The Influence of Prior Discourse on Conversational Agent-Driven Decision-Making

Abstract

Persuasion through conversation has been the focus of much research. Nudging is a popular strategy to influence decision-making in physical and digital settings. However, conversational agents employing "nudging" have not received significant attention. We explore the manifestation of cognitive biases-the underlying psychological mechanisms of nudging-and investigate how the complexity of prior dialogue tasks impacts decision-making facilitated by conversational agents. Our research used a between-group experimental design, involving 756 participants randomly assigned to either a simple or complex task before encountering a decision-making scenario. Three scenarios were adapted from Samuelson's classic experiments on status-quo bias, the underlying mechanism of default nudges. Our results aligned with previous studies in two out of three simple-task scenarios. Increasing task complexity consistently shifted effect-sizes toward our hypothesis, though bias was significant in only one case. These findings inform conversational nudging strategies and highlight inherent biases relevant to behavioural economics.