让AI先被说服，能带动人类跟从，提升说服效果。
When AI Gets Persuaded, Humans Follow: Inducing the Conformity Effect in Persuasive Dialogue
- 设计一个被说服的AI伙伴，在对话中引导人类跟随。
- 有破冰环节时，人类态度改变最明显，达显著提升。
- 适合研究人机交互、行为影响与社交说服的应用场景。
近期人工智能在劝服技术（captology）中的应用日益突出。本研究假设：人类会因AI代理的言行而产生从众效应。为此，设计了一个“被说服者代理”（Persuadee Agent），在三方对话中与人类参与者和“说服者代理”（Persuader Agent）互动。通过文本对话实验，对比了四种条件：被说服者代理是否接受说服，以及是否设有破冰环节。结果显示，当被说服者代理接受说服时，人类对说服的感知度和实际态度改变均显著提升；加入破冰环节后态度改变最大；而未被说服的AI代理则抑制了人类态度变化。此外，人类参与者的说服接受度在被说服者代理被说服的瞬间显著上升。结果表明，合理设计被说服者代理可有效利用从众效应增强说服力。
原文摘要 · Abstract (English)
Recent advancements in AI have highlighted its application in captology, the field of using computers as persuasive technologies. We hypothesized that the "conformity effect," where individuals align with others' actions, also occurs with AI agents. This study verifies this hypothesis by introducing a "Persuadee Agent" that is persuaded alongside a human participant in a three-party persuasive dialogue with a Persuader Agent. We conducted a text-based dialogue experiment with human participants. We compared four conditions manipulating the Persuadee Agent's behavior (persuasion acceptance vs. non-acceptance) and the presence of an icebreaker session. Results showed that when the Persuadee Agent accepted persuasion, both perceived persuasiveness and actual attitude change significantly improved. Attitude change was greatest when an icebreaker was also used, whereas an unpersuaded AI agent suppressed attitude change. Additionally, it was confirmed that the persuasion acceptance of participants increased at the moment the Persuadee Agent was persuaded. These results suggest that appropriately designing a Persuadee Agent can improve persuasion through the conformity effect.
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