When Artificial Social Agents Try to Persuade People
The Role of Social Agency on the Occurrence of Psychological Reactance
Bibliographic Data
| ID | 8075461 |
|---|---|
| Authors | Maaike Roubroeks (corresponding author), Jaap Ham (0000-0003-1703-5165), Cees Midden |
| Year | 2011 |
| Volume | 3 |
| Issue | 2 |
| Pages | 155-165 |
| Publication date | 2011-01-07 |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | International Journal of Social Robotics (JOURNAL) |
| Journal identifiers | ISSN: 1875-4791 • E-ISSN: 1875-4805 |
| Publisher | Springer Science+Business Media (PUBLISHER • DE) |
| DOI | 10.1007/s12369-010-0088-1 |
| OpenAlex | W2001104349 |
| Language | EN |
| Citations received | 19 |
| References cited | 23 |
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
Agency (philosophy · Persuasion · Reactance · Sense of agency · Social media · AI in Service Interactions · Computer Science · Engineering · Psychology · Social and Intergroup Psychology · Social Robot Interaction and HRI · Social Psychology
Understanding Psychological Reactance
Avoiding the Abject and Seeking the Script
Should YouTube make recommendations for the climate
Can robot advisers encourage honesty
Man or machine – or something in between? Social responses to voice assistants at work and their effects on job satisfaction
Rise of the machines
When technology’s well-meant recommendations backfire
The Machines-In-Society (MIS) model
You Must Eat Less Meat! Effects of Issue Importance on Reactance to Meat-Reduction Messages
Talking-Ally
Quantification of Goods Purchases and Waste Generation at the Level of Individual Households
Social norm learning from non-human agents can induce a persistent perceptual bias
Talking to Robots
The Nature of Psychological Reactance Revisited
From libertarian paternalism to liberalism
Alert eyes, resistant minds
Combining Robotic Persuasive Strategies
Source Effects on Psychological Reactance to Regulatory Policies
Make it Happen
Social cues in multimedia learning
Adolescent Reactance and Anti-Smoking Campaigns
Examining the Use of Forceful Language When Designing Exercise Persuasive Messages for Adults
Further Evidence That Psychological Reactance Can Be Modeled as a Combination of Anger and Negative Cognitions
Matters of mind
Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being
Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being
On the Nature of Reactance and its Role in Persuasive Health Communication
The Persuasive Effects of Message Framing in Organ Donation
The attractiveness of an eliminated choice alternative
The moderator–mediator variable distinction in social psychological research
The moderator-mediator variable distinction in social psychological research
Machines and Mindlessness
Examining the Role of Trait Reactance and Sensation Seeking on Perceived Threat, State Reactance, and Reactance Restoration
Psychological Reactance and Persuasive Health Communication
Psychological Reactance and Promotional Health Messages
Impact of Behavioral Intention on Effectiveness of Message Features Evidence From the Family Sun Safety Project
| Citations per year | 1.46 |
|---|---|
| Citation span | 2013 - 2026 (14) |
| Highly cited | No |