Pardon the rude robot: Social cues diminish reactance to high controlling language

Abstract

In many future social interactions between robots and humans, robots may need to convince people to change their behavior. People may dislike and resist such persuasive attempts, a phenomenon known as psychological reactance. This paper examines how reactance, measured in terms of negative cognitions and feelings of anger, is affected by the persuading agent's social agency cues and the level of controlling language used. Participants played a decision-making game in which a persuasive agent attempted to influence their choices exhibiting high or low controlling language, and three different levels of social agency. Results suggest that controlling language will lead to increased reactance when the persuasive agent does not exhibit social cues. Surprisingly, reactance is not affected by controlling language in the same way when the persuading agent is a social robot exhibiting social cues.