Modelling a receiver's position to persuasive arguments

Abstract

Social psychology shows that the effect of a persuasive argument depends on characteristics of the person to be persuaded, including the person's involvement with die topic and the discrepancy between the person's current position on the topic and the argument's position. Via a series of experiments, this paper provides insight into how the receiver's position can be modelled computationally, as a function of the strength, feature importance, and position of arguments in a set. © Springer-Verlag Berlin Heidelberg 2007.