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Persuasion is the process of changing our attitude toward something based on some kind of communication. Much of the persuasion we experience comes from outside forces. How do people convince others to change their attitudes, beliefs, and behaviors? What communications do you receive that attempt to persuade you to change your attitudes, beliefs, and behaviors?
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Updated: Dec 19, 2025

High-definition Transcranial Direct Current Stimulation over Right Dorsolateral Prefrontal Cortex to Enhance Metacognitive Sensitivity
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Artificial Intelligence and Persuasion: A Construal-Level Account.

Tae Woo Kim1, Adam Duhachek2,3

  • 1Marketing Discipline Group, University of Technology Sydney.

Psychological Science
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PubMed
Summary

Persuasive messages from artificial agents are more effective when they focus on

Keywords:
artificial intelligenceconstrual-level theoryopen dataopen materialspersuasionpreregisteredrobot

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Area of Science:

  • Human-Computer Interaction
  • Artificial Intelligence Ethics
  • Social Psychology

Background:

  • Increasing reliance on nonhuman agents (e.g., AI, robots) for information.
  • Limited research on persuasion differences between human and artificial agents.

Purpose of the Study:

  • To investigate how construal levels influence the effectiveness of persuasive messages from artificial agents.
  • To determine optimal message framing for artificial agent persuasion.

Main Methods:

  • Utilized construal-level theory to frame hypotheses.
  • Conducted multiple studies with a total of 1,668 participants.
  • Manipulated message construal (low-level vs. high-level).

Main Results:

  • Individuals perceive artificial agents at a low level of construal.
  • Low-level construal messages are more appropriate and effective for artificial agents.
  • The effect is moderated by the agent's ability to learn independently.

Conclusions:

  • Message framing (low-level construal) is crucial for effective persuasion by artificial agents.
  • Understanding lay theories about AI learning is key to moderating persuasion effects.
  • Research provides practical insights for designing persuasive AI systems.