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 Scopus citations

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 45th Annual Hawaii International Conference on System Sciences, HICSS-45
PublisherIEEE Computer Society
Pages543-552
Number of pages10
ISBN (Print)9780769545257
DOIs
StatePublished - Jan 1 2012
Event2012 45th Hawaii International Conference on System Sciences, HICSS 2012 - Maui, HI, United States
Duration: Jan 4 2012Jan 7 2012

Publication series

NameProceedings of the Annual Hawaii International Conference on System Sciences
ISSN (Print)1530-1605

Other

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

ASJC Scopus subject areas

  • Engineering(all)

Fingerprint Dive into the research topics of 'Embodied agents and the Predictive Elaboration Model of Persuasion - The ability to tailor embodied agents to users' need for cognition'. Together they form a unique fingerprint.

  • Cite this

    Pickard, M. D., Jenkins, J. L., & Nunamaker, J. F. (2012). Embodied agents and the Predictive Elaboration Model of Persuasion - The ability to tailor embodied agents to users' need for cognition. In Proceedings of the 45th Annual Hawaii International Conference on System Sciences, HICSS-45 (pp. 543-552). [6148671] (Proceedings of the Annual Hawaii International Conference on System Sciences). IEEE Computer Society. https://doi.org/10.1109/HICSS.2012.10