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The Persuasive Power of AI Ingratiation: A Persuasion Knowledge Theory Perspective 人工智能亲和力的说服力：说服知识理论的视角
IF 2.1
Journal of the Association for Consumer Research Pub Date : 2024-07-01 DOI: 10.1086/730280
Umair Usman, TaeWoo Kim, Aaron Garvey, Adam Duhachek
{"title":"The Persuasive Power of AI Ingratiation: A Persuasion Knowledge Theory Perspective","authors":"Umair Usman, TaeWoo Kim, Aaron Garvey, Adam Duhachek","doi":"10.1086/730280","DOIUrl":"https://doi.org/10.1086/730280","url":null,"abstract":"This article examines the emerging marketing tactic of artificial intelligence (AI) ingratiation of humans and reveals that AI ingratiation leads to increased consumer acceptance of product recommendations. The positive effect of ingratiation is explained by consumers’ self-enhancing motivations to believe that AI’s ingratiating comments are particularly accurate and objective. Moreover, these ingratiation effects are moderated by the extent to which AI is anthropomorphized. Counter to the literature showing benefits of anthropomorphism and consistent with the persuasion knowledge model, consumers perceive ingratiation by humanlike (vs. machinelike) AI systems to be more driven by ulterior motives, thereby activating consumer defense mechanisms against ingratiation attempts. Our theory and findings elucidate how AI design features serve to strengthen or weaken consumer resistance to persuasion. We discuss the implications of our findings for the development and ethical utilization of the sophisticated conversational AI that are fast emerging in various marketing contexts.","PeriodicalId":36388,"journal":{"name":"Journal of the Association for Consumer Research","volume":null,"pages":null},"PeriodicalIF":2.1,"publicationDate":"2024-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141712827","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 1
Being Human in the Age of AI 人工智能时代的人类
IF 2.6
Journal of the Association for Consumer Research Pub Date : 2024-04-05 DOI: 10.1086/730788
Stefano Puntoni, Klaus Wertenbroch
{"title":"Being Human in the Age of AI","authors":"Stefano Puntoni, Klaus Wertenbroch","doi":"10.1086/730788","DOIUrl":"https://doi.org/10.1086/730788","url":null,"abstract":"","PeriodicalId":36388,"journal":{"name":"Journal of the Association for Consumer Research","volume":null,"pages":null},"PeriodicalIF":2.6,"publicationDate":"2024-04-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140738941","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 2
How artificial intelligence constrains the human experience 人工智能如何制约人类体验
IF 2.6
Journal of the Association for Consumer Research Pub Date : 2024-04-03 DOI: 10.1086/730709
Ana Valenzuela, Stefano Puntoni, Donna Hoffman, Noah Castelo, Julian De Freitas, Berkeley J. Dietvorst, Christian Hildebrand, Young Eun Huh, Robert Meyer, Miriam E Sweeney, Sanaz Talaifar, Geoff Tomaino, Klaus Wertenbroch
{"title":"How artificial intelligence constrains the human experience","authors":"Ana Valenzuela, Stefano Puntoni, Donna Hoffman, Noah Castelo, Julian De Freitas, Berkeley J. Dietvorst, Christian Hildebrand, Young Eun Huh, Robert Meyer, Miriam E Sweeney, Sanaz Talaifar, Geoff Tomaino, Klaus Wertenbroch","doi":"10.1086/730709","DOIUrl":"https://doi.org/10.1086/730709","url":null,"abstract":"","PeriodicalId":36388,"journal":{"name":"Journal of the Association for Consumer Research","volume":null,"pages":null},"PeriodicalIF":2.6,"publicationDate":"2024-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140747406","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
GIVING AI A HUMAN TOUCH: HIGHLIGHTING HUMAN INPUT INCREASES THE PERCEIVED HELPFULNESS OF ADVICE FROM AI COACHES 赋予人工智能以人情味：强调人工智能教练的建议会增加人们对其有用性的感知
IF 2.6
Journal of the Association for Consumer Research Pub Date : 2024-04-03 DOI: 10.1086/730710
Yue Zhang, Mirjam Tuk, A. Klesse
{"title":"GIVING AI A HUMAN TOUCH: HIGHLIGHTING HUMAN INPUT INCREASES THE PERCEIVED HELPFULNESS OF ADVICE FROM AI COACHES","authors":"Yue Zhang, Mirjam Tuk, A. Klesse","doi":"10.1086/730710","DOIUrl":"https://doi.org/10.1086/730710","url":null,"abstract":"","PeriodicalId":36388,"journal":{"name":"Journal of the Association for Consumer Research","volume":null,"pages":null},"PeriodicalIF":2.6,"publicationDate":"2024-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140749391","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Acceptance of Automated Vehicles is Lower for Self than Others 自己对自动驾驶汽车的接受度低于他人
IF 2.6
Journal of the Association for Consumer Research Pub Date : 2024-02-07 DOI: 10.1086/729900
Stuti Agarwal, Julian De Freitas, Anya Ragnhildstveit, Carey K. Morewedge
{"title":"Acceptance of Automated Vehicles is Lower for Self than Others","authors":"Stuti Agarwal, Julian De Freitas, Anya Ragnhildstveit, Carey K. Morewedge","doi":"10.1086/729900","DOIUrl":"https://doi.org/10.1086/729900","url":null,"abstract":"","PeriodicalId":36388,"journal":{"name":"Journal of the Association for Consumer Research","volume":null,"pages":null},"PeriodicalIF":2.6,"publicationDate":"2024-02-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139855980","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Acceptance of Automated Vehicles is Lower for Self than Others 自己对自动驾驶汽车的接受度低于他人
IF 2.6
Journal of the Association for Consumer Research Pub Date : 2024-02-07 DOI: 10.1086/729900
Stuti Agarwal, Julian De Freitas, Anya Ragnhildstveit, Carey K. Morewedge
{"title":"Acceptance of Automated Vehicles is Lower for Self than Others","authors":"Stuti Agarwal, Julian De Freitas, Anya Ragnhildstveit, Carey K. Morewedge","doi":"10.1086/729900","DOIUrl":"https://doi.org/10.1086/729900","url":null,"abstract":"","PeriodicalId":36388,"journal":{"name":"Journal of the Association for Consumer Research","volume":null,"pages":null},"PeriodicalIF":2.6,"publicationDate":"2024-02-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139795927","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
The Effect of Variety in Past Consumption on Openness to Personalized Recommendation Services 过去消费的多样性对个性化推荐服务开放度的影响
IF 2.6
Journal of the Association for Consumer Research Pub Date : 2024-01-26 DOI: 10.1086/729623
Sonia Seung-Eun Kim, Donald R. Lehmann
{"title":"The Effect of Variety in Past Consumption on Openness to Personalized Recommendation Services","authors":"Sonia Seung-Eun Kim, Donald R. Lehmann","doi":"10.1086/729623","DOIUrl":"https://doi.org/10.1086/729623","url":null,"abstract":"","PeriodicalId":36388,"journal":{"name":"Journal of the Association for Consumer Research","volume":null,"pages":null},"PeriodicalIF":2.6,"publicationDate":"2024-01-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139593740","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Demographic Pricing in the Digital Age: Assessing Fairness Perceptions in Algorithmic versus Human-Based Price Discrimination 数字时代的人口定价：评估算法价格歧视与人工价格歧视中的公平观念
IF 2.6
Journal of the Association for Consumer Research Pub Date : 2024-01-23 DOI: 10.1086/729440
Nofar Duani, Alixandra Barasch, Vicki Morwitz
{"title":"Demographic Pricing in the Digital Age: Assessing Fairness Perceptions in Algorithmic versus Human-Based Price Discrimination","authors":"Nofar Duani, Alixandra Barasch, Vicki Morwitz","doi":"10.1086/729440","DOIUrl":"https://doi.org/10.1086/729440","url":null,"abstract":"","PeriodicalId":36388,"journal":{"name":"Journal of the Association for Consumer Research","volume":null,"pages":null},"PeriodicalIF":2.6,"publicationDate":"2024-01-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139604821","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Exploration and Exploitation in Consumer Automation: Visualizing IoT Interactions with Topological Data Analysis 消费自动化中的探索与开发：利用拓扑数据分析实现物联网交互可视化
IF 2.6
Journal of the Association for Consumer Research Pub Date : 2024-01-11 DOI: 10.1086/729384
T. Novak, Donna L Hoffman
{"title":"Exploration and Exploitation in Consumer Automation: Visualizing IoT Interactions with Topological Data Analysis","authors":"T. Novak, Donna L Hoffman","doi":"10.1086/729384","DOIUrl":"https://doi.org/10.1086/729384","url":null,"abstract":"","PeriodicalId":36388,"journal":{"name":"Journal of the Association for Consumer Research","volume":null,"pages":null},"PeriodicalIF":2.6,"publicationDate":"2024-01-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139533437","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Priming Young Minds – The Appeal of Gambling Advertising to Children and Young People. 诱发幼小的心灵--赌博广告对儿童和青少年的吸引力》（Priming Young Minds - The Appeal of Gambling Advertising to Children and Young People.
IF 2.6
Journal of the Association for Consumer Research Pub Date : 2023-12-22 DOI: 10.1086/729290
R. Rossi, Agnes Nairn
{"title":"Priming Young Minds – The Appeal of Gambling Advertising to Children and Young People.","authors":"R. Rossi, Agnes Nairn","doi":"10.1086/729290","DOIUrl":"https://doi.org/10.1086/729290","url":null,"abstract":"","PeriodicalId":36388,"journal":{"name":"Journal of the Association for Consumer Research","volume":null,"pages":null},"PeriodicalIF":2.6,"publicationDate":"2023-12-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139166066","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
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