LLMs can persuade only psychologically susceptible humans on societal issues, via trust in AI and emotional appeals, amid logical fallacies
Authors: Alexis Carrillo, Salvatore Citraro, Ali Aghazhadeh Ardebili, Enrique Taietta, Giulio Rossetti, Emilio Ferrara, Giuseppe Alessandro Veltri, Massimo Stella
Organizations: CogNosco Lab, Department of Psychology and Cognitive Science, University of Trento, Rovereto, Italy · Institute of Information Science and Technologies “Alessandro Faedo", National Research Council, Italy · Thomas Lord Department of Computer Science, University of Southern California, Los Angeles, California, USA · Department of Sociology and Social Research, University of Trento, Trento, Italy · Centre for Behavioural and Implementation Sciences in Medicine (BISI), National University of Singapore, Singapore, Singapore
Abstract
Scarce longitudinal evidence examines LLMs' persuasiveness and humanness along time-evolving psychological frameworks. We introduce Talk2AI, a longitudinal framework quantifying psycho-social, reasoning and affective dimensions of LLMs' persuasiveness about polarizing societal topics. In a four-way longitudinal setup, Talk2AI's 770 participants engaged in structured conversations with one of four leading LLMs on topics like climate change, social media misinformation, and math anxiety. This produced 3,080 conversations over 60,000 turns. After each wave, participants reported conviction in their initial topic stance, perceived opinion change, LLM's perceived humanness, a self-donation to the topic and a textual explanation. Feedback time series showed longitudinal inertia in convictions, indicating some human anchoring to initial opinions even after repeated exposure to AI-generated arguments. Interestingly, NLP analyses revealed that both humans and LLMs relied on fallacious reasoning in 1 conversational quip every 6, countering the ``LLMs as superior systems" stereotype behind LLMs' cognitive surrender. LLMs' perceived humanness was most learnable from sociodemographic, psychological and engagement features (R2=0.44), followed by opinion change (R2=0.34), conviction (R2=0.26) and personal endowment (R2=0.24). Crucially, explainable AI (XAI) indicated: (i) the presence of individuals more susceptible to LLM-based opinion changes; (ii) psychological susceptibility to LLM-convincing consisted of having more trust in LLMs, being more agreeable and extraverted and with a higher need for cognition. A multiverse approach with mixed-effects models confirmed XAI results, alongside strong individual differences. Talk2AI provides a grounded framework and evidence for detecting how GenAI can influence human opinions via multiple psycho-social pathways in AI-human digital platforms.
Large language models (LLMs) are increasingly deployed as proxies for human participants in social simulations, yet whether they update their beliefs in response to persuasive arguments, as humans do, remains poorly understood. We conduct a systematic comparison using a naturally occurring online persuasion corpus in which original posters explicitly verify whether a reply changed their view. Our results show that LLMs achieve only slight agreement with humans (Cohen's kappa ranging from 0.079 to 0.178). Content-level analyses show that humans and LLMs agree on the strongest persuasion cues but diverge on finer ones: humans are more swayed by novel content and assertive language, whereas LLMs favor topical similarity and surface-level formatting. At the level of persuasion strategy, LLMs underweight emotional appeals and overweight credibility signals relative to humans, while the type of proposition under debate exerts no measurable effect on the degree of divergence. Furthermore, switching from first-person role-playing to third-person observation shifts all models toward greater resistance to persuasion, with the effect varying across persuasion strategies and textual features. These findings highlight the risk of treating LLM judgments as faithful proxies for human belief updating and point to structural differences in how LLMs and humans process persuasive discourse. Our code is available at https://github.com/tsinghua-fib-lab/LLM-belief-update-cmv.
Large Language Models (LLMs) can generate high-quality arguments, yet their ability to engage in nuanced and persuasive communicative actions remains largely unexplored. This work explores the persuasive potential of LLMs through the framework of Jürgen Habermas' Theory of Communicative Action. It examines whether LLMs express illocutionary intent (i.e., pragmatic functions of language such as conveying knowledge, building trust, or signaling similarity) in ways that are comparable to human communication. We simulate online discussions between opinion holders and LLMs using conversations from the persuasive subreddit ChangeMyView. We then compare the likelihood of illocutionary intents in human-written and LLM-generated counter-arguments, specifically those that successfully changed the original poster's view. We find that all three LLMs effectively convey illocutionary intent -- often more so than humans -- potentially increasing their anthropomorphism. Further, LLMs craft sycophantic responses that closely align with the opinion holder's intent, a strategy strongly associated with opinion change. Finally, crowd-sourced workers find LLM-generated counter-arguments more agreeable and consistently prefer them over human-written ones. These findings suggest that LLMs' persuasive power extends beyond merely generating high-quality arguments. On the contrary, training LLMs with human preferences effectively tunes them to mirror human communication patterns, particularly nuanced communicative actions, potentially increasing individuals' susceptibility to their influence.
Generative artificial intelligence (AI) is increasingly integrated into the online platforms where humans exchange opinions; large language models (LLMs) now polish users' posts on LinkedIn and provide context for content shared on X. While prior work has shown that AI can express biased opinions and shape individuals' opinions during human-AI interactions, less attention has been paid to its influence on collective opinion formation when mediating human-to-human communication. We address this gap via a combination of empirical and theoretical analyses. We show empirically that LLMs from multiple popular families introduce directional biases when instructed to edit human-written texts on contested topics, for example, nudging texts in favor of gun control and against atheism. Building on this observation, we introduce a mathematical model of opinion dynamics in which an AI system sits between users on a social network, transforming the opinions they express and perceive. By analytically characterizing the equilibrium of this model and performing simulations on real social network data, we show that biases introduced by AI in human-to-human communication can be amplified through the network and shift collective opinion in their direction. In light of these findings, we investigate whether such biases are controllable by online platforms. We audit the "Explain this post" feature on X and find evidence of pro-life bias in Grok's outputs on abortion-related content, which we trace back to specific design choices. We conclude with a discussion of the broader implications of our findings in relation to ongoing legislative efforts in the European Union.