Embodied Agents and the Predictive Elaboration Model of Persuasion--The Ability to Tailor Embodied Agents to Users´ Need for Cognition

In this study, we explore the ability of embodied agents (EAs) to influence users´ assessments. We propose the Predictive Elaboration Model of Persuasion (PEMP), which posits that the need for cognition (NFC) can serve as a practical surrogate for elaboration likelihood in the Elaboration Likelihood Model (ELM) of persuasion. PEMP is tested in a laboratory setting involving embodied agents attempting to influence participants´ credibility assessments of individuals suspected of a crime. The results show that NFC behaves similarly to elaboration likelihood. We argue that NFC provides greater predictive capability than elaboration likelihood in determining how individuals process persuasive messages.