Human-Centered Artificial Intelligence: A Field Experiment
通过跨国药企的实地实验，发现根据销售专家的认知风格（适应者或创新者）定制人机交互参数（工作流程、决策权、培训、激励）能显著提升销售业绩，而不定制则产生负面效果。
Humans and artificial intelligence (AI) algorithms increasingly interact on unstructured managerial tasks. We propose that tailoring this human-AI interaction to align with individuals’ cognitive preferences is essential for enhancing performance. This hypothesis is examined through a field experiment in a multinational pharmaceutical firm. In the experiment, we manipulated four contextual parameters of human-AI interaction—work procedures, decision-making authority, training, and incentives—to align with sales experts’ cognitive styles, categorized as either adaptors or innovators. Our results show that tailored interaction significantly improves sales performance, whereas untailored interaction results in negative treatment effects compared with both the tailored and control conditions. Qualitative evidence suggests that this negative outcome arises from role conflicts and ambiguities in untailored interaction. Exploring the mechanisms underlying these outcomes further, a mediation analysis of AI login data reveals that human-AI interaction tailoring leads sales experts to adjust their AI utilization, which contributes to the observed performance outcomes. These findings support a human-centered approach to AI that prioritizes individuals’ information-processing needs and tailors their interaction with AI accordingly. This paper was accepted by Catherine Tucker, Special Issue on the Human-Algorithm Connection. Funding: This work was supported by Erling Persson Family Foundation; Schweizerischer Nationalfonds zur Förderung der Wissenschaftlichen Forschung [Grants 100013M 204670, 181364, 185164]; Jan Wallanders och Tom Hedelius Stiftelse samt Tore Browaldhs Stiftelse [Grant W20-0036]; Marianne and Marcus Wallenberg Foundation [Grants 2021.0074, 2021.0133]. Supplemental Material: The online appendix and data files are available at https://doi.org/10.1287/mnsc.2022.03849 .