Abstract
The purpose of this study was to examine how proactive influence tactics could be incorporated into decision aids in order to change human perceptions and decisions. This study serves as a foundation for future research that could incorporate such tactics into automated agents. It is posited that influence and impression management techniques may have an effect in human-agent interactions and this study examines if framing a decision aid around the tactic of inspirational appeal can change human behavior. The goal was to determine if appealing to “fairness” in simple paper-based decision aids could alter decisions. A game-theoretic dictator game is used to test the effect and the study lends modest support to the fact that altering messages and frames can change behavior. Specifically, when a decision was framed as a matter of “fairness”, participants were more likely to act in their teammate’s interest instead of their own.
Recommended Citation
Derrick, Doug C., "Incorporating Influence Tactics into a Decision Aid: Tested via a Dictator Game" (2011). MWAIS 2011 Proceedings. 1.
https://aisel.aisnet.org/mwais2011/1