The dominant robot: threatening robots cause psychological reactance, especially when they have incongruent goals

M.A.J. Roubroeks, J.R.C. Ham, C.J.H. Midden

Research output: Chapter in Book/Report/Conference proceedingConference contributionAcademicpeer-review

20 Citations (Scopus)

Abstract

Persuasive technology can take the form of a social agent that persuades people to change behavior or attitudes. However, like any persuasive technology, persuasive social agents might trigger psychological reactance, which can lead to restoration behavior. The current study investigated whether interacting with a persuasive robot can cause psychological reactance. Additionally, we investigated whether goal congruency plays a role in psychological reactance. Participants programmed a washing machine while a robot gave threatening advice. Confirming expectations, participants experienced more psychological reactance when receiving high-threatening advice compared to low-threatening advice. Moreover, when the robot gave high-threatening advice and expressed an incongruent goal, participants reported the highest level of psychological reactance (on an anger measure). Finally, high-threatening advice led to more restoration, and this relationship was partially mediated by psychological reactance. Overall, results imply that under certain circumstances persuasive technology can trigger opposite effects, especially when people have incongruent goal intentions.

Original languageEnglish
Title of host publicationPersuasive Technology - 5th International Conference, PERSUASIVE 2010, Proceedings
Pages174-184
Number of pages11
DOIs
Publication statusPublished - 21 Jul 2010
Event5th International Conference on Persuasive Technology, PERSUASIVE 2010 - Copenhagen, Denmark
Duration: 7 Jun 201010 Jun 2010
Conference number: 5

Publication series

NameLecture Notes in Computer Science (including subseries Lecture Notes in Artificial Intelligence and Lecture Notes in Bioinformatics)
Volume6137 LNCS
ISSN (Print)0302-9743
ISSN (Electronic)1611-3349

Conference

Conference5th International Conference on Persuasive Technology, PERSUASIVE 2010
Abbreviated titlePERSUASIVE 2010
CountryDenmark
CityCopenhagen
Period7/06/1010/06/10

Keywords

  • Energy Conservation Behavior
  • Incongruent goals
  • Intentionality
  • Persuasive Robot
  • Psychological Reactance
  • Social Influence

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