Persuasive Social Actors
Computing products persuade by giving social cues that elicit social responses from human users.
Social Influence
The type of influence that arises from social situations, including normative influence (peer pressure) and social comparison.
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Flashcards about the chapter on Computers as Persuasive Social Actors. The flashcards cover definitions of social cues and concepts.
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Persuasive Social Actors
Computing products persuade by giving social cues that elicit social responses from human users.
Social Influence
The type of influence that arises from social situations, including normative influence (peer pressure) and social comparison.
Five Primary Types of Social Cues
Physical, psychological, language, social dynamics, and social roles.
Physical Cues
Conveyed through eyes, a mouth, movement, and other physical attributes in computing technologies.
Principle of Attractiveness
A computing technology that is visually attractive to target users is likely to be more persuasive.
Psychological Cues
Lead people to infer that a computing product has emotions, preferences, motivations, and personality.
Principle of Similarity
People are more readily persuaded by computing technology products that are similar to themselves in some way.
Language Cues
Use written or spoken language to convey social presence and to persuade (e.g., dialogue boxes, e-commerce sites).
Principle of Praise
By offering praise, via words, images, symbols, or sounds, computing technology can lead users to be more open to persuasion.
Social Dynamics
Unwritten rules for interacting with others, applied by computing technology to convey social presence and to persuade.
Principle of Reciprocity
People will feel the need to reciprocate when computing technology has done a favor for them.
Social Roles
Roles such as teacher, referee, judge, counselor, and expert can be adopted by computers to gain influence.
Principle of Authority
Computing technology that assumes roles of authority will have enhanced powers of persuasion.