To see the other types of publications on this topic, follow the link: Manipulation of consumer behavior.
Journal articles on the topic 'Manipulation of consumer behavior'
Create a spot-on reference in APA, MLA, Chicago, Harvard, and other styles
Consult the top 50 journal articles for your research on the topic 'Manipulation of consumer behavior.'
Next to every source in the list of references, there is an 'Add to bibliography' button. Press on it, and we will generate automatically the bibliographic reference to the chosen work in the citation style you need: APA, MLA, Harvard, Chicago, Vancouver, etc.
You can also download the full text of the academic publication as pdf and read online its abstract whenever available in the metadata.
Browse journal articles on a wide variety of disciplines and organise your bibliography correctly.
1
Shymko, Olha V., and Liudmyla S. Veretin. "Manipulative Technologies in the System of Influence on Consumer Behavior." Business Inform 1, no. 564 (2025): 531–37. https://doi.org/10.32983/2222-4459-2025-1-531-537.
Full textAbstract:
The article is dedicated to the study of theoretical and practical aspects of the use of manipulative technologies in the system of influencing consumer behavior under conditions of changing consumer behavioral characteristics and the development of information and communication technologies. The essence of the concept of manipulation is revealed as a conscious, purposeful activity, a universal tool of marketing communications, a type of hidden sociopsychological influence on the psyche, consciousness, and instincts that transforms consumer behavior. The main goal of marketing manipulations is outlined as follows: to encourage and motivate consumers to make certain decisions or purchases, as well as the characteristic features of manipulation, based on which the appropriateness of distinguishing manipulative influence from other types of psychological influence is justified. Classification features are highlighted, and the types of marketing manipulations by consumers and the areas of their application are characterized. Special attention is paid to the methods and technologies for utilizing these techniques in modern advertising to shape the necessary consumer behavior. Emphasis is placed on the possibilities of neuromarketing for the purpose of investigating the efficiency of manipulative technologies. Since the manipulative influence on consumers can be both positive and negative, the prospects for further research should be directed towards exploring ways to protect against the destructive impact of manipulative technologies that contradict consumer interests and may cause harm.
2
Gulyaeva, O. N. "Manipulative Behavior in Consumer Legal Relations." Lex Russica 78, no. 3 (2025): 31–40. https://doi.org/10.17803/1729-5920.2025.220.3.031-040.
Full textAbstract:
The ideas of equality and freedom of contract in civil relations are harmonious and constructive only if they are limited. The presence of a weaker party to the contract, in particular the consumer, constitutes one of the factors requiring the establishment of limitations. The paper is devoted to the study of manipulation in relation to non-professional participants in civil trafficking. The author attempts to evaluate new methods of influencing the will of the consumer, aimed at forming an imaginary will to conclude a contract (neuromarketing). The paper proposes a definition of the concept of manipulative behavior in legal relations and describes its features. The author concludes that misleading, as well as consumer deception and manipulation, are various legal phenomena. It is justified that manipulative behavior is a type of abuse of law. Using the practice of the Perm Krai courts as a case study, the author analyzes the effectiveness of possible methods of protection under manipulative influence, namely: Articles 10, 168, 178, 428 of the Civil Code of the Russian Federation. Preference is noted for recognizing a transaction concluded with the help of manipulation as invalid on the grounds of Article 10 and 168 of the Civil Code of the Russian Federation.
3
., Mahi, and Sayak Bhattacharya. "POSSIBILITY OF MANIPULATION OF HUMAN INTELLIGENCE FOR MARKETING." International Journal of Engineering Applied Sciences and Technology 9, no. 07 (2024): 39–42. https://doi.org/10.33564/ijeast.2024.v09i07.006.
Full textAbstract:
This paper explores the possibility and implications of manipulating human intelligence for marketing purposes. The manipulation techniques, rooted in cognitive psychology, aim to influence consumer behavior by exploiting emotional and decision-making processes. By using big data, artificial intelligence, and targeted marketing strategies, companies have the potential to shape purchasing decisions. However, ethical concerns arise regarding autonomy, consent, and societal impact. This study also highlights the importance of transparency and privacy in marketing, ensuring that manipulative tactics do not undermine consumer trust.
4
Farooq, Samiya, and Adeel Maqbool. "Advertising as An Influencing Factor on Consumer Behavior." Revista de Gestão Social e Ambiental 18, no. 9 (2024): e06587. http://dx.doi.org/10.24857/rgsa.v18n9-076.
Full textAbstract:
Objectives: The objective of this study is to examine the role of advertising as a management strategy in contemporary business environments. It aims to explore how advertising interacts with customers and influences both internal and external organizational processes and activities. Additionally, the study seeks to address misconceptions surrounding advertising's purpose and societal impact, particularly regarding its perceived manipulation of consumers for monetary gain. Methods: This study employs a qualitative approach to investigate the role of advertising in modern business practices. It involves a comprehensive review of literature and existing research to analyze the relationship between advertising, consumer behavior, and organizational management strategies. Results: The analysis reveals that advertising serves as a crucial management tool for businesses, facilitating interaction with customers and driving organizational processes. Contrary to misconceptions, advertising is not solely aimed at manipulating consumers for profit but also serves to fulfill customer needs for information about brands, services, and products. Additionally, the study finds that factors such as age, income, and satisfaction with promoted goods after purchase do not significantly influence the impact of advertisements on consumer purchasing decisions. Conclusion: In conclusion, advertising plays a multifaceted role in contemporary business environments, serving as both a communication tool and a management strategy. While it is often misunderstood and criticized for its perceived manipulative nature, advertising remains a fundamental aspect of modern marketing practices. By understanding the complexities of advertising's influence on consumer behavior, businesses can develop more effective marketing strategies and better serve their customers' needs.
5
Yudhi Prasetya Mada. "ROLE OF NEUROMARKETING IN UNDERSTANDING CONSUMER BEHAVIOR: A LITERATURE OVERVIEW." International Journal of Innovations in Engineering Research and Technology 11, no. 8 (2024): 48–56. http://dx.doi.org/10.26662/ijiert.v11i8.pp48-56.
Full textAbstract:
Neuromarketing has been widely used to measure consumer behavior through several stimulation, including logo colors of a brand. Neuromarketing is applied using electroencephalography (EEG) signal analysis to the human brain's respons. This article explores the emerging field of neuromarketing and its potential impact on consumer buying behaviour. Neuromarketing combines neuroscience, psychology, and marketing to better understand consumer decision-making processes. The article discusses the various techniques used in neuromarketing research, including functional magnetic resonance imaging (fMRI), electroencephalography (EEG), and eye-tracking, and the insights they provide into the subconscious factors that influence consumer behaviour. The article also discusses the ethical concerns surrounding neuromarketing, particularly regarding the manipulation of consumer behaviour. Overall, the article suggests that neuromarketing has the potential to revolutionize the way marketers understand and influence consumer behaviour. Neuromarketing has the potential to revolutionize the way businesses understand and engage with consumers. By providing insights into the emotional and psychological factors that influence purchasing decisions, businesses can create more effective marketing campaigns that resonate with consumers on a deeper level. However, it is essential to balance these benefits with ethical considerations and ensure that consumers' privacy is protected.
6
Peng, Ling, Geng Cui, Mengzhou Zhuang, and Chunyu Li. "Consumer perceptions of online review deceptions: an empirical study in China." Journal of Consumer Marketing 33, no. 4 (2016): 269–80. http://dx.doi.org/10.1108/jcm-01-2015-1281.
Full textAbstract:
Purpose To influence consumer perceptions, firms often manipulate online product reviews on their own websites or third-party forums by anonymously adding positive reviews, deleting unfavorable reviews or offering rewards to encourage favorable reviews. This study aims to investigate consumer perceptions of online review deceptions and how these perceptions influence their subsequent purchase behavior. In particular, consumers’ awareness, suspicion and detection are studied and specific manipulation tactics are evaluated. Design/methodology/approach Both qualitative and quantitative studies are relied upon to understand consumer perceptions of online review deceptions. In-depth interviews with 16 experienced online shoppers were conducted to collect the illustrative accounts concerning consumer awareness of online review deceptions, their suspicion, detection and evaluation of different manipulation tactics. A survey of 199 consumers was then followed to validate and corroborate the findings from the qualitative study and generalize the interview results onto the general public. Findings The results from in-depth interviews suggest that consumers take a negative view toward online review deceptions, but the degree of negativity varies across different manipulation tactics. Moreover, different types of manipulations vary in terms of perceived deceptiveness, ease of detection and unethicality, as well as their effect on consumer purchase intention and perceived helpfulness of online product reviews. The findings from the survey further confirmed the qualitative findings. Practical implications The findings have a number of meaningful managerial implications for industry associations and policymakers on whether and how to regulate online review deceptions. Originality/value This study applies and extends information manipulation theory and deception detection literature to an online context to increase the richness of the relevant theories. It is among the first to empirically investigate online review deceptions from a consumer’s perspective, as opposed to a firm’s perspective as previous studies have done.
7
Michalak, Jacek, and Mateusz Stypiński. "Methods of Manipulation Used in Advertising." Olsztyn Economic Journal 18, no. 2 (2023): 195–206. http://dx.doi.org/10.31648/oej.10314.
Full textAbstract:
The aim of this study was to see how selected methods of manipulation used in advertising affect consumer behaviour. The study was conducted using a diagnostic survey using an original questionnaire posted on social media. The participants included 102 selected individuals. According to the information gathered, the respondents are aware that the use of manipulation is widespread in advertising. The most common methods of achieving this include fragmenting the advertising message and leveraging the authority or popularity of individuals featured in advertisements. Fragmentation has a particularly strong effect. Others of similar importance include making the message appear scientific, idealising it, and influencing human emotions. Manipulation in advertisements often leads to situations when consumers decide to purchase products that they do not, in fact, need. Manipulative tactics, such as creating artificial needs, using psychological tricks, or applying social pressure, can significantly influence consumer decision-making, often resulting in the purchase of products that provide no genuine benefit or satisfaction.
8
Pal, Sonia. "Impulse Buying in the Digital Age - The Influence of Personalized Ads, Recommendations, and Instant Purchasing Options." Integrated Journal for Research in Arts and Humanities 5, no. 2 (2025): 24–33. https://doi.org/10.55544/ijrah.5.2.5.
Full textAbstract:
Impulsive purchase, or autonomous consuming, has long piqued the curiosity of consumer experts. However, with technological advancements, the situation has deteriorated. Integrating e-commerce with AI, big data, and personalised marketing strategies has intensified impulsive purchasing behavior among customers. Online targeted advertising, AI-driven product suggestions, and a streamlined purchasing procedure profoundly impact consumer decision-making by fostering instances of self-indulgent spending. This study examines impulsive purchase behaviour's psychological and technical dimensions, emphasising immediate gratification, emotional state, and persuasive stimuli. It also examines the implementation of recommendation systems, which discern patterns in customer behavior and genuine needs and interests, subsequently suggesting things the consumer would not have considered. The study recognises the ethical issues associated with data-driven marketing, including the infringement of privacy rights due to the collection of personal information, manipulation of consumer behavior, and the potential extraction of financial value from customers. Consequently, the article examines solutions for consumers to mitigate impulsive buying behaviors, including prudent purchasing habits, budgeting, and comprehension of digital financial technology. Consequently, it becomes more manageable for consumers and commercial enterprises to function ethically within this constantly evolving digital economy.
9
Hryshyn, Mykhailo. "MANIPULATION OF INFORMATION: THEORETICAL ASPECTS OF SCIENTIFIC DISCOURSE." Integrated communications 16, no. 2 (2023): 38–43. http://dx.doi.org/10.28925/2524-2644.2023.164.
Full textAbstract:
The article substantiates the main aspects of information manipulation. It identifies which of these are related to mass media and who among Ukrainian and foreign researchers have studied them. The focus is on the fact that manipulation technologies in the media are used to shape public opinion, influence the behavior of average citizens, and control various narratives. Studying media manipulations develops critical thinking skills and increases media literacy among information consumers, allowing them to distinguish between reliable information and manipulative content. This enables them to make informed decisions and reduces the risk of being misled or manipulated by deceptive media tactics. Manipulations in the media pose a significant threat to democratic processes, as fake news and disinformation campaigns undermine public trust, distort and manipulate political narratives. Recognizing manipulations in the media provides citizens with tools to counter these threats. Thus, the democratic principles of transparency, accountability, and informed participation are protected. Manipulations in the media are often associated with unethical practices, including the spreading of disinformation, twisting facts, or using deceptive techniques to create sensations. Studying manipulation in the media allows journalists to become more familiar with such tactics and encourages adherence to ethical standards in journalistic materials. Information consumers who understand what media manipulations are can verify information and not succumb to the influence of deceptive or biased content. The study of media manipulation is critical to developing critical thinking, protecting democratic processes, promoting ethical journalism, understanding human behavior, and strengthening digital citizenship. This enables individual citizens and society in general to navigate the complex media landscape and counteract the negative consequences of manipulative influences.
10
Hakim, Andy, and Ahmad Salman Farid. "The Effects of ‘Fear of Missing Out’ (FOMO) in Flash Sale Business Models: Strategy or Manipulation?" Jurnal Perspektif 23, no. 1 (2025): 16–24. https://doi.org/10.31294/jp.v23i1.25259.
Full textAbstract:
Fear of Missing Out (FOMO) is a psychological phenomenon that has been widely adopted in flash sale business models to create a sense of urgency and social pressure. While this strategy can be effective in increasing sales, it also raises ethical concerns regarding consumer manipulation. This study examines whether FOMO-based flash sales serve as a legitimate marketing strategy or a psychological exploitation tool. A qualitative research approach was used, employing semi-structured interviews with consumers who frequently participate in flash sales, as well as expert interviews with digital marketing professionals. Thematic analysis was conducted to identify key patterns related to consumer behavior, emotional responses, and ethical considerations. Findings reveal that FOMO-driven flash sales increase impulse buying but also contribute to buyer’s remorse and anxiety. Consumers often experience psychological pressure due to scarcity cues, leading to purchasing decisions based on perceived urgency rather than necessity. Additionally, the study highlights a thin line between marketing strategy and consumer manipulation, particularly in cases where artificial scarcity or misleading promotions are used. The discussion emphasizes that while FOMO-based flash sales are highly effective in short-term revenue generation, they may harm long-term consumer trust if perceived as deceptive. Ethical concerns regarding stress-inducing marketing tactics call for greater transparency in digital marketing. Future research should explore quantitative measures of consumer spending behavior and cross-cultural perspectives on FOMO marketing.
11
Ljubičić, Kristina, and Tina Vukasović. "MANIPULATION IN THE WORLD OF MARKETING." YMER Digital 21, no. 04 (2022): 495–506. http://dx.doi.org/10.37896/ymer21.04/49.
Full textAbstract:
Every day we are participants in various marketing advertisements. Wherever we turn at every turn, we can see at least one bit of marketing and try to communicate businesses to their products or services through marketing activities. Tempting sentences at once distract us and intrigue us to continue reading or watching a commercial or marketing view. The purpose of the research is to look at where and in what marketing activities manipulation is hidden and how and how marketing tricks using manipulation tactics influence the change in our attitude of behavior and attitude of buying certain advertised products or services. Research with a method of experiment has assessed aspects of manipulative advertising, their execution, and expected impacts on consumer behaviour in general about any purchase of a product or service worldwide. Analysis of the collected primary data revealed that manipulation in marketing is quite common and occurs at every step and has begun to be one of the main players when creating marketing ventures and actions.
12
Ljubičić, Kristina, and Tina Vukasović. "MANIPULATION IN THE WORLD OF MARKETING." YMER Digital 21, no. 04 (2022): 495–506. http://dx.doi.org/10.37896/ymer21.04/49.
Full textAbstract:
Every day we are participants in various marketing advertisements. Wherever we turn at every turn, we can see at least one bit of marketing and try to communicate businesses to their products or services through marketing activities. Tempting sentences at once distract us and intrigue us to continue reading or watching a commercial or marketing view. The purpose of the research is to look at where and in what marketing activities manipulation is hidden and how and how marketing tricks using manipulation tactics influence the change in our attitude of behavior and attitude of buying certain advertised products or services. Research with a method of experiment has assessed aspects of manipulative advertising, their execution, and expected impacts on consumer behaviour in general about any purchase of a product or service worldwide. Analysis of the collected primary data revealed that manipulation in marketing is quite common and occurs at every step and has begun to be one of the main players when creating marketing ventures and actions.
13
Ljubičić, Kristina, and Tina Vukasović. "Manipulation in the world of marketing." Mednarodno inovativno poslovanje = Journal of Innovative Business and Management 15, no. 1 (2023): 1–11. http://dx.doi.org/10.32015/jibm.2023.15.1.2.
Full textAbstract:
Every day we are participants in various marketing advertisements. Wherever we turn at every turn, we can see at least one bit of marketing and try to communicate businesses to their products or services through marketing activities. Tempting sentences at once distract us and intrigue us to continue reading or watching a commercial or marketing view. The purpose of the research is to look at where and in what marketing activities manipulation is hidden and how and how marketing tricks using manipulation tactics influence the change in our attitude of behavior and attitude of buying certain advertised products or services. Research with a method of experiment has assessed aspects of manipulative advertising, their execution, and expected impacts on consumer behaviour in general about any purchase of a product or service worldwide. Analysis of the collected primary data revealed that manipulation in marketing is quite common and occurs at every step and has begun to be one of the main players when creating marketing ventures and actions.
14
Liu, Fang, and Zichen Li. "Consumer interest protection in unfair competition in the digital economy ERA." Edelweiss Applied Science and Technology 9, no. 3 (2025): 1175–88. https://doi.org/10.55214/25768484.v9i3.5445.
Full textAbstract:
This study explores the protection of consumer interests in the context of unfair competition in the digital economy. With the rapid development of digital technology, the role and status of consumers in the market have changed significantly, and consumers are not only the receivers of goods and services but also the suppliers of new production factors. However, operators' unfair competition behaviors, such as algorithmic manipulation and big data exploitation, have seriously damaged consumers' rights to know, choose, and welfare. This study analyzes the transformation of unfair competition behavior and its causes, points out the deficiencies of the current law in the protection of consumer interests, and proposes a transformation path from passive protection to active protection, indirect protection to direct protection, and individual protection to collective protection. Finally, this paper offers suggestions on system construction from three aspects: perfecting legal rules, strengthening judicial protection, and optimizing auxiliary mechanisms, in order to comprehensively enhance the protection of consumer interests.
15
Lobanova, Yuliya Vladimirovna. "Consumption process manipulation as a means of the emotionalization of modern society." Философия и культура, no. 6 (June 2024): 153–62. http://dx.doi.org/10.7256/2454-0757.2024.6.43738.
Full textAbstract:
This study analyzes the mechanisms of generation and subsequent dissemination in the social space of modern society of emotions that accompany those individual acts of acquiring goods and services, which, in turn, themselves become the object of constant manipulation by the marketing services of the sellers of these products. Particular attention is paid to the philosophical, cultural and psychological features of the implementation of specific mechanisms for manipulating individual motivation, perception, consciousness of a potential consumer. In addition, the conclusions of the study analyze the special role of emotional accompaniment of a buyer who has committed an act of acquiring something, which allows you to effectively implement established marketing strategies and techniques throughout the entire society of mass consumption, by organizing control over the targeted dissemination of information about emotional states that arise in the process of consumption at the individual level. Manipulation of the motivation, perception and consciousness of the buyer occurs mainly through emotions. In order for the manipulation process to be effective, motivation and rationalization of consumer behavior must be generated in society massively and on an ongoing basis. An experienced manipulator has the skills to read the emotions of the buyer, based on the assessment of which, then he purposefully creates the illusion of a common interest, preferences, lifestyle for the buyer. The manipulator knows that it is not so much the product itself that is being bought, as the ritual of its acquisition entirely together with the entire palette of emotions inherent in it.
16
YURTSEVER, Ahmet Esad, and Murat AKIN. "CEP TELEFONU ŞİRKETLERİNİN KULLANDIKLARI MANİPÜLATİF SATIŞ TEKNİKLERİNİN Z KUŞAĞINDAKİ TÜKETİCİLERİN DAVANIŞSAL NİYETLERİ VE TÜKETİM ALIŞKANLIKLARI ÜZERİNDEKİ ETKİSİ." SOCIAL SCIENCE DEVELOPMENT JOURNAL 7, no. 33 (2022): 257–83. http://dx.doi.org/10.31567/ssd.712.
Full textAbstract:
In the modern marketing world, where data as a source is very important, businesses use many different methods with the help of technology to obtain various data about consumers' purchasing behavior and to reach detailed information about their consumption habits. Businesses are able to identify the weak points of the consumer, manipulate them, and enable the consumer to buy more and more often than they need, thanks to the information they have obtained from the analyzes they have made. At this point, we come across manipulative techniques that businesses use in various sizes and types. Businesses use the act of manipulation, to attract the attention of consumers or to encourage them to buy their products by trying to change their purchasing behavior and consumption habits with different stimuli. In the study, it was aimed to determine the extent of the effects of the manipulative sales techniques used by mobile phone companies on the behavioral intentions and consumption habits of the consumers in the generation z. For this, a conceptual model has been developed and the hypotheses created for the research have been tested through the analysis. The sample of the research focused on individuals who studying at university in Turkey, and the online survey method with Google Forms was used to collect the data. In line with the purpose of the research, exploratory and confirmatory factor analysis and structural equation model analyzes were performed on the data obtained. Keywords: Manipulative Marketing, Generation Z, Consumption Habit, Behavioral Intention
17
Minjuan Zhong, Minjuan Zhong, Han Yang Minjuan Zhong, Keyang Zhong Han Yang, Xilong Qu Keyang Zhong, and Zhenjin Li Xilong Qu. "The Impact of Online Reviews Manipulation on Consumer Purchase Decision Based on The Perspective of Consumers’ Perception." 網際網路技術學刊 24, no. 7 (2023): 1469–76. http://dx.doi.org/10.53106/160792642023122407008.
Full textAbstract:
<p>Consumers depend on online reviews to influences their purchase decisions. On account of that,many vendors and retailers try to manipulate online reviews to mislead potential consumers to take risky purchase decisions. Many scholars have conducted a lot of research on the impact of online product reviews on consumer behavior and sales. However, the existing work are mainly based on the premise of real product reviews, but few attentions have been paid of fake ones. Based on the recognition results of deceptive reviews, this article explores whether consumers be aware or perceive it when deceptive reviews are flooding the online review system, and further analyze what influence will be imposed on final purchase decision with different perception. The empirical analysis of the questionnaire survey show that in the context of two different perceptions of consumers, deceptive reviews have significant differences in the results of purchase decisions. In addition, research also shows that consumers&rsquo; persuasive knowledge plays a moderating role between perceived deception and purchase decision.</p> <p>&nbsp;</p>
18
Quinelato, Pietra Daneluzzi. "Consumer manipulation through behavioral advertising." Brazilian Journal of Law, Technology and Innovation 2, no. 1 (2024): 1–24. http://dx.doi.org/10.59224/bjlti.v2i1.1-24.
Full textAbstract:
In the contemporary era marked by technological advancements and pervasive use of social media, there has been a notable surge in the collection and subsequent processing of personal data, transforming them into economic assets exploited by corporations. This phenomenon gives rise to a "surveillance society" or "mental capitalism," prominently characterized by the customization of advertisements based on users' consumption profiles and behaviors. Despite its focus on personalized advertising, this practice frequently employs persuasive techniques that possess the potential to influence consumer decisions, prompting concerns about user manipulation and the erosion of decision-making autonomy. This study employs the exploratory deductive method to scrutinize the provisions of one of the European Union's latest regulations tailored for digital platforms, namely the Data Services Act, and its efficacy in addressing the prevailing issues. The research identifies ambiguity within the regulation, particularly regarding its applicability to operations involving the processing of personal data and dark patterns. Additionally, findings emphasize the necessity for active supervision, especially concerning the profiling of children and adolescents. In conclusion, this study underscores the urgency of implementing regulatory measures to ensure more effective protection, mitigating persuasive and obscure practices on social media. Such efforts aim to preserve consumer autonomy and rights in an increasingly digital and data-driven world.
19
Vishnevskiy, Alexander. "Artificial Intelligence, Financial Services, the Consumer: The Legal Tools to obstruct Manipulation." Journal of Russian Law 29, no. 2 (2025): 70. https://doi.org/10.61205/s160565900032617-2.
Full textAbstract:
Applying the artificial intelligence in the sphere of the financial services leads both to the benefits (making the services more available to the consumers) as well as shortcomings, such as a possibility to manipulate with the behavior of the consumer(s). Moreover such possibilities are increasing due to the ability of the artificial intelligence to make instant analysis of the behavior of the counterparty and use the results to “hudge” the consumer decisionmaking to the benefits of the financial organisation and not always to the benefits of the consumer.The article is assessing the current legal regulation of these issues and proposes the tools (acceptable for the Russian law) to obstruct the possibility for manipulation of the consumer’s choice (behavior) when applying the artificial intelligence in the course of offering of the financial products. As far as these issues are taking place in the different countries the comparative legal method is the main one in the research, as far as it allows to analyse the existing achievements as well as the level of their efficiency; besides the results of the economical and sociological studies are also used in the article. The author puts forward the proposals for development of the normative regulation (including the informed versus valid consent of the consumer), for possibilities to engage the benefits of the ethical selfregulation, as well as expost tools related to the extension of the authority of the Financial Attorney to consider the nonproprietary disputes, including using codes of ethics and best practices.
20
Singh, Devansh. "The Role of AI-Generated Advertising Sentiments in Poaching Consumer Emotions: A Behavioural Marketing Approach." INTERNATIONAL JOURNAL OF SCIENTIFIC RESEARCH IN ENGINEERING AND MANAGEMENT 09, no. 06 (2025): 1–9. https://doi.org/10.55041/ijsrem50743.
Full textAbstract:
This research report examines the influence of artificial intelligence (AI) on consumer behaviour and the generation of emotionally charged advertisements within a behavioural marketing framework. The study investigates the potential impact of AI-generated sentiments on consumers' emotional responses, perceptions of manipulation, trust, and purchase intentions, as AI technologies continue to shape the personalized and delivered nature of digital content. The research collected primary data from 38 digitally active Indian consumers aged 18–35, and it was grounded in Emotional Processing Theory, Dual-System Theory, and the Elaboration Likelihood Model, employing a mixed-methods approach. The findings indicate that AI-generated advertisements have a substantial impact on emotional engagement and purchase intention, frequently surpassing human-generated content in terms of intensity and precision. In addition, this emotional influence raises ethical concerns regarding authenticity and manipulation. It is discovered in the study that trust is influenced by an increased awareness of AI's involvement, which in turn moderates emotional responses. The results underscore a paradox: the potential for AI to erode consumer trust through perceived manipulation is present, despite the fact that it improves marketing efficiency and emotional resonance. The study offers theoretical contributions to emotional advertising and behavioural marketing, as well as practical and policy-level recommendations for the ethical deployment of AI in digital advertising. Keywords: Social-media, Consumer behaviour, consumer decisions
21
Le Roux, André, Marinette Thébault, and Yves Roy. "Do product category and consumers’ motivations profiles matter regarding counterfeiting?" Journal of Product & Brand Management 28, no. 6 (2019): 758–70. http://dx.doi.org/10.1108/jpbm-06-2018-1923.
Full textAbstract:
Purpose The purpose of this study is to explore the impact of product category and consumers’ motivations profiles on the determinants of consumers’ preferences and purchase intentions of counterfeits and genuine products, through manipulation of product attributes and purchase situations. Design/methodology/approach The study relies on an experimental design involving a questionnaire on a convenience sample with two parts: a tradeoff model manipulating three attributes, product type (genuine vs. counterfeit), price (high vs. low) and place of purchase (regular shop, Internet and market) in two product categories, and a scale measuring motivations to purchase counterfeits. Ranking and purchase intentions are analyzed using conjoint analysis and generalized linear mixed model (GLMM). Findings Ranking reveals a dominant pattern of consumer behavior regarding counterfeiting: product type, price and place of purchase. Product category has a moderating effect on choice criteria: relative importance of place of purchase and price varies according product category. Consumers’ motivations profiles have also a moderating effect on consumer behavior. Some profiles are more receptive to copies. Consumers’ profiles exhibit different hierarchies of purchase criteria and may change them depending upon product category. Originality/value Results challenge literature on the dominant role of price among choice criteria. Price alone cannot determine a counterfeit purchase. It is the interaction of price, place of purchase or product type that explains such a behavior. Product category matters: Price and place of purchase importance cannot be considered without accounting for product category. Consumers’ motivations profile matters. Consumers are not homogeneous face to counterfeits.
22
Hill, Ronald Paul, and James C. Ward. "Mood Manipulation in Marketing Research: An Examination of Potential Confounding Effects." Journal of Marketing Research 26, no. 1 (1989): 97–104. http://dx.doi.org/10.1177/002224378902600108.
Full textAbstract:
Recently marketing researchers have begun to direct attention to the influence of “mood” on consumer behavior. Researchers generally assume that commonly used mood manipulations produce “converging effects” and do not create confounds with other explanatory variables. The authors question this assumption and show that two different versions of the same mood manipulation are capable of producing comparable mood states that have significantly different effects on subjects’ perceived self-efficacy and subsequent decision-making effort. The results suggest that future studies of mood should be designed to better differentiate mood effects from potential confounds.
23
Li, Hengyun, Fang Meng, and Bing Pan. "How does review disconfirmation influence customer online review behavior? A mixed-method investigation." International Journal of Contemporary Hospitality Management 32, no. 11 (2020): 3685–703. http://dx.doi.org/10.1108/ijchm-03-2020-0234.
Full textAbstract:
Purpose With the growing online review manipulation and fake reviews in the hospitality industry, it is not uncommon that a consumer encounters disconfirmation when comparing the existing online reviews with his/her own product or service evaluation. The purpose of this study is to investigate the influence of review disconfirmation on customer online review writing behavior. Design/methodology/approach This study used a mixed-method combining online secondary big data modeling and experimental design. Findings Review disconfirmation influences customers’ emotional responses embedded in the review; a customer who encounters review disconfirmation tends to exert more reviewing effort, manifested by writing longer reviews; negativity bias exists in disconfirmation effects, in that negative review disconfirmation shows more significant and stronger effects than positive review disconfirmation. Practical implications Findings from this study provide important managerial implications for business owners and marketers who attempt to influence online reviews. The study suggests that fictitious online review manipulation might be detrimental to the business. Originality/value This research contributes to two literature streams, including research on the social influence of online consumer reviews, and the relationship between disconfirmation and consumers’ post-consumption behavior, by extending the influence of disconfirmation from the offline context to the online context.
24
Gallegos Erazo, Franklin, Doménica Nicole Jaramillo Pincay, and Fiorella Micaela Jaramillo Pincay. "The Consumer and Their Purchasing Behavior: Case of Food Products Reported by the ARCSA in Ecuador." Revista Científica Sapientia Technological 5, no. 2 (2024): 12–25. http://dx.doi.org/10.58515/026rspt.
Full textAbstract:
The present research identifies the preferences of consumers in Ecuador regarding food products reported by the Sanitary Regulation and Control Agency (ARCSA) during 2023 and 2024, focusing on how the quality evaluation of these products affects their purchasing decisions. Using a quantitative and descriptive methodology, surveys were carried out in a cross-sectional and non-experimental design to consumers in the Daule Canton-Ecuador. Stratified probability sampling was applied to capture data at a specific time, without manipulation of variables. The results reveal that 54% of respondents showed high concern about food safety following the ARCSA reports, with 60% of consumers changing their preferences towards products not mentioned in said reports. 43% of young and adult consumers adjusted their purchasing habits based on this information, and 70% reported food safety as a decisive factor in their purchasing decisions. These findings are essential for companies and regulators to better understand consumer concerns and adapt improvements to their offering. Kewywords: consumer behavior, food safety, purchasing preferences, food market, customer profile.
25
Karakuş, Yaprak Naz. "The Impacts of Psychology and Neuroscience on Consumers’ Behaviour." Next Generation Journal for The Young Researchers 8, no. 1 (2024): 157. https://doi.org/10.62802/abyeb390.
Full textAbstract:
The intersection of psychology and neuroscience has revolutionized our understanding of consumer behavior, offering profound insights into the cognitive and emotional processes that drive decision-making. This research explores the multifaceted impacts of psychological theories and neuroscientific advancements on consumer behavior, emphasizing how factors such as perception, memory, emotions, and neural mechanisms shape purchasing decisions. By integrating behavioral economics, cognitive neuroscience, and social psychology, the study highlights the role of implicit biases, heuristics, and neurochemical responses in influencing consumer preferences. Furthermore, the research examines the implications of neuromarketing techniques, such as brain imaging and biometric analysis, in predicting and shaping consumer behavior. Ethical considerations, including privacy concerns and the potential manipulation of consumer choices, are critically addressed to ensure responsible applications of these insights. By synthesizing theoretical models with empirical evidence, this study provides a comprehensive framework for leveraging psychology and neuroscience to enhance marketing strategies, improve consumer satisfaction, and foster ethical business practices.
26
Pires De Santana, Webert Jannsen, Severino Domingos da Silva Júnior, Adriana De Fatima Valente Bastos, and Madiã Marcela Fernandes Vasconcelos. "The role of hope and attitude in luxury counterfeit purchase intention." Retail Management Review 3, no. 1 (2022): e18. http://dx.doi.org/10.53946/rmr.v3i1.18.
Full textAbstract:
Purpose – This study aims to investigate the emotion hope for social status and attitude toward counterfeit goods as predictors of consumers’ intention to purchase counterfeit products.. Design/methodology/approach – We conduct an experiment with 45 undergraduates (51% female) from different universities, which design was a 2 (hope for social status; hopeful vs non-hope) x 2 (attitude towards counterfeit goods; positive vs negative) full factorial, between-subjects. Findings – Results confirmed that people felt hopeful after manipulation; however, future steps of this investigation should consider the use of another instrument of manipulation even more effective. However, respondents also pointed out they felt happiness, which makes us believe that it is important to use an instrument of manipulation even more effectively to guarantee the achievement of the real manipulation, without the interference from extraneous variables. Theoretical/methodological contributions – Although originated in categories such as apparel and luxury accessories, counterfeiting now affects a wide range of industries, representing a major economic threat. This great amount of counterfeit trade worldwide is shocking, and leads us to argue: what are the factors that influence the intention to purchase these products, especially regarding the consumption of luxury counterfeit brands? We believe that emotion may represent an important role in people’s intention to purchase counterfeit goods. Besides, the attitude towards counterfeit goods may also imply variations of intention to purchase, playing a moderator role. The inclusion of emotion in consumer behavior studies presents a significant opportunity to develop theory and practice in this area of study. Originality/value – The explanations of whether emotions may represent antecedents of the purchasing of counterfeits are quite limited, and the understanding of the motivations behind the purchase of such products remains undefined in the marketing literature. Analysis of the study shows that hope and attitude can simultaneously offer opportunities for consumer behavior research.
27
Dewi, Patricia Citra, and Dwi Desi Yayi Tarina. "The Impact of Greenwashing Advertising on Consumer Behavior." Jurnal Hukum Magnum Opus 7, no. 2 (2024): 174–83. http://dx.doi.org/10.30996/jhmo.v7i2.11331.
Full textAbstract:
The economic motive of businesses in manipulating environmental aspects in increasing sales turnover so that consumers feel harmed by the advertising information. Greenwashing has significant negative impacts, both for consumers and companies that are truly committed to sustainability. For consumers, greenwashing can lead to misinformation and inappropriate purchasing decisions. Consumers who feel deceived by false environmental claims may experience disillusionment and lose trust in environmental claims as a whole. This can also be detrimental to companies that truly strive to carry out sustainable business practices, as it is difficult to differentiate themselves from companies that only pretend to care about the environment. This study aims to analyze theimpact of advertising greenwashing on consumer behavior. Methode in this research used yuridis normative with conceptual approach and legislation approach related to consumer protection and mediaenvironmentally friendly campaigns on goods and/or services. The results of this study indicate that rregulations related to consumer protection have not specifically regulated the concept of greenwashing, but have regulated the rights and obligations of business actors related to the act of greenwashing which mis leads to consumer decision making. Acts of greenwashing committed by business actors have violated consumer rights relating to correct and clear information and not misleading about the condition of goods and/or services traded. Business actors must be responsible in terms of withdrawing these advertisements and/or must be prepared to take responsibility for the resulting impact on consumers and/or the environment.
28
Li, Kexing. "Ad Power: A Double-edged Sword that Affects Consumer Behavior." Highlights in Business, Economics and Management 43 (December 5, 2024): 613–19. https://doi.org/10.54097/09amtn12.
Full textAbstract:
This paper delves into the impact of advertisements on consumer behavior, with a particular focus on daily necessities. Advertising has become a powerful force in shaping purchasing decisions, influencing how consumers perceive and select products. Brand image, along with trends driven by social media, increasingly determines consumer preferences, leading to a shift in purchasing patterns where consumers are more likely to choose brands with a prominent online presence. The ability of advertisements to create demand and influence behavior is evident, but this power also raises significant ethical concerns. Manipulative advertising tactics, the spread of misleading information, and the over-commercialization of essential products pose challenges to consumer trust and well-being. Furthermore, the paper explores the limitations of the advertising industry, examining its broader implications on consumer health, the transparency of marketing practices, and the sustainability of promoting essential goods in a profit-driven marketplace. Ultimately, this study seeks to highlight both the influence and the potential consequences of advertising on modern consumer behavior.
29
Cyrino, Rodrigo Reis, and Daury Cesar Fabriz. "The Influence of Information and Communication Technologies on Consumer Freedom." Revista de Gestão Social e Ambiental 18, no. 8 (2024): e08468. http://dx.doi.org/10.24857/rgsa.v18n8-170.
Full textAbstract:
Objective: This study investigates how Information and Communication Technologies (ICTs) can restrict consumer freedom by influencing and changing their attitudes and behaviors. The aim is to understand how content personalization and algorithmic usage impact individual autonomy. Theoretical Framework: The research draws on concepts from computer science, psychology, sociology, law, and ethics. It highlights key models and theories on content personalization, algorithmic manipulation, and unfair practices by major tech corporations, providing a comprehensive view of the impact of ICTs on consumer freedom. Method: The methodological approach is deductive and multidisciplinary, involving an extensive literature review, case study analysis, and application of relevant theories. Methods such as document analysis and market practice investigation were used to assess the influence of ICTs on consumer autonomy. Results and Discussion: The findings indicate that, although content personalization and algorithms are often viewed as beneficial, they can represent a subtle form of control and manipulation. The analysis revealed unfair practices, such as search result manipulation and data-driven consumer segmentation, which compromise consumer choice. These findings are discussed in light of the theoretical framework, addressing their implications and limitations. Implications of the Research: Practical implications include the need for policies that protect consumers and promote ethical ICT usage. It is essential to regulate the use of personal data, ensure platform transparency, and foster critical digital literacy to mitigate the identified negative impacts. Originality/Value: This study contributes to the literature by highlighting the relationship between ICTs and consumer autonomy in an innovative way. The research provides new insights into the subtle control exerted by technologies, underscoring the importance of regulations and more ethical practices in the field.
30
Chandrakant, Annasaheb Thorat, Kaur Jasbir, Prabhakar Narkhede Amar, Kashinath Umbarkar Sheetal, and M. Shinde Santosh. "Impact of Black Hat SEO Techniques on Consumer Buying Behaviour." Empirical Economics Letters 22, September Special Issue 4 (2023): 1–14. https://doi.org/10.5281/zenodo.8415051.
Full textAbstract:
<strong>Abstract: </strong>Search engine optimization (SEO) is a critical aspect of digital marketing, with ethical SEO techniques aimed at improving website visibility and ranking. However, unethical practices known as Black Hat SEO, including keyword stuffing and link manipulation, can mislead users, negatively affect their perceptions of brands and influence their buying behavior. In this systematic review, we examine the impact of Black Hat SEO techniques on consumer buying behavior by analyzing and synthesizing relevant literature published between 2010 and 2022. A total of 16 studies met the inclusion criteria and were analyzed using a qualitative content analysis approach. Our results indicate that exposure to Black Hat SEO techniques leads to lower levels of perceived credibility, value, and trust in brands. Furthermore, consumers who are exposed to such practices exhibit lower levels of purchasing behavior and more negative affective responses, such as anger and frustration. However, the extent of these effects is influenced by moderating factors such as product type and perceived risk, as well as mediating variables such as perceived deception. The study highlights the importance of ethical SEO practices and the need for businesses to avoid engaging in Black Hat SEO tactics to maintain customer trust and loyalty. <strong>Keywords:</strong> Black Hat SEO, Consumer Behavior, Ethical SEO, Perceived Deception, Perceived Risk
31
Mkrtumova, I., and S. Goryunova. "SOCIO-PSYCHOLOGICAL FEATURES OF THE IMPACT OF ADVERTISING OF GOODS AND SERVICES ON THE CONSUMER." POLISH JOURNAL OF SCIENCE, no. 70 (January 17, 2024): 18–24. https://doi.org/10.5281/zenodo.10521312.
Full textAbstract:
The psychology of perception of any advertising messages are based on various forms of influence on theconsumer both on his consciousness and subconsciousness. Good advertising does not just persuade the consumer,it manipulates him. The authors of the article note that the manipulation is based on the most common method,when communications bypass all conscious and rational attitudes of a person, directly affecting the subconscious.This is a subtle game, the purpose of which is to change the views, attitudes, behavioral and consumer dogmas ofthe buyer. We can say that in the case of manipulation, the "system of psychological coordinates" of a person canbe changed, stereotypes and even established values are replaced. The article provides a classification of advertising by type of perception: visual, auditory and audiovisual, and also considers the AIDA model, which allows youto create advertising of goods, affecting the significant emotional and motivational states of the consumer, and themain factors of advertising impact on consumers of advertising content, which form a mechanism for attractingand retaining the attention of the entire audience, are also noted. In conclusion, the authors emphasize that advertising shapes a person's perception of products or services, causing positive or negative emotions, it has a directimpact on their emotional state, motivation and preferences. Advertising not only informs about the product, butis also a powerful tool that shapes human opinion, attitudes and behavior.
32
Gurbanov, Abdulla Gadzhievich. ""Consumer Society" as an object of Philosophy study: essence and social context." Философская мысль, no. 5 (May 2023): 1–12. http://dx.doi.org/10.25136/2409-8728.2023.5.40857.
Full textAbstract:
The subject of the study is the characteristic of the essence of the social phenomenon "consumer society" through the prism of the views of foreign thinkers of the second half of the XX-early XXI centuries. The philosophical and socio-humanitarian theories of the "consumer society" proposed by European thinkers are considered in detail, their classification is carried out and the conceptual apparatus is characterized. The author substantiates the thesis that, representing a dynamic and self-developing system, the "consumer society" invariably finds its reflection in various, often contradictory conceptual models. These contradictions serve as the basis for the development of alternative philosophical methods and approaches to the development of modern societies and the resolution of problems related to consumption. It is shown that modern theories of "consumer society" make it possible to comprehend not only consumer behavior itself, but also the diverse problems of society fixed by this concept, such as manipulation of consciousness, identity construction, the functioning of mass communication media, the socio-cultural significance of social reality. The author analyzed the evolution of the concept of "consumption" using socio-cultural, socio-economic, socio-philosophical approaches. An attempt is being made to define terms such as "consumer society" and "consumerism" more clearly and to trace the interaction of these terms within the boundaries of socio-economic transformations taking place in the modern world. It is important to conclude that modern concepts of "consumer society" make it possible to comprehend not only consumer behavior itself, but also the variety of social problems that are fixed with the help of this concept: manipulation of consciousness, identity construction, socio-cultural significance of social reality, the functioning of mass communication media, and others.
33
Deb, Madhurima, and Himadri Roy Chaudhuri. "Impact of firm ' s reputation and ethnocentrism on attitude towards foreign products." Marketing Intelligence & Planning 32, no. 5 (2014): 646–64. http://dx.doi.org/10.1108/mip-04-2013-0070.
Full textAbstract:
Purpose – The purpose of this paper is to study the impact of firm ' s reputation and ethnocentrism on young consumer ' s attitude toward products with foreign origin. Design/methodology/approach – To attain the above objective “Mixed Method Approach” is employed. In the present study mixed method research is proposed by integrating qualitative and quantitative technique for data analysis for better breadth and depth of understanding. Findings – Reputation of the firm is found to have a significant impact on young consumers as it minimizes animosity and develops positive attitude toward products with foreign origin. Research limitations/implications – To collect data from the respondents vignettes/story boards were used which led to certain manipulation and hence it could be a limitation. Practical implications – The findings will be useful for the marketers to design their positioning strategies more specific to their target segments for better results. Originality/value – The present study made two significant academic contributions. First, the present study added to the literature of consumer behavior by studying young consumer ' s product preference using an integrated model that depicts variables relevant to the context of globalization, with better predictability. Second, by integrating qualitative research method and quantitative research method to develop better breadth and depth of understanding on customer ' s product preference, the study also contributed to the literature of advanced research methodology in consumer behavior.
34
TOMRİS KÜÇÜN, Nihan, and Kader EROL. "Tüketici Perspektifinden Dijital Pazarlama." Journal of Social Research and Behavioral Sciences 8, no. 17 (2022): 250–65. http://dx.doi.org/10.52096/jsrbs.8.17.14.
Full textAbstract:
The internet, which is called the invention of the century, has caused a significant change and transformation in all areas of economic and social life. These developments have forced the advertising field, which has a direct human subject, to make a remarkable development in terms of both the methods used and the technologies included. However, the effects of this change in communication channels on consumers and how renewed the new consumer behavior is is a matter open to discussion. The available literature shows that consumer behavior preserves its essence, even though it is seen that the renewal and change in our age is progressing at a dizzying pace. The transformation experienced at this stage is rather the diversification and integration of the tools used and the diversification of the options in order to reach the highest benefit. What can be considered as remarkable is the increase in consumers' awareness of advertisements and their sensitivity about their own limits. In order to examine this change from the eyes of consumers, the research was carried out with a sample focus of 14 people, with in-depth interviews, which is one of the qualitative research methods. The obtained data were analyzed and interpreted by creating themes. As a result, it has been determined that age groups still have a certain effect on the attitudes of the participants toward advertising communication, and the expectations are built on creating value at the time of encountering an advertisement. In addition, it has been seen that sharing personal data for advertising purposes is largely acceptable, but privacy and perception of manipulation constitute an important limit. Keywords: Digital Advertising, Consumer Behavior, Media Tools, Digital Marketing, Digital Communication
35
Hartmann, Patrick, Vanessa Apaolaza, and Clare D’Souza. "The role of psychological empowerment in climate-protective consumer behaviour." European Journal of Marketing 52, no. 1/2 (2018): 392–417. http://dx.doi.org/10.1108/ejm-01-2017-0080.
Full textAbstract:
Purpose This paper aims to address the role of psychological empowerment in proenvironmental consumer behaviour, focussing on climate protection. Design/methodology/approach Study 1 analyses the interaction of the effects of psychological empowerment and personal norms on two environmental behaviours with a sample of 600 individuals drawn form a representative online panel of the Australian population. Study 2 addresses the reinforcing influence of empowerment with a quasi-experimental design comparing 300 consumers of green electricity with 300 conventional electricity clients. Findings Psychological empowerment moderates the effects of personal norms on climate-protective consumer behaviour in a value-belief-norm (VBN) framework. Personal norms have a stronger influence for consumers experiencing high psychological empowerment than for disempowered feeling consumers. Furthermore, psychological empowerment experienced as an outcome of actual proenvironmental behaviour mediates the relationship between prior climate protection and future climate-protective intentions. Research limitations/implications Future research should focus on the experimental manipulation of psychological empowerment with communicational claims, studying how perceived empowerment can be enhanced. Practical implications To promote climate friendly products and behaviours, marketers should use communication claims aimed at enhancing consumer’s subjective experience of empowerment. Social implications Public policy aimed at climate protection should focus on consumer education increasing consumers’ awareness of their potential influence. Originality/value Psychological empowerment has not been studied previously as either an antecedent or outcome of proenvironmental behaviour. This is the first study to show that psychological empowerment moderates normative influences on climate-protective consumer behaviour. This research further reveals a novel behavioural reinforcement process, in which psychological empowerment intervenes as a behavioural outcome as well as an antecedent of climate-protective consumer behaviour. Findings contribute to the development of the VBN framework as well as to the consumer-empowerment perspective on proenvironmental behaviour.
36
Liu, Huining. "Consumer Behavior Prediction in the Big Data Era: a Comparison Analysis." BCP Business & Management 38 (March 2, 2023): 1055–60. http://dx.doi.org/10.54691/bcpbm.v38i.3826.
Full textAbstract:
Consumer behavior prediction is one of the critical factors that every business organization needs to understand to aware the market structure as well as purchase and sales pattern in a market kind of structure. To address this issue, the only measure can be undertaken is using the big data analytics. In this case, it makes the most preferred and suitable based on analysis of such complex data and can arrive at specific key findings in general. In this paper, different analysis approaches and scenarios will be compared. Based on the analysis, various variables can be used to undertake consumer behavior, i.e., psychological, social, cultural, personal, and economic factors. On this basis, the organizations can undertake. However, one limitation of big data is data manipulation, which makes some of the findings lack the needed objectivity in general. In this case, the analysis has a higher level of applicability and significance in current and future development in market analysis. These results shed light on guiding further exploration focusing on consumer behavior prediction.
37
SINGH, PUNITKUMAR. "The Feasibility of New 10 Min Delivery Comes with a Dark Reality of Social Loneliness: A Design-Led Consumer Tactics Approach." INTERNATIONAL JOURNAL OF SCIENTIFIC RESEARCH IN ENGINEERING AND MANAGEMENT 09, no. 06 (2025): 1–9. https://doi.org/10.55041/ijsrem50745.
Full textAbstract:
In recent years, ultra-fast delivery services—promising groceries and essentials within 10 minutes—have transformed urban consumption patterns. While their efficiency and convenience are often celebrated, this research explores the deeper implications of such rapid fulfilment systems through a design-led consumer tactics lens. It argues that beneath their operational elegance lies a social cost: rising loneliness, reduced community engagement, and psychological manipulation through interface design. By employing a mixed-methods approach—comprising consumer and delivery worker surveys, expert interviews, and case studies—the study reveals how the promise of instant convenience subtly alters human interaction, consumer behaviour, and local economies. This study investigates how ultra-fast delivery systems, while efficient, may lead to diminishing social engagement and psychological consequences driven by interface design strategies. Design strategies used in these platforms—such as countdown timers, scarcity cues, and gamified rewards—drive compulsive consumption and reinforce user dependence while isolating both consumers and gig workers. The study proposes that loneliness is not merely an unintended byproduct but a systemic outcome of this model, where frictionless design reframes human connection as inefficiency. Ultimately, it questions the ethics and sustainability of such digital convenience and calls for more human-centred, reflective alternatives. Keywords: 10-minute delivery, social loneliness, Q-commerce, behavioural design, consumer manipulation, gig economy, urban isolation
38
Prasad Pattnaik, Sambhurish. "Decoding the Influence of Consumer Reviews on E-Commerce Purchase Decisions: Insights into Online Shopping Behaviour." INTERANTIONAL JOURNAL OF SCIENTIFIC RESEARCH IN ENGINEERING AND MANAGEMENT 09, no. 04 (2025): 1–9. https://doi.org/10.55041/ijsrem43457.
Full textAbstract:
The rise in e-commerce activity has changed consumer purchasing habits, and consumer reviews form a critical part of decision-making. This study, "Decoding the Influence of Consumer Reviews on E-Commerce Purchase Decisions: Insights into Online Shopping Behaviour," considers the dynamic interaction between review features, psychological drivers, and demographic factors in determining consumer trust and decision-making behaviour. Data analysis from 104 survey participants reveals that review features such as star ratings, trusted purchase signals, and visual opinions significantly enhance credibility and have a strong influence on consumers to make informed purchasing decisions. Findings indicate that younger generations, such as Millennials and Generation Z, are more reliant on reviews, with trust signals such as "most helpful" badges and higher volumes of reviews acting as social proof enhancers. Conversely, consumer confidence crumbles in cases of suspected review manipulation or AI-generated reviews, demonstrating the fragile balance that platforms must maintain to ensure credibility is not compromised. This work fills essential gaps in the literature by examining shifting consumer expectations and the implications of new review functionality. The study concludes by outlining actionable recommendations for e-commerce platforms to streamline review systems, enhance authenticity, and develop long-term consumer loyalty in the high-stakes digital market. Keywords: E-Commerce, Consumer Reviews, Online Shopping Behaviour, Social Proof, Trust, AI-Generated Reviews, Consumer Decision-Making
39
Islam, Mohammad Shahidul, Fariba Azizzadeh, and Muhammad Ali. "Ethical deployment of cognitive biases in marketing a framework for responsible influence." Applied Psychology Research 3, no. 2 (2024): 1363. http://dx.doi.org/10.59400/apr.v3i2.1363.
Full textAbstract:
This paper examines the intersection of cognitive biases and ethical marketing practices, highlighting how psychological principles can influence consumer behavior within ethical boundaries. Cognitive biases such as scarcity bias, authority bias, the halo effect, and confirmation bias significantly shape consumer perceptions and decisions. However, their application in marketing raises complex ethical concerns, particularly regarding consumer autonomy and the potential for manipulation. This study proposes a conceptual framework that integrates ethical guidelines with marketing strategies that utilize cognitive biases. Through a comprehensive literature review and theoretical analysis, this paper outlines the implications of these biases in marketing, develops a set of ethical guidelines, and discusses the broader impacts on consumer trust and brand integrity. The findings give marketers practical insights for ethically harnessing cognitive biases, ensuring that marketing practices drive business success and maintain consumer respect and loyalty.
40
Davida, Zanda. "Chatbots by business vis-à-vis consumers: A new form of power and information asymmetry." SHS Web of Conferences 129 (2021): 05002. http://dx.doi.org/10.1051/shsconf/202112905002.
Full textAbstract:
Research background: The first notable early chatbots were created in the sixties, but the growing use of artificial intelligence (AI) has powered them significantly. Studies show that basically chatbots are created and used for purposes by government and business, mostly in consumer service and marketing. The new Proposal of the Artificial intelligence act aims to promote the uptake of AI and address the risks associated with certain uses of such technology. However, the act contains only minimum transparency obligation for some specific AL systems such as chatbots. Purpose of the article: In light of this issue, the article aims to discuss how existing European Union (EU) consumer law is equipped to deal with situations in which the use of chatbots can pose the risks of manipulation, aggressive commercial practices, intrusion into privacy, exploitation of a consumer’s vulnerabilities and algorithmic decision making based on biased or discriminatory results. Methods: The article will analyse the legal framework, compare guidance documents and countries’ experiences, study results of different consumer behavior researches and scientific articles. Findings & Value added: The article reveals several gaps in current EU consumer law and discusses the flaws of proposing legislation (particularly the Proposal for an Artificial intelligence act) regarding relations between business and consumers.
41
Nayab Farooq, Dr. Shazia Hashmat, and Ayisha Hashim. "<b>AI in Advertising: Ethical Risks, Consumer Protection, and Policy Implications</b>." Annual Methodological Archive Research Review 3, no. 6 (2025): 1–18. https://doi.org/10.63075/nb02bq32.
Full textAbstract:
By allowing highly targeted ads, tailored campaigns, and automated judgments, artificial intelligence (AI) is revolutionizing the advertising sector. These tools create major ethical questions even if efficiency increases output. They endanger trust, fairness, and consumer rights. The ethical problems in AI-driven advertising—including biased algorithms, manipulative strategies, privacy violations, lack of transparency, and hazards to consumer confidence—are examined in this study article under ethical perspective. AI systems can, for example, use personal data to affect consumer behavior in ways that blur the boundaries between persuasion and manipulation. Trained on faulty data, biased algorithms could ethically reject people or propagate prejudices. The article explores practical solutions to the ethical challenges raised by the use of artificial intelligence into advertising by combining academic study findings and regulatory agency guidelines. One of them is the development of ethical guidelines for the development of artificial intelligence (such as fairness and privacy concerns). By using thorough audit methods, biases can be discovered and transparency increased. The findings emphasize the significance of maintaining a balance between innovative thinking and accountability. Companies can build confidence and prevent harm by emphasizing ethical procedures. These principles include clarifying artificial intelligence-driven decisions, respecting user consent, and limiting data collection. According to the study's conclusions, long-term development in advertising driven by artificial intelligence depends on properly linking ethical duty with technological advancement. Unless these concerns are addressed, businesses run the risk of facing backlash from the public, legal challenges, and the loss of long-term consumer confidence. The ultimate objective is to ensure that the use of artificial intelligence in marketing does not violate the rights of consumers, in addition to maintaining fairness and respect for human dignity.
42
Melnichuk, Marina V., Marina A. Belogash, and Maria Pisonova. "Linguistic triggers as tools of managing consumer behavior." XLinguae 13, no. 4 (2020): 235–46. http://dx.doi.org/10.18355/xl.2020.13.04.17.
Full textAbstract:
The paper deals with the issue of manipulative effects of texts advertising financial products. From the interdisciplinary perspective, the authors take a system and complex approach to the phenomenon of manipulative communicative influence on consumers’ behavior. The paper studies the language means of all levels able to qualify for manipulative capacity in complex with linguapragmatic strategies and affect neurophysiological and neuropsychological processes. The authors’ findings provide evidence of the fact that language is a driving force and an instrument of modeling consumers’ decision-making.
43
Chen, Jiaoyang. "Behavioral Economics and Pricing Strategy Optimization in the Digital Age---A Case Study of Spotify." Advances in Economics, Management and Political Sciences 187, no. 1 (2025): 33–38. https://doi.org/10.54254/2754-1169/2025.bl23701.
Full textAbstract:
This study explores how behavioral economics principles can be effectively applied to optimize pricing strategies in the digital economy. It challenges the traditional assumption that consumers are always rational decision-makers and highlights how psychological tendencies such as the sunk cost effect, present bias, and loss aversion influence purchasing behavior. Taking Spotify as a representative case, the research shows how free trials, flexible subscription options, and promotional gifts can encourage users to convert to paid services and maintain long-term engagement. These strategies take advantage of consumers emotional responses, making them more likely to continue using the service after experiencing its benefits. While effective in boosting market performance and user loyalty, such strategies may also raise ethical concerns. If companies rely too heavily on psychological manipulation or fail to meet user expectations, it could result in consumer disappointment and a decline in brand trust. Therefore, the study emphasizes the importance of balancing commercial success with ethical responsibility. The research is limited by its focus on digital platforms, and future studies are encouraged to explore the impact of behavioral pricing in other sectors. Cultural and demographic factors should also be considered to better understand their role in shaping consumer responses.
44
Chugunska Djaleva, Dragica, and Nikifor Djalev. "The implications of advertising and social media on consumer awareness and behavior." International Journal of Economics, Management and Tourism 5, no. 1 (2025): 99–104. https://doi.org/10.46763/ijemt255199chdj.
Full textAbstract:
With the expansion of digital technologies, advertising strategies are evolving significantly on a daily basis, influencing consumer awareness and behavior by personalizing and making consumption experiences more interactive. The aim of this paper is to analyze the implications that advertising and social media have on consumer awareness and behavior. A comparison is made between traditional and modern methods and approaches to advertising, with a focus on emotional, cognitive, and behavioral influence. Influencers (prominent figures on social media), individualized advertising algorithms, and user-generated content tailored to consumer needs are highlighted as contemporary advertising tools. This research indicates that consumers—especially from younger age groups—often make impulsive purchases due to the constant exposure to social media content from various brands and influencers who frequently advertise brands through tailored content (setting trends), which is often considered manipulative rather than authentic and based on personal views regarding product quality. Although consumers have access to information before making purchases, due to limited product research and the ease of succumbing to persuasive ads, such opportunities are rarely used. This paper will offer recommendations for ethical advertising and help consumers better understand the purpose of digital advertising.
45
Bastos, Wilson. "Consumers gain equivalent levels of happiness from sharing about an experience and an object." European Journal of Marketing 54, no. 1 (2019): 49–78. http://dx.doi.org/10.1108/ejm-04-2018-0233.
Full textAbstract:
Purpose This paper aims to examine how conversing about experiences and objects affects consumer happiness. In contrast to previous research focusing on conversation frequency, this paper explores how each conversation instance influences happiness. Design/methodology/approach Four experiments use three different methodologies, namely, actual talking behavior (Study 1), recalled and mental framing interventions and measurement of the focal variables (Studies 2 and 3) and manipulation of purchase conversationality (Study 4). Findings Consumers derive equivalent levels of happiness from each material or experiential conversation they have. When the object is highly conversational (when it generates as much conversation as experiences do), it advances as much happiness as experiences. Research limitations/implications The findings inform precisely how the purchase conversationality model unfolds; clarify previous claims made in the literature; establish the direction of causal effect; and reveal a novel boundary condition of happiness superiority of experiences. Practical implications The findings inform marketing managers how to optimally allocate their world-of-mouth (WOM) resources to advance consumer happiness. Additionally, this work shows a mental framing strategy able to increase WOM for objects – i.e. a tool for the manager. Originality/value This is the first investigation to disentangle the frequency of conversation from each conversation’s ability to advance happiness. It is also the first to engage participants in an actual conversation and measure changes in their happiness, and therefore, conclusively establish the direction of the effect. Additionally, by manipulating purchase conversationality, this work demonstrates a new boundary condition associated with conversationality.
46
Chen, Lirong, Wenli Li, Hao Chen, and Shidao Geng. "Detection of Fake Reviews: Analysis of Sellers’ Manipulation Behavior." Sustainability 11, no. 17 (2019): 4802. http://dx.doi.org/10.3390/su11174802.
Full textAbstract:
Online reputation systems play an important role in reducing consumers’ purchase uncertainty in online shopping. However, some sellers manipulate reviews for their own interests, which reduces the effectiveness of the reputation system. Unlike the previous studies, which focus on features of reviews and reviewers, this study establishes a game model to analyze sellers’ manipulation behavior and identifies what kind of sellers or under what scenario sellers are motivated to manipulate reviews. Our study provides a new perspective for platform to detect fake reviews and helps consumers to make good use of online reviews without getting trapped in some sellers’ fraudulent manipulation.
47
Brunet, Richard, and André Cyr. "Effet du stress de la manipulation sur le comportement du Carouge à épaulettes (Agelaius phoeniceus)." Canadian Journal of Zoology 68, no. 6 (1990): 1168–73. http://dx.doi.org/10.1139/z90-173.
Full textAbstract:
We studied the behavioural effect of increasing the frequency of handling in Red-winged Blackbird (Agelaius phoeniceus), a species that is weight sensitive to captivity. Manipulations consisted in weighing groups of birds every 1, 3, 6, and 9 days, and measuring their food consumption, activity level, and behaviour. Results show that the more frequently the birds are manipulated, the less active they become, the less food they consume, and the more weight they lose. On the day of the manipulation, all birds reacted similarly, regardless of the frequency of manipulation for their group. They remained inactive for extended periods of time after being manipulated, probably because of the stress induced. The next day, they fed as much or more than the day before the manipulation. The longer the time interval between manipulations, the better their weight recovery. If stresses were at too close a time interval from one another, the birds constantly lost weight. Spacing manipulations, whatever they are, would be a reasonable solution to avoid the expression of disturbed behaviours and the loss of weight in captive wild birds used in behavioral studies.
48
Silva, Maria Procel, Ximena Granizo Espinoza, Sofia Godoy Ponce, and Sandra Jácome Tamayo. "The Impact of Neuromarketing From an Environmental Perspective: Strengths and Opportunities to Promote a Sustainable Society in the Modern Era." Journal of Lifestyle and SDGs Review 5, no. 2 (2025): e05021. https://doi.org/10.47172/2965-730x.sdgsreview.v5.n02.pe05021.
Full textAbstract:
Objective: Explore the role of neuromarketing in promoting sustainability by analyzing how consumers' emotional responses influence their purchase decisions for sustainable products, with a focus on understanding emotional motivations through theoretical frameworks. Method: Conducted a comprehensive literature review of recent academic studies examining neuromarketing in sustainability contexts, analyzing theoretical frameworks like Theory of Planned Behavior (TPB) and "Eco Emotion Set" (E2S) concept. Results and Discussion: Analysis revealed that positive emotions (joy, pride, optimism) significantly influence sustainable purchase decisions by connecting personal and environmental values. Identified opportunities include emotionally resonant messaging and personalized communication strategies, while acknowledging cultural variations in consumer behavior. Research Implications: Study highlights crucial ethical considerations in neuromarketing implementation, including risks of emotional manipulation and privacy concerns. Emphasizes need for specific regulations and international standards for transparent, ethical practice. Originality/Value: Provides comprehensive analysis of neuromarketing's role in promoting sustainability through emotional engagement, while addressing ethical implementation challenges and proposing regulatory frameworks for responsible practice.
49
Gray, Colin M., Jingle Chen, Shruthi Sai Chivukula, and Liyang Qu. "End User Accounts of Dark Patterns as Felt Manipulation." Proceedings of the ACM on Human-Computer Interaction 5, CSCW2 (2021): 1–25. http://dx.doi.org/10.1145/3479516.
Full textAbstract:
Manipulation defines many of our experiences as a consumer, including subtle nudges and overt advertising campaigns that seek to gain our attention and money. With the advent of digital services that can continuously optimize online experiences to favor stakeholder requirements, increasingly designers and developers make use of "dark patterns"-forms of manipulation that prey on human psychology-to encourage certain behaviors and discourage others in ways that present unequal value to the end user. In this paper, we provide an account of end user perceptions of manipulation that builds on and extends notions of dark patterns. We report on the results of a survey of users conducted in English and Mandarin Chinese (n=169), including follow-up interviews from nine survey respondents. We used a card sorting method to support thematic analysis of responses from each cultural context, identifying both qualitatively-supported insights to describe end users' felt experiences of manipulative products and a continuum of manipulation. We further support this analysis through a descriptive analysis of survey results and the presentation of examples from the interviews. We conclude with implications for future research, considerations for public policy, and guidance on how to further empower and give users autonomy in their experiences with digital services.
50
Sun, Rui, Jiajia Zuo, Xue Chen, and Qiuhua Zhu. "Falling into the trap: A study of the cognitive neural mechanisms of immediate rewards impact on consumer attitudes toward forwarding perk advertisements." PLOS ONE 19, no. 6 (2024): e0302023. http://dx.doi.org/10.1371/journal.pone.0302023.
Full textAbstract:
In the context of digital marketing, consumers often express aversion to perk advertisements yet find it challenging to resist the temptation and forward it, resulting in inconsistent attitudes and behaviors. This study, based on the Associative Propositional Evaluation model and the Confirmation Bias theory, utilizes event-related potential experiments to identify the interactive impacts of immediate rewards and information diagnosticity in advertisements on consumer attitude change in specific contexts. The research findings indicate that when rewards were present, information diagnosticity positively influences attitude change and the willingness to forward. However, when rewards were absent, the impact of information diagnosticity on attitude change and the willingness to forward is not significant, and neuroscientific evidence supports these findings. Theoretically, this study extends the research perspective on attitude change in online advertising contexts and broadens the application of the Associative Propositional Evaluation model in the field of consumer attitude change towards advertisements. In practice, this research holds significant guiding value for constraining platform manipulation of consumer cognitive behaviors, guiding the healthy development of platform economics, and promoting digital technology ethics.