Computers as Persuasive Social Actors

Computers as Persuasive Social Actors

| Unknown Author
This chapter explores the role of computing products as persuasive social actors, examining how they can influence human behavior through various social cues. The chapter begins with an anecdote about a man who was perceived by others as a threat due to his behavior towards his computer, highlighting the automatic and natural responses people have to certain computing systems. It then discusses the importance of understanding social cues from computing products, which can trigger instinctive responses rather than rational ones. The chapter outlines five primary types of social cues that influence people's perception of social presence in computing products: physical, psychological, language, social dynamics, and social roles. Each type of cue is explored in detail, with examples of how they can be used to persuade users. For instance, physical attractiveness can enhance the persuasive power of a computing product, as seen in the case of the Banana-Rama slot machine. Psychological cues, such as conveying emotions and preferences, can also influence users, as demonstrated in the Stanford Similarity Studies, which showed that users were more persuaded by computers that shared similar personalities or affiliations. The chapter further discusses the ethical and practical considerations of using psychological cues in computing products, emphasizing the need for designers to be aware of the potential implications. It also highlights the importance of language in conveying social presence and persuasion, using examples from e-commerce sites like Amazon.com and iWin.com. Additionally, the chapter explores the use of social dynamics, such as reciprocity and authority roles, to influence user behavior. The chapter concludes with a discussion on the principles of similarity, praise, and authority, emphasizing how these factors can enhance the persuasive capabilities of computing products.This chapter explores the role of computing products as persuasive social actors, examining how they can influence human behavior through various social cues. The chapter begins with an anecdote about a man who was perceived by others as a threat due to his behavior towards his computer, highlighting the automatic and natural responses people have to certain computing systems. It then discusses the importance of understanding social cues from computing products, which can trigger instinctive responses rather than rational ones. The chapter outlines five primary types of social cues that influence people's perception of social presence in computing products: physical, psychological, language, social dynamics, and social roles. Each type of cue is explored in detail, with examples of how they can be used to persuade users. For instance, physical attractiveness can enhance the persuasive power of a computing product, as seen in the case of the Banana-Rama slot machine. Psychological cues, such as conveying emotions and preferences, can also influence users, as demonstrated in the Stanford Similarity Studies, which showed that users were more persuaded by computers that shared similar personalities or affiliations. The chapter further discusses the ethical and practical considerations of using psychological cues in computing products, emphasizing the need for designers to be aware of the potential implications. It also highlights the importance of language in conveying social presence and persuasion, using examples from e-commerce sites like Amazon.com and iWin.com. Additionally, the chapter explores the use of social dynamics, such as reciprocity and authority roles, to influence user behavior. The chapter concludes with a discussion on the principles of similarity, praise, and authority, emphasizing how these factors can enhance the persuasive capabilities of computing products.
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