When Messages With Persuasive Motives Are AI ‐Enhanced: An Examination of Receivers' Evaluations of the Sender
Year: 2026
Type: article
Abstract: ABSTRACT The rapid development of easily accessible AI‐based tools makes it possible for senders to enhance the text in their messages. Yet, how receivers react to such messages, particularly when the use of AI is not disclosed, is far from clear. This study examines the effects of AI‐enhanced text on the receiver's reactions to the individual sender. The results from three experiments, in which messages from senders with persuasive intent were manipulated (no AI enhancement vs. AI enhancement), show that receivers reacted with reduced evaluations of the sender when the text was AI‐enhanced. Moreover, in each experiment, this effect was mediated by beliefs about AI use and trust in the sender. The results imply that senders (who want to be positively evaluated) should avoid enhancing their texts by means that boost receivers' beliefs about the involvement of AI tools.
Source: Journal of Consumer Behaviour
DOI: 10.1002/cb.70268
Authors: Magnus Söderlund, Maria Mårtensson
Institution: Stockholm School of Economics
Language: English
Topic: AI in Service Interactions
Subfield: Artificial Intelligence
Field: Computer Science
Domain: Physical Sciences
Open Access status: hybrid
Estimated APC paid: $3,350
OpenAlex ID: W7222897760