Persuaded by the machine: The effect of virtual nonverbal cues and individual differences on compliance in economic bargaining

Computers in Human Behavior - Tập 87 - Trang 384-394 - 2018
V.J. Harjunen1,2, M. Spapé3, I. Ahmed4, G. Jacucci4, N. Ravaja1,5
1Department of Information and Service Management, School of Business, Aalto University, Helsinki, Finland
2Department of Social Research, Faculty of Social Sciences, University of Helsinki, Helsinki, Finland
3Department of Psychology, Liverpool Hope University, Liverpool, United Kingdom
4Department of Computer Science, University of Helsinki, Helsinki, Finland
5Department of Psychology and Logopedics, Faculty of Medicine, University of Helsinki, Helsinki, Finland

Tài liệu tham khảo

Ahmed, 2016, Reach out and touch me: Effects of four distinct haptic technologies on affective touch in virtual reality, 341 Ames, 2009, I’ll know what You’re like when I see how you feel, Psychological Science, 20, 586, 10.1111/j.1467-9280.2009.02330.x Balconi, 2009, Appetitive vs. defensive responses to emotional cues. Autonomic measures and brain oscillation modulation, Brain Research, 1296, 72, 10.1016/j.brainres.2009.08.056 Balconi, 2012, BIS and BAS correlates with psychophysiological and cortical response systems during aversive and appetitive emotional stimuli processing, Motivation and Emotion, 36, 218, 10.1007/s11031-011-9244-7 Bates, 2015, Fitting linear mixed-effects models using lme4, Journal of Statistical Software, 67, 1, 10.18637/jss.v067.i01 Blascovich, 2002, Immersive virtual environment technology as a methodological tool for social psychology, Psychological Inquiry, 13, 103, 10.1207/S15327965PLI1302_01 Boksem, 2010, Fairness concerns predict medial frontal negativity amplitude in ultimatum bargaining, Social Neuroscience, 5, 118, 10.1080/17470910903202666 Bolton, 1995, Anonymity versus punishment in ultimatum bargaining, Games and Economic Behavior, 10, 95, 10.1006/game.1995.1026 Bombari, 2015, Studying social interactions through immersive virtual environment technology: Virtues, pitfalls, and future challenges, Frontiers in Psychology, 6 Bradley, 2009, Natural selective attention: Orienting and emotion, Psychophysiology, 46, 1, 10.1111/j.1469-8986.2008.00702.x Bradley, 1993, Emotion, novelty, and the startle reflex: Habituation in humans, Behavioral Neuroscience, 107, 970, 10.1037/0735-7044.107.6.970 Carver, 1994, Behavioral inhibition, behavioral activation, and affective responses to impending reward and punishment: The BIS/BAS Scales, Journal of Personality and Social Psychology, 67, 319, 10.1037/0022-3514.67.2.319 Crusco, 1984, The Midas Touch: The effects of interpersonal touch on restaurant tipping, Personality and Social Psychology Bulletin, 10, 512, 10.1177/0146167284104003 Dovidio, 1997, On the nature of Prejudice: Automatic and controlled processes, Journal of Experimental Social Psychology, 33, 510, 10.1006/jesp.1997.1331 Ekman, 1976, Measuring facial movement, Environmental Psychology & Nonverbal Behavior, 1, 56, 10.1007/BF01115465 Elfenbein, 2002, On the universality and cultural specificity of emotion recognition: A meta-analysis, Psychological Bulletin, 128, 203, 10.1037/0033-2909.128.2.203 Fagan, 2018 Ferguson, 2011, Personality and economics: Overview and proposed framework, Personality and Individual Differences, 51, 201, 10.1016/j.paid.2011.03.030 Fetchenhauer, 2004, Justice sensitivity and distributive decisions in experimental games, Personality and Individual Differences, 36, 1015, 10.1016/S0191-8869(03)00197-1 Fisher, 1976, Hands touching Hands: Affective and evaluative effects of an interpersonal touch, Sociometry, 39, 416, 10.2307/3033506 Fortunati, 2015, Introduction to the special issue “beyond industrial Robotics: Social robots entering public and domestic spheres, The Information Society, 31, 229, 10.1080/01972243.2015.1020195 Fox, 2015, Avatars versus agents: A meta-analysis quantifying the effect of agency on social influence, Human-computer Interaction, 30, 401, 10.1080/07370024.2014.921494 Gallace, 2010, The science of interpersonal touch: An overview, Neuroscience & Biobehavioral Reviews, 34, 246, 10.1016/j.neubiorev.2008.10.004 Gazzola, 2012, Primary somatosensory cortex discriminates affective significance in social touch, Proceedings of the National Academy of Sciences of the United States of America, 109, E1657, 10.1073/pnas.1113211109 Güth, 1982, An experimental analysis of ultimatum bargaining, Journal of Economic Behavior & Organization, 3, 367, 10.1016/0167-2681(82)90011-7 Haans, 2014, A virtual Midas Touch? Touch, compliance, and confederate bias in mediated communication, Journal of Nonverbal Behavior, 38, 301, 10.1007/s10919-014-0184-2 Halekoh, 2006, The R package geepack for generalized estimating equations, Journal of Statistical Software, 15, 1, 10.18637/jss.v015.i02 Harjunen, 2017, Individual differences in affective touch: Behavioral inhibition and gender define how an interpersonal touch is perceived, Personality and Individual Differences, 107, 88, 10.1016/j.paid.2016.11.047 Harjunen, 2018 Klopfenstein, 2017, The rise of bots, 555 Knyazev, 2008, Personality-linked biases in perception of emotional facial expressions, Personality and Individual Differences, 44, 1093, 10.1016/j.paid.2007.11.001 Liang, 1986, Longitudinal data analysis using generalized linear models, Biometrika, 73, 13, 10.1093/biomet/73.1.13 de Melo, 2011, The effect of expression of anger and happiness in computer agents on negotiations with humans, 937 de Melo, 2015, Humans versus Computers: Impact of emotion expressions on People's decision making, IEEE Transactions on Affective Computing, 6, 127, 10.1109/TAFFC.2014.2332471 Montagu, 1979 Mussel, 2013, The value of a smile: Facial expression affects ultimatum-game responses, Judgment and Decision Making, 8, 381, 10.1017/S1930297500006045 Mussel, 2014, Smiling faces, sometimes they don't tell the truth: Facial expression in the ultimatum game impacts decision making and event-related potentials, Psychophysiology, 51, 358, 10.1111/psyp.12184 Nutt, 2017 Osumi, 2009, Cardiac responses predict decisions: An investigation of the relation between orienting response and decisions in the ultimatum game, International Journal of Psychophysiology, 74, 74, 10.1016/j.ijpsycho.2009.07.007 Prendinger, 2013 Provoost, 2017, Embodied conversational agents in clinical psychology: A scoping review, Journal of Medical Internet Research, 19, e151, 10.2196/jmir.6553 Raudenbush, 2002 Ravaja, 2016, Virtual character facial expressions influence human brain and facial EMG activity in a decision-making game, IEEE Transactions on Affective Computing, 99 Ravaja, 2017, Feeling Touched: Emotional modulation of somatosensory potentials to interpersonal touch, Scientific Reports, 7 Reeves, 1996 Remland, 1995, Interpersonal distance, body orientation, and Touch: Effects of culture, gender, and age, The Journal of Social Psychology, 135, 281, 10.1080/00224545.1995.9713958 Sanfey, 2007, Social decision-making: Insights from game theory and neuroscience, Science (New York, N.Y.), 318, 598, 10.1126/science.1142996 Sanfey, 2003, The neural basis of economic decision-making in the Ultimatum Game, Science (New York, N.Y.), 300, 1755, 10.1126/science.1082976 Scheres, 2006, Individual differences in decision making: Drive and reward responsiveness affect strategic bargaining in economic games, Behavioral and Brain Functions, 2, 35, 10.1186/1744-9081-2-35 Schmitt, 2010, The justice sensitivity Inventory: Factorial validity, location in the personality facet space, demographic pattern, and normative data, Social Justice Research, 23, 211, 10.1007/s11211-010-0115-2 Schmitt, 2005, Justice sensitivity, European Journal of Psychological Assessment, 21, 202, 10.1027/1015-5759.21.3.202 Song, 2017, Interacting with a conversational agent system for educational purposes in online courses, 78 Spapé, 2015, The meaning of the virtual Midas touch: An ERP study in economic decision making, Psychophysiology, 52, 378, 10.1111/psyp.12361 Taubitz, 2015, BAS reward responsiveness: A unique predictor of positive psychological functioning, Personality and Individual Differences, 80, 107, 10.1016/j.paid.2015.02.029 Van Kleef, 2010, An interpersonal approach to emotion in social decision Making: The emotions as social information model, Advances in Experimental Social Psychology, 42, 45, 10.1016/S0065-2601(10)42002-X Van der Veen, 2011, Dissociation between medial frontal negativity and cardiac responses in the ultimatum game: Effects of offer size and fairness, Cognitive, Affective, & Behavioral Neuroscience, 11, 516, 10.3758/s13415-011-0050-1 Visch, 2010, The emotional and cognitive effect of immersion in film viewing, Cognition & Emotion, 24, 1439, 10.1080/02699930903498186 Vrugt, 2007, Effects of a Smile: Reciprocation and compliance with a request, Psychological Reports, 101, 1196, 10.2466/pr0.101.4.1196-1202 Xu, 2003, Measuring explained variation in linear mixed effects models, Statistics in Medicine, 22, 3527, 10.1002/sim.1572