Robotic foot-in-the-door: Using sequential-request persuasive strategies in human-robot interaction

Self-Perception Theory

Bem, D. J. (1972) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60024-6 · Cited by 5,241 · see citing works

The media equation: how people treat computers, television, and new media like real people and places

(1997) · Choice Reviews Online · doi:10.5860/choice.34-3702 · Cited by 4,870 · see citing works

Machines and Mindlessness: Social Responses to Computers

Nass, C., & Moon, Y. (2000) · Journal of Social Issues · doi:10.1111/0022-4537.00153 · Cited by 4,022 · see citing works

Influence : science and practice

Cialdini, R. B. (1985) · Cited by 3,581 · see citing works

The Persuasiveness of Source Credibility: A Critical Review of Five Decades' Evidence

Pornpitakpan, C. (2004) · Journal of Applied Social Psychology · doi:10.1111/j.1559-1816.2004.tb02547.x · Cited by 2,205 · see citing works

A Meta-Analysis of Factors Affecting Trust in Human-Robot Interaction

Hancock, P. A., Billings, D. R., Schaefer, K. E., Chen, J. Y. C., de Visser, E. J., & Parasuraman, R. (2011) · Human Factors: The Journal of the Human Factors and Ergonomics Society · doi:10.1177/0018720811417254 · Cited by 2,051 · see citing works

Compliance without pressure: The foot-in-the-door technique.

Freedman, J. L., & Fraser, S. C. (1966) · Journal of Personality and Social Psychology · doi:10.1037/h0023552 · Cited by 1,637 · see citing works

Influence: science and practice

Giebels, E. (2008) · University of Twente Research Information · Cited by 1,044 · see citing works

Intimate Exchanges: Using Computers to Elicit Self-Disclosure from Consumers

Moon, Y. (2000) · Journal of Consumer Research · doi:10.1086/209566 · Cited by 842 · see citing works

Preference for consistency: The development of a valid measure and the discovery of surprising behavioral implications.

Cialdini, R. B., Trost, M. R., & Newsom, J. T. (1995) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.69.2.318 · Cited by 728 · see citing works

Source effects in communication and persuasion research: A meta-analysis of effect size

Wilson, E. J., & Sherrell, D. L. (1993) · Journal of the Academy of Marketing Science · doi:10.1007/bf02894421 · Cited by 677 · see citing works

Are Machines Gender Neutral? Gender‐Stereotypic Responses to Computers With Voices

Nass, C., Moon, Y., & Green, N. (1997) · Journal of Applied Social Psychology · doi:10.1111/j.1559-1816.1997.tb00275.x · Cited by 670 · see citing works

The benefit of being physically present: A survey of experimental works comparing copresent robots, telepresent robots and virtual agents

Li, J. (2015) · International Journal of Human-Computer Studies · doi:10.1016/j.ijhcs.2015.01.001 · Cited by 652 · see citing works

Ethos and credibility: The construct and its measurement after three decades

McCroskey, J. C., & Young, T. J. (1981) · Central States Speech Journal · doi:10.1080/10510978109368075 · Cited by 571 · see citing works

Proceedings 1995 IEEE/RSJ International Conference on Intelligent Robots and Systems

(1995) · IEEE/RSJ International Conference on Intelligent Robots and Systems (IROS) · doi:10.1109/iros.1995.526129 · Cited by 480 · see citing works

The Foot-in-the-Door Compliance Procedure: A Multiple-Process Analysis and Review

Burger, J. M. (1999) · Personality and Social Psychology Review · doi:10.1207/s15327957pspr0304_2 · Cited by 415 · see citing works

Persuasive Robotics: The influence of robot gender on human behavior

Siegel, M., Breazeal, C., & Norton, M. I. (2009) · IEEE/RSJ International Conference on Intelligent Robots and Systems (IROS) · doi:10.1109/iros.2009.5354116 · Cited by 413 · see citing works

Are People Polite to Computers? Responses to Computer‐Based Interviewing Systems1

Nass, C., Moon, Y., & Carney, P. (1999) · Journal of Applied Social Psychology · doi:10.1111/j.1559-1816.1999.tb00142.x · Cited by 408 · see citing works

Nonverbal Behaviors, Persuasion, and Credibility

Burgoon, J. K., Birk, T., & Pfau, M. W. (1990) · Human Communication Research · doi:10.1111/j.1468-2958.1990.tb00229.x · Cited by 399 · see citing works

Is that a bot running the social media feed? Testing the differences in perceptions of communication quality for a human agent and a bot agent on Twitter

Edwards, C. C., Edwards, A. P., Spence, P. R., & Shelton, A. K. (2013) · Computers in Human Behavior · doi:10.1016/j.chb.2013.08.013 · Cited by 315 · see citing works

How Good Are Humans at Solving CAPTCHAs? A Large Scale Evaluation

Bursztein, E., Bethard, S. J., Fabry, C., Mitchell, J. C., & Jurafsky, D. (2010) · IEEE Symposium on Security and Privacy (S&P) · doi:10.1109/sp.2010.31 · Cited by 257 · see citing works

SEQUENTIAL-REQUEST PERSUASIVE STRATEGIES.

Dillard, J. P., Hunter, J. E., & Burgoon, M. (1984) · Human Communication Research · doi:10.1111/j.1468-2958.1984.tb00028.x · Cited by 240 · see citing works

Fifteen Years of Foot-in-the Door Research

Beaman, A. L., Cole, C. M., Preston, M., Klentz, B. A., & Steblay, N. M. (1983) · Personality and Social Psychology Bulletin · doi:10.1177/0146167283092002 · Cited by 198 · see citing works

Towards Deeper Understanding of Persuasion in Software and Information Systems

B, H. O.-K. A., & Harjumaa, M. (2008) · ACHI ... the ... International Conference on Advances in Computer-Human Interactions · doi:10.1109/achi.2008.31 · Cited by 179 · see citing works

Robots in the classroom: Differences in students’ perceptions of credibility and learning between “teacher as robot” and “robot as teacher”

Edwards, A., Edwards, C., Spence, P. R., Harris, C., & Gambino, A. (2016) · Computers in Human Behavior · doi:10.1016/j.chb.2016.06.005 · Cited by 174 · see citing works

Effectiveness of Multiple Request Strategies: A Synthesis of Research Results

Fern, E. F., Monroe, K. B., & Avila, R. A. (1986) · Journal of Marketing Research · doi:10.1177/002224378602300206 · Cited by 151 · see citing works

Designing persuasive robots: How robots might persuade people using vocal and nonverbal cues

Chidambaram, Chiang, & Mutlu (2012) · Cited by 147 · see citing works

An examination of self-perception mediation of the foot-in-the-door effect.

DeJong, W. (1979) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.37.12.2221 · Cited by 146 · see citing works

Proceedings of the Companion of the 2017 ACM/IEEE International Conference on Human-Robot Interaction

(2017) · doi:10.1145/3029798 · Cited by 127 · see citing works

To comply or not comply: Testing the self-perception explanation of the "foot-in-the-door" phenomenon.

Snyder, M., & Cunningham, M. R. (1975) · Journal of Personality and Social Psychology · doi:10.1037/h0076245 · Cited by 122 · see citing works

A Persuasive Robot to Stimulate Energy Conservation: The Influence of Positive and Negative Social Feedback and Task Similarity on Energy-Consumption Behavior

Ham, J. R. C., & Midden, C. J. H. (2013) · International Journal of Social Robotics · doi:10.1007/s12369-013-0205-z · Cited by 110 · see citing works

Making Robots Persuasive: The Influence of Combining Persuasive Strategies (Gazing and Gestures) by a Storytelling Robot on Its Persuasive Power

Ham, J. R. C., Bokhorst, R., Cuijpers, R. H., van der Pol, D., & Cabibihan, J. (2011) · Lecture notes in computer science · doi:10.1007/978-3-642-25504-5_8 · Cited by 107 · see citing works

Modifying Socially-Conscious Behavior: The Foot-in-the-Door Technique

Scott, C. A. (1977) · Journal of Consumer Research · doi:10.1086/208691 · Cited by 101 · see citing works

Effects of “gender” of the computer on informational social influence: the moderating role of task type

Lee, E.-J. (2003) · International Journal of Human-Computer Studies · doi:10.1016/s1071-5819(03)00009-0 · Cited by 97 · see citing works

The Current Status of Research on Sequential-Request Compliance Techniques

Dillard, J. P. (1991) · Personality and Social Psychology Bulletin · doi:10.1177/0146167291173008 · Cited by 92 · see citing works

Relative Effectiveness of Three Behavioral Influence Strategies as Supplements to Persuasion in a Marketing Context

Tybout, A. M. (1978) · Journal of Marketing Research · doi:10.1177/002224377801500206 · Cited by 91 · see citing works

Rhetorical robots: Making robots more effective speakers using linguistic cues of expertise

Andrist, S., Spannan, E., & Mutlu, B. (2013) · ACM/IEEE International Conference on Human-Robot Interaction (HRI) · doi:10.1109/hri.2013.6483608 · Cited by 88 · see citing works

Proceedings of the 8th ACM/IEEE international conference on Human-robot interaction

Kuzuoka, H., Evers, V., Imai, M., & Forlizzi, J. (2013) · Cited by 68 · see citing works

Does self-perception change explain the foot-in-the-door effect?

Gorassini, D. R., & Olson, J. M. (1995) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.69.1.91 · Cited by 67 · see citing works

Foot-in-the-door technique and computer-mediated communication

Guéguen, N. (2002) · Computers in Human Behavior · doi:10.1016/s0747-5632(01)00033-4 · Cited by 60 · see citing works

A robotic weight loss coach

Kidd, C. D., & Breazeal, C. (2007) · Cited by 59 · see citing works

The Role of Reciprocity in Verbally Persuasive Robots

Lee, S. A., & Liang, Y. J. (2016) · Cyberpsychology Behavior and Social Networking · doi:10.1089/cyber.2016.0124 · Cited by 57 · see citing works

Self-Concept Clarity and the Foot-in-the-Door Procedure

Burger, J. M., & Guadagno, R. E. (2003) · Basic and Applied Social Psychology · doi:10.1207/s15324834basp2501_6 · Cited by 43 · see citing works

Effect of Robot’s Whispering Behavior on People’s Motivation

Nakagawa, K., Shiomi, M., Shinozawa, K., Matsumura, R., Ishiguro, H., & Hagita, N. (2012) · International Journal of Social Robotics · doi:10.1007/s12369-012-0141-3 · Cited by 43 · see citing works

Rhetorical robots: making robots more effective speakers using linguistic cues of expertise

Andrist, S., Spannan, E., & Mutlu, B. (2013) · ACM/IEEE International Conference on Human-Robot Interaction (HRI) · doi:10.5555/2447556.2447678 · Cited by 41 · see citing works

The Role of Source Legitimacy in Sequential Request Strategies of Compliance

Patch, M. E. (1986) · Personality and Social Psychology Bulletin · doi:10.1177/0146167286122006 · Cited by 41 · see citing works

Fund-Raising on the Web: The Effect of an Electronic Foot-in-the-Door on Donation

Guéguen, N., & Jacob, C. (2001) · CyberPsychology & Behavior · doi:10.1089/109493101753376650 · Cited by 41 · see citing works

The machines are coming: future directions in instructional communication research

Edwards, A. P., & Edwards, C. C. (2017) · Communication Education · doi:10.1080/03634523.2017.1349915 · Cited by 40 · see citing works

Reciprocity in Computer–Human Interaction: Source-Based, Norm-Based, and Affect-Based Explanations

Lee, S. A., & Liang, Y. J. (2015) · Cyberpsychology Behavior and Social Networking · doi:10.1089/cyber.2014.0458 · Cited by 31 · see citing works

The “foot-in-the-door” phenomenon: Mediating effects of size of first request and sex of requester

Baron, R. A. (1973) · Bulletin of the Psychonomic Society · doi:10.3758/bf03327736 · Cited by 29 · see citing works

Differential Perception of Source Legitimacy in Sequential Request Strategies

Patch, M. E. (1988) · The Journal of Social Psychology · doi:10.1080/00224545.1988.9924559 · Cited by 28 · see citing works

Mindlessness and gaining compliance in Computer-Human Interaction

Liang, Y. J., Lee, S. A., & Jang, J.-W. (2013) · Computers in Human Behavior · doi:10.1016/j.chb.2013.01.009 · Cited by 25 · see citing works

Are Computers Gender-neutral? Gender Stereotypic Responses to Computers with Voices

Nass, C., Moon, Y., & Green, N. (1997) · Cited by 19 · see citing works

How do Patients in a Medical Interview Perceive a Robot versus Human Physician?

Edwards, A. P., Omilion‐Hodges, L. M., & Edwards, C. C. (2017) · ACM/IEEE International Conference on Human-Robot Interaction (HRI) · doi:10.1145/3029798.3038308 · Cited by 18 · see citing works

A Rock or a Hard Place: The Foot-in-the-Face Technique for Inducing Compliance Without Pressure1

Doliński, D. (2011) · Journal of Applied Social Psychology · doi:10.1111/j.1559-1816.2011.00758.x · Cited by 15 · see citing works

Advancing the Strategic Messages Affecting Robot Trust Effect: The Dynamic of User- and Robot-Generated Content on Human–Robot Trust and Interaction Outcomes

Liang, Y. J., & Lee, S. A. (2016) · Cyberpsychology Behavior and Social Networking · doi:10.1089/cyber.2016.0199 · Cited by 14 · see citing works

The Nature of the First Small Request as a Decisive Factor in the Effectiveness of the Foot‐in‐the‐Door Technique

Doliński, D. (2011) · Applied Psychology · doi:10.1111/j.1464-0597.2011.00477.x · Cited by 9 · see citing works

First International Conference on Advances in Computer-Human Interaction

(2008) · doi:10.1109/achi13763.2008 · Cited by 8 · see citing works

Building a Stronger CASA: Extending the Computers Are Social Actors Paradigm

Gambino, A., Fox, J., & Ratan, R. (2020) · Human-Machine Communication · doi:10.30658/hmc.1.5 · Cited by 626 · see citing works

Will artificial intelligence replace human customer service? The impact of communication quality and privacy risks on adoption intention

Song, M., Xing, X., Duan, Y., Cohen, J. F., & Mou, J. (2022) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2021.102900 · Cited by 345 · see citing works

Automation, Journalism, and Human–Machine Communication: Rethinking Roles and Relationships of Humans and Machines in News

Lewis, S. C., Guzman, A. L., & Schmidt, T. R. W. (2019) · Digital Journalism · doi:10.1080/21670811.2019.1577147 · Cited by 290 · see citing works

The effect of social-cognitive recovery strategies on likability, capability and trust in social robots

Cameron, D. S., de Saille, S., Collins, E. C., Aitken, J. M., Cheung, H., Chua, A., Loh, E. J., & Law, J. (2020) · Computers in Human Behavior · doi:10.1016/j.chb.2020.106561 · Cited by 107 · see citing works

Ascribing consciousness to artificial intelligence: human-AI interaction and its carry-over effects on human-human interaction

Guingrich, R. E., & Graziano, M. S. A. (2024) · Frontiers in Psychology · doi:10.3389/fpsyg.2024.1322781 · Cited by 87 · see citing works

Persuasion in the Age of Artificial Intelligence (AI): Theories and Complications of AI-Based Persuasion

Dehnert, M., & Mongeau, P. A. (2022) · Human Communication Research · doi:10.1093/hcr/hqac006 · Cited by 86 · see citing works

“It’s selling like hotcakes”: deconstructing social media influencer marketing in long-form video content on youtube via social influence heuristics

Rohde, P., & Mau, G. (2021) · European Journal of Marketing · doi:10.1108/ejm-06-2019-0530 · Cited by 86 · see citing works

Mediated Social Support for Distress Reduction: AI Chatbots vs. Human

Meng, J., Rheu, M., Zhang, Y., Dai, Y. H., & Peng, W. (2023) · Proceedings of the ACM on Human-Computer Interaction · doi:10.1145/3579505 · Cited by 85 · see citing works

Social cues and implications for designing expert and competent artificial agents: A systematic review

Liew, T. W., & Tan, S.-M. (2021) · Telematics and Informatics · doi:10.1016/j.tele.2021.101721 · Cited by 72 · see citing works

Prosocial behavior toward machines

Nielsen, Y. A., Pfattheicher, S., & Keijsers, M. (2021) · Current Opinion in Psychology · doi:10.1016/j.copsyc.2021.08.004 · Cited by 58 · see citing works

Development and Testing of Psychological Conflict Resolution Strategies for Assertive Robots to Resolve Human–Robot Goal Conflict

Babel, F., Kraus, J., & Baumann, M. R. K. (2021) · Frontiers in Robotics and AI · doi:10.3389/frobt.2020.591448 · Cited by 52 · see citing works

A Systematic Review of Experimental Work on Persuasive Social Robots

Liu, B., Tetteroo, D., & Markopoulos, P. (2022) · International Journal of Social Robotics · doi:10.1007/s12369-022-00870-5 · Cited by 50 · see citing works

“Don’t Neglect the User!” – Identifying Types of Human-Chatbot Interactions and their Associated Characteristics

Nguyen, T. H., Waizenegger, L., & Techatassanasoontorn, A. (2021) · Information Systems Frontiers · doi:10.1007/s10796-021-10212-x · Cited by 39 · see citing works

Step Aside! VR-Based Evaluation of Adaptive Robot Conflict Resolution Strategies for Domestic Service Robots

Babel, F., Vogt, A., Höck, P., Kraus, J., Angerer, F., Seufert, T., & Baumann, M. R. K. (2022) · International Journal of Social Robotics · doi:10.1007/s12369-021-00858-7 · Cited by 39 · see citing works

To CALL or not to CALL: empirical evidence from neuroscience

Hsu, L. (2020) · Computer Assisted Language Learning · doi:10.1080/09588221.2020.1750429 · Cited by 40 · see citing works

Ubiquitous computation in internet of vehicles for human-centric transport systems

Ullah, I., Ali, F., Khan, H. U., Khan, F., & Bai, X. (2024) · Computers in Human Behavior · doi:10.1016/j.chb.2024.108394 · Cited by 26 · see citing works

Visioning a two-level human–machine communication framework: initiating conversations between explainable AI and communication

Xu, K., & Shi, J. J. (2024) · Communication Theory · doi:10.1093/ct/qtae016 · Cited by 27 · see citing works

Susceptibility to social influence strategies and persuasive system design: exploring the relationship

Halttu, K., & B, H. O.-K. A. (2021) · Behaviour and Information Technology · doi:10.1080/0144929x.2021.1945685 · Cited by 27 · see citing works

Factors that influence robot acceptance

Xu, L., & Yu, F. (2019) · Chinese Science Bulletin (Chinese Version) · doi:10.1360/tb-2019-0136 · Cited by 21 · see citing works

It Will Not Take Long! Longitudinal Effects of Robot Conflict Resolution Strategies on Compliance, Acceptance and Trust

Babel, F., Höck, P., Kraus, J., & Baumann, M. R. K. (2022) · ACM/IEEE International Conference on Human-Robot Interaction (HRI) · doi:10.1109/hri53351.2022.9889492 · Cited by 21 · see citing works

Using Multiple Robots to Increase Suggestion Persuasiveness in Public Space

Tae, M. I., Ogawa, K., Yoshikawa, Y., & Ishiguro, H. (2021) · Applied Sciences · doi:10.3390/app11136080 · Cited by 14 · see citing works

Recent advances in human–robot interaction: robophobia or synergy

Dzedzickis, A., Vaičiūnas, G., Lapkauskaitė, K., Viržonis, D., & Bučinskas, V. (2024) · Journal of Intelligent Manufacturing · doi:10.1007/s10845-024-02362-x · Cited by 15 · see citing works

What Emotions and Personalities Determine Acceptance of Generative AI?: Focusing on the CASA Paradigm

Seok, J., Lee, B. H., Kim, D., Bak, S., Kim, S., Kim, S.-T., & Park, S.-M. (2025) · International Journal of Human-Computer Interaction · doi:10.1080/10447318.2024.2443263 · Cited by 15 · see citing works

The Social Triad Model: Considering the Deployer in a Novel Approach to Trust in Human–Robot Interaction

Cameron, D. S., Collins, E. C., de Saille, S., Eimontaite, I., Greenwood, A., & Law, J. (2023) · International Journal of Social Robotics · doi:10.1007/s12369-023-01048-3 · Cited by 15 · see citing works

EnviRobots: How Human–Robot Interaction Can Facilitate Sustainable Behavior

Scheutz, C., Law, T., & Scheutz, M. J. (2021) · Sustainability · doi:10.3390/su132112283 · Cited by 13 · see citing works

Emotional Communication Between Chatbots and Users: An Empirical Study on Online Customer Service System

Xu, Q. A., Yan, J. H., & Cao, C. (2022) · Lecture notes in computer science · doi:10.1007/978-3-031-05643-7_33 · Cited by 13 · see citing works

Avoiding the Abject and Seeking the Script: Perceived Mind, Morality, and Trust in a Persuasive Social Robot

Banks, J., Koban, K., & Haggadone, B. A. (2022) · ACM Transactions on Human-Robot Interaction · doi:10.1145/3572036 · Cited by 9 · see citing works

Impact of Robot Size and Number on Human-Robot Persuasion

Alam, A., Lwin, M., Khan, A. M., & Mubin, O. (2024) · Inf. · doi:10.3390/info15120782 · Cited by 7 · see citing works

Designing Psychological Conflict Resolution Strategies for Autonomous Service Robots

Babel, F., & Baumann, M. R. K. (2022) · ACM/IEEE International Conference on Human-Robot Interaction (HRI) · doi:10.1109/hri53351.2022.9889413 · Cited by 7 · see citing works

Credit card churning customers, endowed loyalty, and protestant work ethic

Legendre, T. S., & Baker, M. A. (2021) · Service Industries Journal · doi:10.1080/02642069.2021.1987415 · Cited by 7 · see citing works

(Un-)persuasive robots: Exploring the effect of anthropomorphic cues on the foot-in-the-door effect across three experimental studies

Boos, A., Schauer, T., Arndt, E., & Bengler, K. J. (2024) · Computers in Human Behavior Artificial Humans · doi:10.1016/j.chbah.2024.100061 · Cited by 5 · see citing works

Higher trust toward exclusive robots in a multiplayer human-robot interaction game

Yueh, H., Wang, Y.-R., & Huang, T.-R. (2025) · Discover Psychology · doi:10.1007/s44202-025-00558-7 · Cited by 3 · see citing works

Multiple Feet-in-the-Door and Obedience

Grzyb, T., & Doliński, D. (2020) · Basic and Applied Social Psychology · doi:10.1080/01973533.2020.1837134 · Cited by 4 · see citing works

Torturing the algorithm: Everyday sadism predicts acceptance of anthropomorphic AI

Li, H., & Cao, Y. (2025) · Personality and Individual Differences · doi:10.1016/j.paid.2025.113448 · Cited by 3 · see citing works

Sweet Robot O’Mine - How a Cheerful Robot Boosts Users’ Performance in a Game Scenario

Vigni, F., Andriella, A., & Rossi, S. (2023) · IEEE RO-MAN · doi:10.1109/ro-man57019.2023.10309378 · Cited by 3 · see citing works

Designing social cues for effective persuasive robots

Ghazali, A. S. (2019) · TU/e Research Portal · Cited by 3 · see citing works

A Matter of Height: The Impact of a Robotic Object on Human Compliance

Faber, M., Grishko, A., Waksberg, J., Pardo, D., Leivy, T., Hazan, Y., Talmansky, E., Megidish, B., & Erel, H. (2025) · IEEE RO-MAN · doi:10.1109/ro-man63969.2025.11217622 · Cited by 2 · see citing works

Effect of Number of Robots on Perceived Persuasion and Competence

Alam, A., Lwin, M., Khan, A., Zou, Z., & Mubin, O. (2023) · Lecture notes in computer science · doi:10.1007/978-981-99-8718-4_25 · Cited by 1 · see citing works

Appeals to Expertise Make Robots Persuasive in Human-Robot Healthcare Interaction

Langedijk, R. M., & Fischer, K. (2025) · Cambridge University Press eBooks · doi:10.1017/9781009105194.017 · Cited by 1 · see citing works

Functions of Imagined Interactions With AI Among Alexa-Users

Gaspard, T., & Madison, T. P. (2021) · Imagination Cognition and Personality · doi:10.1177/02762366211005361 · Cited by 1 · see citing works

Wolves in Sheep’s Clothing? Influencer Marketing beyond Endorsements – Deconstructing Persuasive and Questionable Marketing Strategies in Vlogs on YouTube based on Social Influence Heuristics FrameworkPreprint

Rohde, P., & Mau, G. (2019) · Social Science Research Network · doi:10.2139/ssrn.3464820

Effects of Social Competence on Social Use of AI Chatbots and Self-Disclosure : Mediation Effects of Loneliness and Perceived Humanlikeness of AI Chatbots

Park, N., Kim, Y., Jang, E., Lee, J., & Choi, E.-J. (2021) · Korean Journal of Journalism & Communication Studies · doi:10.20879/kjjcs.2021.65.5.010

Persuasion and Algorithms

Rüdiger, S., & Dayter, D. (2025) · Cambridge University Press eBooks · doi:10.1017/9781009105194.014

Personalized Social Proof for Persuasive Human-Robot Interaction

Langedijk, R. M., Jensen, L. C., & Fischer, K. (2025) · Lecture notes in computer science · doi:10.1007/978-3-031-94959-3_3

Toward an Integrative Framework of Conversational Agent Persuasion: A Cross-Disciplinary Review and Causal Knowledge AnalysisPreprint

Xie, T., Pentina, I., Hollebeek, L. D., & Sigurðsson, V. (2025) · SSRN Electronic Journal · doi:10.2139/ssrn.5388867

Foot-in-the-door Mechanisms for Increasing Information Disclosure Online

Ilany-Tzur, N., & Fink, L. (2025) · International Journal of Electronic Commerce · doi:10.1080/10864415.2025.2594327

Persuasion in the Context of Conversational Agents: Systematic Literature Review and Research Directions

Xie, T., & Pentina, I. (2026) · Developments in marketing science: proceedings of the Academy of Marketing Science · doi:10.1007/978-3-032-19947-8_17

Perceived Social Intelligence and Human Compliance in Incidental Human–Robot Encounters

Chan, Y., Hauser, E., Modak, S., Biswas, J., & Hart, J. (2026) · Expert Systems · doi:10.1111/exsy.70332

Logical consistency as a foundation for emotional persuasion by AI

Tsumura, T., & Terada, K. (2026) · Computers in Human Behavior Artificial Humans · doi:10.1016/j.chbah.2026.100363

Expanding a Sense of Community through Conversational Robots: Findings from a Longitudinal Field StudyPreprint

Toyoshima, A., Uchida, T., Ieiri, Y., Yoshikawa, Y., & Ishiguro, H. (2026) · SSRN Electronic Journal · doi:10.2139/ssrn.7411383

Relative Encounters: Height Anchoring Effects Across Sequential Robot Encounters

Faber, M., & Erel, H. (2026) · IEEE RO-MAN · doi:10.1109/ro-man72286.2026.11714827

Effects of Transparent Robot Intentions on Human Trust and Compliance in Decision-Making: The Role of Benevolent and Ulterior Intentions of Robots

Schäfer, A., & Kubicek, B. (2026) · International Journal of Human-Computer Interaction · doi:10.1080/10447318.2026.2732835

(Un-)persuasive robots: Exploring the effect of anthropomorphic cues on the foot-in-the-door effect across three experimental studies

Boos, A., Schauer, T., Arndt, E., & Bengler, K. J. (2024) · Computers in Human Behavior Artificial Humans · doi:10.1016/j.chbah.2024.100061 · Cited by 5 · see citing works

Would You Help Me Voluntarily for the Next Two Years? Evaluating Psychological Persuasion Techniques in Human-Robot Interaction. First results of an empirical investigation of the door-in-the-face technique in human-robot interaction

Büttner, S., Gutzmann, J. C., Sourkounis, C. M., Shams, S., & Prilla, M. (2023) · Institutional Repository of Leibniz Universität Hannover (Leibniz Universität Hannover) · doi:10.15488/16490

It Would Make Me Happy if You Used My Guess: Comparing Robot Persuasive Strategies in Social Human–Robot Interaction

Saunderson, S., & Nejat, G. (2019) · IEEE Robotics and Automation Letters · doi:10.1109/lra.2019.2897143 · Cited by 32 · see citing works

The Role of Reciprocity in Verbally Persuasive Robots

Lee, S. A., & Liang, Y. J. (2016) · Cyberpsychology Behavior and Social Networking · doi:10.1089/cyber.2016.0124 · Cited by 57 · see citing works

Impact of Robot Size and Number on Human-Robot Persuasion

Alam, A., Lwin, M., Khan, A. M., & Mubin, O. (2024) · Inf. · doi:10.3390/info15120782 · Cited by 7 · see citing works