When Artificial Social Agents Try to Persuade People: The Role of Social Agency on the Occurrence of Psychological Reactance
When Artificial Social Agents Try to Persuade People: The Role of Social Agency on the Occurrence of Psychological Reactance
复制标题
当人工社会代理试图说服人们时：社会代理在心理反应发生中的作用
DOI：
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发表时间：
2011
期刊：
影响因子：
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通讯作者：
C. Midden
中科院分区：
文献类型：
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作者：
Maike A. J. Roubroeks;Jaap Ham;C. Midden
在不久的将来，机器人代理可能会使用说服来影响人们的行为或态度，就像人类代理在许多情况下所做的那样。人们可以遵守这些要求，但是，人们也可以经历心理上的抗拒，这可能导致与提议的行为完全相反。在这项研究中，我们感兴趣的是心理抗拒的社会性质。社会代理理论认为，更多的社会线索导致更多的社会互动。我们认为，这也适用于心理抗拒。因此，我们认为说服性信息来源的社会能动性水平与信息引起的心理抗拒程度之间存在正相关关系。在一项在线实验中，参与者阅读了一条关于如何在使用洗衣机时节省能源的建议。这些建议要么以纯文本形式提供，要么以文本形式伴随着机器人代理的静态图片，要么以文本形式伴随着同一机器人代理的短片剪辑。与我们的预期一致，结果表明，与仅以文本形式提供建议相比，当建议伴随着静止图片或建议伴随着短片剪辑时，参与者经历了更多的心理抗拒。这表明，更强的社会代理的信使可以导致更多的心理抗拒。此外，我们的结果证实了早期关于控制语言对心理反应的影响的研究。的影响进行了讨论。
In the near future, robotic agents might employ persuasion to influence people’s behavior or attitudes, just as human agents do in many situations. People can comply with these requests, but, people can also experience psychological reactance, which may lead to the complete opposite of the proposed behavior. In this study we are interested in the social nature of psychological reactance. Social agency theory proposes that more social cues lead to a more social interaction. We argue that this also holds for psychological reactance. Therefore, we expect a positive relationship between the level of social agency of the source of a persuasive message and the amount of psychological reactance the message arouses. In an online experiment, participants read an advice on how to conserve energy when using a washing machine. The advice was either provided as text-only, as text accompanied by a still picture of a robotic agent, or as text accompanied by a short film clip of the same robotic agent. Confirming our expectations, results indicated that participants experienced more psychological reactance when the advice was accompanied by the still picture or when the advice was accompanied by the short film clip as compared to when the advice was provided as text-only. This indicates that stronger social agency of the messenger can lead to more psychological reactance. Furthermore, our results confirmed earlier research about the effects of controlling language on psychological reactance. Implications are discussed.