Unveiling the link between logical fallacies and web persuasion

  title={Unveiling the link between logical fallacies and web persuasion},
  author={Antonio Lieto and Fabiana Vernero},
In the last decade Human-Computer Interaction (HCI) has started to focus attention on persuasive technologies having the goal of changing users behavior and attitudes according to a predefined direction. In this work, we hypothesize a strong connection between logical fallacies (forms of reasoning which are logically invalid but cognitively effective) and some common persuasion strategies adopted within web technologies. With the aim of empirically evaluating our hypothesis, we carried out a… 

Figures and Tables from this paper

Influencing the Others' Minds: An Experimental Evaluation of the Use and Efficacy of Fallacious-Reducible Arguments in Web and Mobile Technologies

The results show that fallacy-based persuasion strategies are extensively used in existing digital artifacts, and that they are actually effective in influencing users’ behavior, with strategies based on visual salience manipulation (accent fallacy) being both the most popular and the most effective ones.

Persuasion in mobile apps and logical fallacies: A preliminary study

A preliminary study aimed at empirically validating the hypothesis of a strong connection between logical fallacies and persuasive technologies in the e-commerce domain.

A Storytelling Robot Managing Persuasive and Ethical Stances via ACT-R: An Exploratory Study

This represents the first attempt of building a persuasive agent able to integrate a mix of explicitly grounded cognitive assumptions about dialogue management, storytelling and persuasive techniques as well as ethical attitudes.

Exploring the Rhetoric of Deceit in Cyber Marketing for Education

Exploring the Rhetoric of Deceit in Cyber Marketing for Education Vol. IV, No. IV (Fall 2019) 351 manipulative manner. Therefore, it is very important to find out the strategies of persuasion and the

Mobilization and Radicalization Through Persuasion: Manipulative Techniques in ISIS’ Propaganda

It is argued that ISIS’ success in mobilizing people and make them prone to violent action relies on its knowledge and exploitation of sophisticated methods of perceptions’ manipulation and behavior’s influence, which demonstrates its possession of state-like soft power capabilities effectively deployed in propaganda campaigns.

Enhancing comparison shopping agents through ordering and gradual information disclosure

This paper suggests a complementary approach that improves the attractiveness of the best result returned based on intelligently controlling the order according to which they are presented to the user, in a way that utilizes several known cognitive-biases of human buyers.

On the Impact of Fallacy-based Schemata and Framing Techniques in Persuasive Technologies

This work presents some empirical results stemming from the hypothesis firstly formulated in [3] that there is a strong connection between some well known cognitive biases reducible to fallacious argumentative schemata and some of the most common persuasion strategies adopted within digital technologies.

When Personalization Is Not an Option: An In-The-Wild Study on Persuasive News Recommendation

This paper empirically assessed the effectiveness of persuasion strategies which exploit logical fallacies and other techniques in the case of non-personalized news recommender systems, and explored persuasive techniques that can, nonetheless, be used to enhance recommendation presentation.



What makes Web sites credible?: a report on a large quantitative study

This large-scale study investigated how different elements of Web sites affect people's perception of credibility, and found which elements boost and which elements hurt perceptions of Web credibility.

A Pragmatic Theory of Fallacy

This work takes an analytical look at the philosophical concept of fallacy and presents an up-to-date critique of its usefulness for argumentation studies.

Persuasive technology: using computers to change what we think and do

Mother Nature knows best--How engineered organizations of the future will resemble natural-born systems.

Designing for Situation Awareness : An Approach to User-Centered Design

Designing for Situation Awareness: An Approach to User-Centered Design, Second Edition provides a successful, systematic methodology and 50 design principles for engineers and designers seeking to improve the situation awareness of systems users based on leading research on a wide range of relevant issues.

Introduction to Logic

This book is a gentle but rigorous introduction to formal logic that begins with Herbrand semantics rather than the more traditional Tarskian semantics, which makes the material considerably easier for students to understand and leaves them with a deeper understanding of what logic is all about.

Introduction to Logic

What is beautiful is good.

The present results indicate a "what is beautiful is good" stereotype along the physical attractiveness dimension with no Sex of Judge X Sex of Stimulus interaction, which has implications on self-concept development and the course of social interaction.

Œuvres complètes de Blaise Pascal

Traité de l'argumentation

Dalla Retorica alla Captologia: Fallacie e Tecnologie Persuasive