相关论文: What Makes a Message Persuasive? Identifying Adapt…

Artificial intelligence and machine learning algorithms have become ubiquitous. Although they offer a wide range of benefits, their adoption in decision-critical fields is limited by their lack of interpretability, particularly with textual…

This study examines the rhetorical and linguistic features of argumentative texts generated by ChatGPT on ethically nuanced topics and investigates their persuasive impact on human readers.Through a user study involving 62 participants and…

Developing intelligent persuasive conversational agents to change people's opinions and actions for social good is the frontier in advancing the ethical development of automated dialogue systems. To do so, the first step is to understand…

Business communication digitisation has reorganised the process of persuasive discourse, which allows not only greater transparency but also advanced deception. This inquiry synthesises classical rhetoric and communication psychology with…

The rapid rise of Large Language Models (LLMs) has created new disruptive possibilities for persuasive communication, enabling fully-automated, personalized, and interactive content generation at an unprecedented scale. In this paper, we…

The capabilities of large language models (LLMs) have raised concerns about their potential to create and propagate convincing narratives. Here, we study their performance in detecting convincing arguments to gain insights into LLMs'…

Since Artificial Intelligence (AI) software uses techniques like deep lookahead search and stochastic optimization of huge neural networks to fit mammoth datasets, it often results in complex behavior that is difficult for people to…

There are widespread fears that conversational AI could soon exert unprecedented influence over human beliefs. Here, in three large-scale experiments (N=76,977), we deployed 19 LLMs-including some post-trained explicitly for persuasion-to…

Large Language Models (LLMs) have started to demonstrate the ability to persuade humans, yet our understanding of how this dynamic transpires is limited. Recent work has used linear probes, lightweight tools for analyzing model…

Previous work has showcased the intriguing capabilities of Large Language Models (LLMs) in instruction-following and rhetorical fluency. However, systematic exploration of their dual capabilities to autonomously persuade and resist…

Large Language Models (LLMs) have emerged as formidable instruments capable of comprehending and producing human-like text. This paper explores the potential of LLMs, to shape user perspectives and subsequently influence their decisions on…

Large language models (LLMs) are increasingly used for everyday communication tasks, including drafting interpersonal messages intended to influence and persuade. Prior work has shown that LLMs can successfully persuade humans and amplify…

As large language models (LLMs) become increasingly capable of generating persuasive content, understanding their effectiveness across different advertising strategies becomes critical. This paper presents a two-part investigation examining…

Opinion formation and persuasion in argumentation are affected by three major factors: the argument itself, the source of the argument, and the properties of the audience. Understanding the role of each and the interplay between them is…

This paper studies AI persuasion by distinguishing between two reasons for disagreement: attention differences, where the AI detects features the decision-maker missed, and comprehension differences, where the AI and the decision-maker…

As large language models (LLMs) achieve advanced persuasive capabilities, concerns about their potential risks have grown. The EU AI Act prohibits AI systems that use manipulative or deceptive techniques to undermine informed…

Recent advancements in AI have highlighted its application in captology, the field of using computers as persuasive technologies. We hypothesized that the "conformity effect," where individuals align with others' actions, also occurs with…

Large language models (LLMs) are excellent at maintaining high-level, convincing dialogue, but it remains unclear whether their persuasive success reflects genuine understanding of the discourse. We examine this question through informal…

In many real-world scenarios, experts must convey complex information with limited message capacity. This paper explores how the availability of messages influences an expert's persuasive ability. We develop a geometric representation of…

Human communication is motivated: people speak, write, and create content with a particular communicative intent in mind. As a result, information that large language models (LLMs) and AI agents process is inherently framed by humans'…