When culture speaks through E-commerce chatbots: How collectivistic and individualistic persuasive styles shape impulsive buying

Descriptive norms for me, injunctive norms for you: Using norms to explain the risk gap

10.1017/s1930297500005362 · doi-reference

Bridging artificial intelligence-based services and online impulse buying in E-retailing context

10.1016/j.elerap.2023.101333 · doi-reference

Understanding impulse buying in mobile commerce: An investigation into hedonic and utilitarian browsing

10.1016/j.ijinfomgt.2019.02.010 · doi-reference

The impulsive online shopper: effects of COVID-19 burnout, uncertainty, self-control, and online shopping trust

10.1186/s43093-022-00174-0 · doi-reference

Understanding the influence of personalized recommendation on purchase intentions from a self-determination perspective: contingent upon product categories

10.3390/jtaer20010032 · doi-reference

Examining the influence of online reviews on consumers’ decision-making: A heuristic–systematic model

10.1016/j.dss.2014.08.005 · doi-reference

Research on the impact of matched effects between green advertising appeals and product type on consumer purchase intention

10.1016/j.jretconser.2025.104265 · doi-reference

10.4337/9781781950395.00020

10.4337/9781781950395.00020 · doi-reference

The impact of service principal (service robot vs. human staff) on service quality: The mediating role of service principal attribute

10.1016/j.jhtm.2022.06.014 · doi-reference

Matching advertising appeals to culture: The influence of products' use conditions

10.1080/00913367.1996.10673505 · doi-reference

Explainable recommendation: A survey and new perspectives

10.1561/1500000066 · doi-reference

Is AI chatbot recommendation convincing customer? An analytical response based on the elaboration likelihood model

10.1016/j.actpsy.2024.104501 · doi-reference

The persuasiveness of individualistic and collectivistic advertising appeals among Chinese generation-X consumers

10.2753/joa0091-3367390305 · doi-reference

Does the scarcity marketing of tourism cultural and creative products trigger impulsive consumption?

10.1177/13567667241261394 · doi-reference

Digital buddies”: Parasocial interactions in social media

10.1108/jrim-03-2016-0023 · doi-reference

Do consumers’ perceptions of algorithms and trusting beliefs in providers affect perceived structural assurances of AI-powered applications?

10.1016/j.tele.2024.102188 · doi-reference

How social interaction affects purchase intention in social commerce: A cultural perspective

10.3390/su11082423 · doi-reference

How persuasive is personalized advertising? A meta-analytic review of experimental evidence of the effects of personalization on ad effectiveness

10.1080/00218499.2025.2467763 · doi-reference

Culture and decision making

10.1016/j.obhdp.2016.05.003 · doi-reference

The role of recommendation sources and attribute framing in online product recommendations

10.1016/j.jbusres.2024.114498 · doi-reference

Designer-consumer similarity matters: The effect of AI-designed products on purchase intention

10.1016/j.jretconser.2025.104680 · doi-reference

Anthropomorphism and customers’ willingness to use artificial intelligence service agents

10.1080/19368623.2021.1926037 · doi-reference

See now, act now: how to interact with customers to enhance social commerce engagement?

10.1016/j.im.2020.103324 · doi-reference

Social media influencers as endorsers to promote travel destinations: an application of self-congruence theory to the Chinese Generation Y

10.1080/10548408.2018.1468851 · doi-reference

Effects of price discounts and bonus packs on online impulse buying

10.2224/sbp.2014.42.8.1293 · doi-reference

Personalized recommendations and consumer trust: The role of perceived control and locus of control

10.1016/j.actpsy.2025.105936 · doi-reference

Shopping goal specificity matters: How algorithmic recommendations influence adoption intention

10.1016/j.jretconser.2025.104509 · doi-reference

When should chatbots express humor? Exploring different influence mechanisms of humor on service satisfaction

10.1016/j.chb.2024.108238 · doi-reference

Social Influence on consumer decisions: Motives, modes, and consequences

10.1016/j.jcps.2012.05.003 · doi-reference

Influence of human versus AI recommenders: The roles of product type and cognitive processes

10.1016/j.jbusres.2021.08.016 · doi-reference

Self-benefit versus other-benefit marketing appeals: Their effectiveness in generating charitable support

10.1509/jmkg.73.4.109 · doi-reference

How to SHIFT consumer behaviors to be more sustainable: A literature review and guiding framework

10.1177/0022242919825649 · doi-reference

Online impulse buying: understanding the interplay between consumer impulsiveness and website quality

10.17705/1jais.00254 · doi-reference

How social norms affect consumer intention to purchase certified functional foods: The mediating role of perceived effectiveness and attitude

10.3390/foods10061151 · doi-reference

Why social norms may fail us when we need them most

10.1016/j.copsyc.2024.101975 · doi-reference

Spent resources: Self-regulatory resource availability affects impulse buying

10.1086/510228 · doi-reference

The psychology of impulse buying: An integrative self-regulation approach

10.1007/s10603-011-9158-5 · doi-reference

The influence of online store beliefs on consumer online impulse buying: A model and empirical application

10.1016/j.im.2011.08.001 · doi-reference

When in doubt, follow the crowd? Responsiveness to social proof nudges in the absence of clear preferences

10.3389/fpsyg.2020.01385 · doi-reference

Effects of online behaviorally targeted native advertising on persuasion: A test of two competing mechanisms

10.1016/j.chbr.2022.100221 · doi-reference