
AMC Conference: Exploring the Influence of AI and Afcfta on African Marketing
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ARTIFICIAL INTELLIGENCE
By our African Marketing Confederation News Team | 2026
Experiment with fast-food drive-throughs shows how AI can subtly influence consumer decision-making without people realising it.
As a growing number of fast-food chains adopt AI technology for drive-through ordering, customers are more likely to order indulgent food options when interacting with voice AI rather than a human employee.
Photo: Freepik
This is according to a new study from researchers at Penn State School of Hospitality Management in the US. The research team’s findings are available online ahead of publication in the April edition of the International Journal of Hospitality Management.
“These findings are impactful because it shows technology may not be neutral,” emphasises Chandler Yu, Associate Professor of Hospitality Management and second author on the paper.
“Even small design features – like whether customers interact with a human, an AI voice, or AI with an avatar – can change decision making in meaningful ways. It helps explain why AI systems may unintentionally encourage indulgence.”
The research process
The researchers recruited people online who were randomly assigned to a voice AI or human interaction. Individuals next watched a one-minute video that simulated the viewer ordering at a drive-through, before themselves choosing between an indulgent food combo – cheeseburger and fries – or a healthy food combo of grilled steak salad and fruit cup.
This research showed that AI ordering systems can quietly steer customers toward indulgent foods. This means the ordering technology itself is shaping customer behaviour.
The researchers next sought to find out why voice AI increased indulgent food choices. Recruiting more participants online, the research team ran a second study with an identical procedure, but this time measuring cognitive depletion or mental tiredness.
Yu says interacting with voice AI can create a moment of tiredness for customers because people must pay closer attention, make sure they are understood, and keep track of information without the help of normal social cues.
“We found when people are mentally tired, they are less likely to think carefully and more likely to go with what feels good right now,” Yu notes.
“After an exhausting day, people often crave ice cream, chips or fast food instead of a healthy meal. Choosing something healthy takes more mental effort and self-control. Indulgent foods provide quick comfort and immediate pleasure, so when cognitive energy is low, people gravitate toward those options rather than foods that require more deliberate, health-focused thinking.”
Finally, the researchers wanted to find out how to lessen the effect of voice AI on indulgent food choices. A new group of participants were randomly assigned to watch a one-minute drive-through ordering video, using voice AI with or without a human-like avatar, before choosing between an indulgent food or healthy food combo.
“The findings suggest that small design changes, such as adding a friendly avatar, can reduce mental fatigue and lead to more balanced decisions,” Yu states. “Pairing an avatar with voice AI can reduce indulgent food choices by lowering cognitive depletion.”
Many ethical considerations
Yu believes brands that focus on indulgent foods may benefit from voice AI ordering because it can increase demand for comfort foods and higher-calorie items. On the other hand, companies that want to promote healthier choices should be more careful with the implementation of AI ordering systems.
But there are important ethical considerations too. If AI systems nudge people toward unhealthy options, this will raise societal concerns about consumer well-being, especially given broader public health issues.
“These findings matter beyond food service,” Yu says. “As AI becomes more common in everyday decision settings, this research shows AI interfaces can subtly guide human behaviour, sometimes without users realising it.”
You can find out more about the research here.

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