Embodied agents and the Predictive Elaboration Model of Persuasion - The ability to tailor embodied agents to users' need for cognition

Matthew D. Pickard, Jeffrey L. Jenkins, Jay F Nunamaker

Research output: Chapter in Book/Report/Conference proceedingConference contribution

3 Citations (Scopus)

Abstract

In this study, we explore the ability of embodied agents (EAs) to influence users' assessments. We propose the Predictive Elaboration Model of Persuasion (PEMP), which posits that the need for cognition (NFC) can serve as a practical surrogate for elaboration likelihood in the Elaboration Likelihood Model (ELM) of persuasion. PEMP is tested in a laboratory setting involving embodied agents attempting to influence participants' credibility assessments of individuals suspected of a crime. The results show that NFC behaves similarly to elaboration likelihood. We argue that NFC provides greater predictive capability than elaboration likelihood in determining how individuals process persuasive messages.

Original languageEnglish (US)
Title of host publicationProceedings of the Annual Hawaii International Conference on System Sciences
Pages543-552
Number of pages10
DOIs
StatePublished - 2011
Event2012 45th Hawaii International Conference on System Sciences, HICSS 2012 - Maui, HI, United States
Duration: Jan 4 2012Jan 7 2012

Other

Other2012 45th Hawaii International Conference on System Sciences, HICSS 2012
CountryUnited States
CityMaui, HI
Period1/4/121/7/12

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Crime

ASJC Scopus subject areas

  • Engineering(all)

Cite this

Pickard, M. D., Jenkins, J. L., & Nunamaker, J. F. (2011). Embodied agents and the Predictive Elaboration Model of Persuasion - The ability to tailor embodied agents to users' need for cognition. In Proceedings of the Annual Hawaii International Conference on System Sciences (pp. 543-552). [6148671] https://doi.org/10.1109/HICSS.2012.10

Embodied agents and the Predictive Elaboration Model of Persuasion - The ability to tailor embodied agents to users' need for cognition. / Pickard, Matthew D.; Jenkins, Jeffrey L.; Nunamaker, Jay F.

Proceedings of the Annual Hawaii International Conference on System Sciences. 2011. p. 543-552 6148671.

Research output: Chapter in Book/Report/Conference proceedingConference contribution

Pickard, MD, Jenkins, JL & Nunamaker, JF 2011, Embodied agents and the Predictive Elaboration Model of Persuasion - The ability to tailor embodied agents to users' need for cognition. in Proceedings of the Annual Hawaii International Conference on System Sciences., 6148671, pp. 543-552, 2012 45th Hawaii International Conference on System Sciences, HICSS 2012, Maui, HI, United States, 1/4/12. https://doi.org/10.1109/HICSS.2012.10
Pickard MD, Jenkins JL, Nunamaker JF. Embodied agents and the Predictive Elaboration Model of Persuasion - The ability to tailor embodied agents to users' need for cognition. In Proceedings of the Annual Hawaii International Conference on System Sciences. 2011. p. 543-552. 6148671 https://doi.org/10.1109/HICSS.2012.10
Pickard, Matthew D. ; Jenkins, Jeffrey L. ; Nunamaker, Jay F. / Embodied agents and the Predictive Elaboration Model of Persuasion - The ability to tailor embodied agents to users' need for cognition. Proceedings of the Annual Hawaii International Conference on System Sciences. 2011. pp. 543-552
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