Why businesses judge AI like humans — and what that means for adoption

As they run into businesses acceptThey find an unexpected fact: even the most rational enterprise buyers do not make purely rational decisions – the subconscious requirements are far from the usual software evaluation standards.

A joke sharing: November 2024; I sit in the New York City skyscraper that works with a fashion brand in the first AI Assistant. Avatar, Nora, a 25-year-old digital assistant specified in the kiosk six meters. There is smooth brown hair, a stylish black suit and a charming smile. When a client recognizes the face, “Hello” waves, answers questions about the company’s history and technological news. I prepared with a standard technical checklist: Answer accuracy, conversation delay, face recognition accuracy …

But my client did not look at the checklist. Instead, they asked, “Why did he have his own identity? I asked your favorite bag and he did not give me one!”

Change how we assess technology

It is surprising how often they have not forgotten these avatars. Concerned about the EU who confuse the lines between many People and carsI see a problem immediately for businesses: a key queue how we appreciate technology.

When the program begins to appear and manages and moves man, users stop assessing it as a means and began to judge it as a man. This phenomenon is the judgment of human standards with human standards – anthropomorphismHuman pets are well-read in their relationship and are now created in human-ai relations.

When it comes to purchasing AI products, the entity is not as rational as you can think of decisions, because the decisions are still people. Studies showed that unconscious perceptions are most formed Human-human interactionsand enterprise buyers are no exception.

Thus, enterprises, which signed the AI ​​contract, are no longer included in the “utility contract”, which has already been reduced costs or revenue; They are called an open “emotional contract”. Often, they do not understand themselves.

‘AI Baby’ get perfect?

Although each program product is always an emotional element, the product becomes more prominent and unconscious when the product is endless to a true person.

These unconscious reactions explain how your employees and customers deal with AI and my experience are how wide of these answers – it’s really human. Review these four samples and their basic psychological ideas:

When my customer in New York asks about Noran’s favorite bag in New York, tapping his identity because they want The location of socialBehaving as a social that EU has a social that needs to be available and real.

A customer in Avatar’s smile: “The mouth shows a lot of teeth – it’s worried.” This reflects the reaction Scrap Creek effectProperties such as people are concerned.

On the contrary, visually attractive but less functional AI agency, because it was praised according to the definition Aesthetic-use ability effect – The idea that attractiveness may be superior to the performance problems.

Another customer, a careful business owner, postponed the project. “We should get our EI baby perfect,” he said at every meeting. “Must be flawless before showing the world.” This obsession with the establishment of an idealized AI institution offers a project ideal self We are developing a digital body that embodies our works, as if we are the highest desire and standards.

What is most important to your work?

So how can you guide the market by touching this secret emotional contracts and you can only win your opponents in just a dream AI Solution Following the other?

The key determines what is important for your business’s unique needs. Set up the test process. This will not only help to identify the most important priorities, but even more importantly, however, it will help you to lose small details, regardless of how emotional weight. Since the sector is so new, there are almost no playboks used. But you can be the first Mover by setting your original way to determine the best way that is suitable for your work.

For example, the client’s question was tested with internal users in connection with the AI ​​avatar ID. On the contrary, most people, the business owner, we could not say the difference between several versions we could stand at a point “perfect” for “perfect AI baby”.

To recognize the samples easier, consider hiring team members or consultants in the background in psychology. All four samples are not one-time, but also a well-investigated psychological impact on human-human interactions.

Your relationship with a technical dealer should also change. They must be a partner who walks with you. After signing the contract, you can set up with them with dozens of weekly meetings, and try to make better products for you. If you do not have your budget, at least add at least an additional time to compare products and tests that are hidden “emotional contracts”.

How people and how to identify the EU’s interaction are the beginning. Successful business leaders will accept the emotional agreement and build processes to manage uncertainty that will help you win the market.

Joy Liu, Microsoft has an enterprise products consisting of enterprises in AI beginners and cloud and AI initiatives.