Can an Android Persuade You?
The first robotic copies of real humans have become available. They enable their users to be physically present in multiple locations simultaneously. This study investigates the influence that the embodiment of an agent has on its persuasiveness and its perceived personality. Is a robotic copy as persuasive as its human counterpart? Does it have the same personality? We performed an experiment in which the embodiment of the agent was the independent variable and the persuasiveness and perceived personality were the dependent measurements. The persuasive agent advertised a Bluetooth headset. The results show that an android is perceived as being as persuasive as a real human or a video recording of a real human. The personality of the participant had a considerable influence on the measurements. Participants who were more open to new experiences rated the persuasive agent lower on agreeableness and extroversion. They were also more willing to spend money on the advertised product.
KeywordsHRI Android Persuasion
This work was partially supported by Grant-in-Aid for Scientific Research (S), KAKENHI (20220002).
- 1.Ogawa, K., C. Bartneck, D. Sakamoto, T. Kanda, T. Ono, and H. Ishiguro. 2009. Can an android persuade you? In 18th IEEE international symposium on robot and human interactive communication (RO-MAN 2009), 516–521.Google Scholar
- 2.Zanbaka, C., P. Goolkasian, and L. Hodges. 2006. Can a virtual cat persuade you? The role of gender and realism in speaker persuasiveness. In SIGCHI conference on human factors in computing systems, Montreal, Quebec, Canada.Google Scholar
- 5.Petty, R.E., and J.T. Cacioppo. 1981. Attitudes and persuasion—classic and contemporary approaches. Dubuque, Iowa: W.C. Brown Co. Publishers.Google Scholar
- 7.Fogg, B.J. 2003. Persuasivetechnology: Using computers to change what we think and do. Amsterdam, Boston: Morgan Kaufmann Publishers.Google Scholar
- 10.Powers, A., S. Kiesler, S. Fussell, and C. Torrey. 2007. Comparing a computer agent with a humanoid robot. In Proceedings of the ACM/IEEE international conference on human-robot interaction, 145–152, Arlington, Virginia, USA.Google Scholar
- 11.Kidd, C.D., and C. Breazeal. 2004. Effect of a robot on user perceptions. In Proceedings 2004 IEEE/RSJ international conference on intelligent robots and systems (IROS 2004), vol. 4, 3559–3564.Google Scholar
- 12.Nass, C., and K.M. Lee. 2000. Does computer-generated speech manifest personality? An experimental test of similarity-attraction. In SIGCHI conference on Human factors in computing systems, 329–336, The Hague, The Netherlands.Google Scholar
- 17.Jung, C.G. 1923. Psychological types: Or the psychology of individuation, ed. C.G. Jung, trans. H. Godwin Baynes. London: Routledge and K. Paul.Google Scholar
- 19.Hayashi, F. 1978. The fundamental dimensions of interpersonal cognitive structure. Nagoya University, School of Education, Department of Education Psychology Bulletin 25: 233–247.Google Scholar
- 20.Fogg, B.J., and T. Hsiang. 1999. The elements of computer credibility. In SIGCHI conference on Human factors in computing systems, 80–87, Pittsburgh.Google Scholar
- 24.Slater, M., and M. Usoh. 1994. Body centered interaction in immersive virtual environments. In Artificial life and virtual reality, ed. N. Magnenat-Thalmann, and D. Thalmann, 125–148. New York: Wiley.Google Scholar
- 26.Suzuki, S.V., and S. Yamada. 2004. Persuasion through overheard communication by life-like agents. In IEEE/WIC/ACM international conference on intelligent agent technology (IAT 2004), 225–231, Beijing.Google Scholar
- 27.Bartneck, C., T. Suzuki, T. Kanda, and T. Nomura. 2007. The influence of people’s culture and prior experiences with Aibo on their attitude towards robots. AI & Society—The Journal of Human-Centred Systems 21: 217–230.Google Scholar
- 28.Bartneck, C. 2008. Who like androids more: Japanese or US Americans? In 17th IEEE international symposium on robot and human interactive communication, RO-MAN 2008, 553–557, München.Google Scholar