Understanding the Influence Discrepancy Between Human and Artificial Agent in Advice Interactions: The Role of Stereotypical Perception of Agency

This paper proposes that artificial agents’ underperformance in interpersonal influence situations can be explained by stereotypical perceptions of such agents’ lack of capacity to act and accomplish goals (i.e., agency), triggered by their non-human identity. In two experiments of text-based conversations (N = 305 and 309), the identity of a human advice giver was manipulated to be either a human or a chatbot. The chatbot identity resulted in less perceived agency of the giver, which then mediated the identity’s effects on the advice seeker’s (a) perceived advice effectiveness and (b) intention to follow advice after the conversation, as well as (c) adherence to advice and (d) trouble relief after a week. A positive correlation between perceived agency of the artificial agent and the seeker’s self-efficacy was identified as part of this mediation. In contrast, perceived emotional capacity (i.e., experience), despite a discrepancy between the two identities, had non-significant mediating effects.