Making robots persuasive: The influence of combining persuasive strategies (gazing and gestures) by a storytelling robot on its persuasive power

Abstract

Social agency theory suggests that when an (artificial) agent combines persuasive strategies, its persuasive power increases. Therefore, we investigated whether a robot that uses two persuasive strategies is more persuasive than a robot that uses only one. Because in human face-to-face persuasion two crucial persuasive strategies are gazing and gestures, the current research investigated the combined and individual contribution of gestures and gazing on the persuasiveness of a storytelling robot. A robot told a persuasive story about the aversive consequences of lying to 48 participants. The robot used persuasive gestures (or not) and gazing (or not) to accompany this persuasive story. We assessed persuasiveness by asking participants to evaluate the lying individual in the story told by the robot. Results indicated that only gazing independently led to increased persuasiveness. Using persuasive gestures only led to increased persuasiveness when the robot combined it with (the persuasive strategy of) gazing. Without gazing, using persuasive gestures diminished robot persuasiveness. The implications of the current findings for theory and design of persuasive robots are discussed. © 2011 Springer-Verlag.