Construction and Analysis of a Persuasive Dialogue Corpus

  • Takuya Hiraoka
  • Graham Neubig
  • Sakriani Sakti
  • Tomoki Toda
  • Satoshi Nakamura
Chapter
Part of the Signals and Communication Technology book series (SCT)

Abstract

Persuasive dialogue systems, systems which are not passive actors, but actually try to change the thoughts or actions of dialogue participants, have gained some interest in recent dialogue literature. In order to construct more effective persuasive dialogue systems, it is important to understand how the system’s human counterparts perform persuasion. In this paper, we describe the construction of a corpus of persuasive dialogues between real humans, and an analysis of the factors that contribute to the persuasiveness of the speaker. Specifically, we collect dialogue between 3 professional salespeople and 19 subjects, where the salesperson is trying to convince a customer to buy a particular product. We annotate dialogue acts of the collected corpus, and based on this annotated corpus, perform an analysis of factors that influence persuasion. The results of the analysis indicate that most common dialog acts are information exchange, and about 30 % of the persuader’s utterances are argumentation with framing aiming at making listener select a particular alternative. Finally, we perform a regression analysis of factors contributing to the satisfaction of the customer and persuasive power of the salesperson. We find that factors derived from dialogue acts are particularly effective predictor of satisfaction, and factors regarding framing are particularly effective predictors of persuasive power.

Notes

Acknowledgments

Part of this work was supported by the collaborative research with I2R and ATR-Trek.

References

  1. 1.
    Ward W (1990) In: Proceedings of the workshop on speech and natural languageGoogle Scholar
  2. 2.
    Misu T, Sugiura K, Ohtake K, Hori C, Kashioka H, Kawai H, Nakamura S (2011) ACM Trans Speech Lang ProcessGoogle Scholar
  3. 3.
    Weizenbaum J (1966) Communications of the association for computing machineryGoogle Scholar
  4. 4.
    Fogg BJ (2003) Persuasive technology. Morgan KaufmanGoogle Scholar
  5. 5.
    Nijholt A, Arkin RC, Brault S, Kulpa R, Multon F, Bideau B, Traum D, Hung H, ES Jr, Li D, Yu F, Zhou L, Zhang D (2012) IEEE Intell SystGoogle Scholar
  6. 6.
    Purpura S, Schwanda V, Williams K, Stubler W, Sengers P (2011) In: Proceedings of the SIGCHI conference on human factors in computing systemsGoogle Scholar
  7. 7.
    Guerini M, Stock O, Zancanaro M (2003) In: Proceedings of the IJCAI workshop on computational models of natural argumentGoogle Scholar
  8. 8.
    Georgila K, Traum D (2011) In: Proceedings of interspeeechGoogle Scholar
  9. 9.
    Hiraoka T, Yamauchi Y, Neubig G, Sakti S, Toda T, Nakamura S (2013) in: Proceedings of ASRUGoogle Scholar
  10. 10.
    Georgila K, Arstein R, Nazarian A, Rushforth M, Traum D, Sycara K (2011) In: Proceedings of the SIGDIALGoogle Scholar
  11. 11.
    Levin Irwin SLS, Gaeth GJ (2013) Organizational behavior and human decision processes 76.2Google Scholar
  12. 12.
    Nguyen H, Masthoff J, Edwards P (2007) In: Proceedings of human-computer interactionGoogle Scholar
  13. 13.
    ISO (2010) I. 24617-2, Language resource management-semantic annotation frame work (SemAF), Part2: dialogue actsGoogle Scholar
  14. 14.
    Fishbein M (1963) Human relationsGoogle Scholar
  15. 15.
    Mazzotta I, de Rosis F (2006) AAAI spring symposium: argumentation for consumers of healthcareGoogle Scholar
  16. 16.
    Ohtake K, Misu T, Hori C, Kashioka H, Nakamura S (2009) In: Proceedings of the 7th workshop on Asian language resources. Association for Computational LinguisticsGoogle Scholar
  17. 17.
    Walker MA, Litman DJ, Kamm CA, Abella A (1997) Proceedings of the eighth conference on European chapter of the association for computational linguisticsGoogle Scholar
  18. 18.
    Terrell A, Bilge M (2012) In: Proceedings of the 13th annual meeting of SIGDIALGoogle Scholar

Copyright information

© Springer International Publishing Switzerland 2016

Authors and Affiliations

  • Takuya Hiraoka
    • 1
  • Graham Neubig
    • 1
  • Sakriani Sakti
    • 1
  • Tomoki Toda
    • 1
  • Satoshi Nakamura
    • 1
  1. 1.Nara Institute of Science and TechnologyNaraJapan

Personalised recommendations