Unveiling the link between logical fallacies and web persuasion

Authors:
Antonio Lieto;Fabiana Vernero
Affiliations:
University of Turin, Dept. of Computer Science Corso Svizzera 185 10149, Torino, Italy;University of Turin, Dept. of Computer Science Corso Svizzera 185 10149, Torino, Italy
Venue:
Proceedings of the 5th Annual ACM Web Science Conference
Year:
2013

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Abstract

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 pilot study on a sample of 150 e-commerce websites.