Robotic foot-in-the-door: Using sequential-request persuasive strategies in human-robot interaction

Abstract

The current study investigates the effectiveness of sequential-request strategies that robots may employ to persuade humans. Specifically, this study focuses on the foot-in-the-door technique, whereby a small request is made first and is then followed up with a larger, actual target request. Participants played a trivia game with an ostensibly autonomous robot teammate. At the end of the game, the robot asked participants to complete a series of pattern recognition tasks, either by requesting directly or by starting with a small request, then following with a larger request. The results demonstrated a strong foot-in-the-door effect, suggesting a robot's potential to persuade humans using verbal message strategies. The robot's performance or perceived credibility did not influence compliance. This robotic foot-in-the-door effect provides some important practical implications for designers and developers who aim to enhance the persuasive outcomes of human-robot interaction.