

The role of emotions in inter-action selection

“…The persuasion approach to cooperation indicates that cooperation increases after the presentation of persuasive messages [22]. Persuasion here is understood as a form of social influence [1], a way to influence people through communication without using force. In order to persuade it is necessary, among other things, to induce or evoke affective states (whether moods, sentiments or emotions).…”

Influence of virtual agent politeness behaviors on how users join small conversational groups

“…In some cases, the agent conducts behaviors associated with politeness strategies to suggest a side or position the participant should move to within the group. In order to understand the effectiveness of the politeness strategies on the persuasive capabilities [2] of the agent, the positions of the agents and participant have been set so that some of the locations suggested by the agent are inconvenient for the participant to reach. They require the participant to take a longer route around a second group member in comparison to walking directly to the closest available position in the group, which is directly in front of them.…”

Formal Analysis of an Agent Support Model for Behaviour Change Intervention

“…The target behaviour can be in health, politics, mental and physical contexts. The sustainability of this behaviour change intervention is of significance and value to agent-based system community [4], [5]. However, many behaviour change interventions were not able to achieve the target objective and psychological reactance has been identified as the reason for these unsuccessful behavioural change interventions [6], [7], [8].…”