Understanding Persuasive Interactions between Generative Social Agents and Humans: The Knowledge-based Persuasion Model (KPM)
Organizations: Institute of Information Systems, Zurich University of Applied Sciences, Switzerland · Institute for Information Systems, University of Applied Sciences and Arts Northwestern Switzerland · Center for Cognitive Interaction Technology, Bielefeld University, Germany
Abstract
Generative social agents (GSAs) use artificial intelligence to autonomously communicate with human users in a natural and adaptive manner. Currently, there is a lack of theorizing regarding interactions with GSAs, and likewise, few guidelines exist for studying how they influence user attitudes and behaviors. Consequently, we propose the Knowledge-based Persuasion Model (KPM) as a novel theoretical framework. According to the KPM, a GSA's self-, user-, and context-knowledge drives its persuasive behavior, which in turn shapes attitudes and behaviors of a responding human user. Building on existing research, the model offers a structured approach to studying interactions with GSAs, supporting the development of agents that motivate rather than manipulate human users. Accordingly, the KPM encourages the integration of responsible GSAs that adhere to social norms and ethical standards with the goal of increasing user wellbeing. A preliminary evaluation study, as well as implications of the KPM for research and application domains such as healthcare and education are discussed.