Artificial Intelligence Versus Human Fundraisers
Evidence That Narrative Perspective and Fundraiser Identity Influence Donation Intentions
Bibliographic Data
| ID | 22004221 |
|---|---|
| Authors | Huarong Liu (0000-0002-8066-1241, Renmin University of China), Qilong Li (0009-0001-5709-6926, Renmin University of China), Yumeng Sun (Renmin University of China), Mo Chen (0000-0002-9898-8082, Renmin University of China), Yinong An (0000-0002-0034-5020, Renmin University of China), Yuxuan An (0000-0001-7553-1314, Renmin University of China), Thomas Talhelm (0000-0002-0954-5758, University of Chicago), Xiaomeng Hu (0000-0002-0915-4271, Renmin University of China, corresponding author) |
| Year | 2025 |
| Volume | 28 |
| Issue | 10 |
| Pages | 698-706 |
| Publication date | 2025-10-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Cyberpsychology Behavior and Social Networking (JOURNAL) |
| Journal identifiers | ISSN: 2152-2715 • E-ISSN: 2152-2723 |
| Publisher | SAGE Publications (PUBLISHER • US) |
| DOI | 10.1177/21522715251387082 |
| PMID | 41137477 |
| OpenAlex | W4415538332 |
| Language | EN |
| References cited | 39 |
Artificial intelligence (AI) is shaping charitable donations more and more. That means traditional theories about human fundraisers might not apply when AI is involved. In charitable storytelling, fundraisers use first-person or third-person narrative perspectives to convey their messages. Different narratives have varying effects on audiences’ donation intentions, yet the most suitable narrative perspective for AI fundraisers remains unexplored. Drawing upon narrative transportation theory (NTT), we ran three studies exploring the interaction between narrative perspective and fundraiser identity (AI vs. human) in shaping people’s intentions to donate. Study 1 found that people were more willing to donate money for first-person narratives from AI but third-person narratives from humans. Study 2 found evidence that this difference happens because of empathic concern. The different narrative perspectives influence people’s empathic responses, which influence their donation intentions. Study 3 found that the identifiability of the person seeking help is a boundary condition. When the help-seeker’s identity is ambiguous, the advantages behind first-person and third-person narratives disappear. This research extends the application of NTT to the field of human–computer interaction. The results provide empirical evidence that nonprofits can use to optimize their use of AI in fundraising
Donation · Narrative · Narrative identity · Narrative inquiry · Social identity theory · Digital Marketing and Social Media · FinTech, Crowdfunding, Digital Finance · Media Influence and Health
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| Citation velocity | historical |
|---|---|
| Highly cited | No |