When a Chatbot Smiles at You: The Psychological Mechanism Underlying the Effects of Friendly Language Use by Product Recommendation Chatbots

Based on the computers are social actors theory and social presence theory, the current study investigates the psychological mechanism by which the use of friendly language by a personalized product recommendation chatbot influences product attitudes. Results indicated that the effect of the friendly chatbot on more positive product attitudes was sequentially mediated by social presence and user satisfaction. Previous experience with product recommendation chatbots was found to moderate the serial mediation effects. Furthermore, the current study found that a friendly chatbot led to higher rates of contact information disclosure by consumers. Theoretical and practical implications are discussed.