Intelligent conversational agents, or chatbots, can take on various
identities and are increasingly engaging in more human-centered conversations
with persuasive goals. However, little is known about how identities and
inquiry strategies influence the conversation's effectiveness. We conducted an
online study involving 790 participants to be persuaded by a chatbot for
charity donation. We designed a two by four factorial experiment (two chatbot
identities and four inquiry strategies) where participants were randomly
assigned to different conditions. Findings showed that the perceived identity
of the chatbot had significant effects on the persuasion outcome (i.e.,
donation) and interpersonal perceptions (i.e., competence, confidence, warmth,
and sincerity). Further, we identified interaction effects among perceived
identities and inquiry strategies. We discuss the findings for theoretical and
practical implications for developing ethical and effective persuasive
chatbots. Our published data, codes, and analyses serve as the first step
towards building competent ethical persuasive chatbots.

本研究通过一个 2 x 4 的实验，在 790 名参与者中测试了聊天机器人的身份认同和质询策略对于慈善捐赠的影响，并发现其身份认同对于说服结果和人际感知有着显著性影响，还进一步探讨了身份认同和质询策略之间的交互作用，旨在为发展具有伦理和有效性的聊天机器人提供理论和实践上的启示。