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.
Derrick, Doug C., "Incorporating Influence Tactics into a Decision Aid: Tested via a Dictator Game" (2011). MWAIS 2011 Proceedings. 1.