TY - GEN
T1 - Language Use and Susceptibility in Online Conversation
AU - Xiao, Lu
AU - Wu, Qiyi
AU - Soundarajan, Sucheta
AU - Li, Jinfen
N1 - Publisher Copyright:
© 2022, The Author(s), under exclusive license to Springer Nature Switzerland AG.
PY - 2022
Y1 - 2022
N2 - Prior study indicates that persuasion attempts in small and private online communications can be very influential. Yet, most existing online persuasion studies focus on large-scale and open online discussions. In this study, we investigated whether and how one’s language use indicates their susceptibility to persuasion in one-to-one synchronous online text-based chats. We analyzed 815 one-to-one online discussions by 321 pairs. Our results show that discussions in which one or both participants change their views tend to have more positive emotions, more affective processes, and more impersonal pronouns. Additionally, individuals who did not change their minds tend to focus more on problem solving whereas those who changed their minds focus more on the relationship building. Our findings imply the potential of using surface level linguistic features in predicting the persuasion outcome in a one-to-one online discussion, shedding light on the development of persuasive dialogue system which is on the rise.
AB - Prior study indicates that persuasion attempts in small and private online communications can be very influential. Yet, most existing online persuasion studies focus on large-scale and open online discussions. In this study, we investigated whether and how one’s language use indicates their susceptibility to persuasion in one-to-one synchronous online text-based chats. We analyzed 815 one-to-one online discussions by 321 pairs. Our results show that discussions in which one or both participants change their views tend to have more positive emotions, more affective processes, and more impersonal pronouns. Additionally, individuals who did not change their minds tend to focus more on problem solving whereas those who changed their minds focus more on the relationship building. Our findings imply the potential of using surface level linguistic features in predicting the persuasion outcome in a one-to-one online discussion, shedding light on the development of persuasive dialogue system which is on the rise.
KW - One-to-One discussion
KW - Online persuasion
KW - Susceptibility
UR - http://www.scopus.com/inward/record.url?scp=85135090146&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=85135090146&partnerID=8YFLogxK
U2 - 10.1007/978-3-031-10464-0_54
DO - 10.1007/978-3-031-10464-0_54
M3 - Conference contribution
AN - SCOPUS:85135090146
SN - 9783031104633
T3 - Lecture Notes in Networks and Systems
SP - 787
EP - 799
BT - Intelligent Computing - Proceedings of the 2022 Computing Conference
A2 - Arai, Kohei
PB - Springer Science and Business Media Deutschland GmbH
T2 - Computing Conference, 2022
Y2 - 14 July 2022 through 15 July 2022
ER -