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The Manner Is the Matter: How the Chatbot Communication Style and Consumers' Regulatory Focus Shape Purchase Intention

https://doi.org/10.1002/cb.2505
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What this work says

Outgoing claims: the papers this work cites, builds on, or argues with.

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Chatbots in retail: How do they affect the continued use and purchase intentions of Chinese consumers?
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Gucci versus Old Navy: Interplay of Brand Personality and Regulatory Focus in Advertising Persuasion
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Digital buying behavior: The role of regulatory fit and self‐construal in online luxury goods purchase intentions
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Robots should be seen and not heard…sometimes: Anthropomorphism and AI service robot interactions
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The influence of anthropomorphic cues in retailing: The moderating effect of the vice versus virtue products
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Chatbot or human? The impact of online customer service on consumers' purchase intentions
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Eliza in the uncanny valley: anthropomorphizing consumer robots increases their perceived warmth but decreases liking
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Learning from the Dark Web: leveraging conversational agents in the era of hyper-privacy to enhance marketing
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Technology-enabled interactions in digital environments:a conceptual foundation for current and future research
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Understanding anthropomorphism in service provision: a meta-analysis of physical robots, chatbots, and other AI
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AI-based chatbots in customer service and their effects on user compliance
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Anthropomorphism of computers: Is it mindful or mindless?
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Humanizing chatbots: The effects of visual, identity and conversational cues on humanness perceptions
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Chatbot advertising effectiveness: When does the message get through?
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AI-powered chatbot communication with customers: Dialogic interactions, satisfaction, engagement, and customer behavior
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Consumer Brand Engagement in Social Media: Conceptualization, Scale Development and Validation
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Connecting with and Converting Shoppers into Customers: Investigating the Role of Regulatory Fit in the Online Customer's Decision-making Process
inferredcites →https://doi.org/10.1016/j.intmar.2020.04.001openalex-snapshot
Transforming the Customer Experience through New Technologies
inferredcites →https://doi.org/10.1016/j.jbusres.2012.02.004openalex-snapshot
Regulatory fit effects of gender and marketing message content
inferredcites →https://doi.org/10.1016/j.jbusres.2017.03.008openalex-snapshot
“Service Encounter 2.0”: An investigation into the roles of technology, employees and customers
inferredcites →https://doi.org/10.1016/j.jbusres.2020.12.051openalex-snapshot
Enhancing chatbot effectiveness: The role of anthropomorphic conversational styles and time orientation
inferredcites →https://doi.org/10.1016/j.jbusres.2021.03.005openalex-snapshot
How may I help you? Driving brand engagement through the warmth of an initial chatbot message
inferredcites →https://doi.org/10.1016/j.jbusres.2022.02.047openalex-snapshot
Human likeness and attachment effect on the perceived interactivity of AI speakers
inferredcites →https://doi.org/10.1016/j.jbusres.2022.08.012openalex-snapshot
Interacting with Chatbots: Message type and consumers' control
inferredcites →https://doi.org/10.1016/j.jbusres.2022.113412openalex-snapshot
It’s a Match! The effects of chatbot anthropomorphization and chatbot gender on consumer behavior
inferredcites →https://doi.org/10.1016/j.jbusres.2023.114039openalex-snapshot
Ai robo-advisor anthropomorphism: The impact of anthropomorphic appeals and regulatory focus on investment behaviors
inferredcites →https://doi.org/10.1016/j.jbusres.2023.114127openalex-snapshot
Inducing consumers’ self-disclosure through the fit between Chatbot’s interaction styles and regulatory focus
inferredcites →https://doi.org/10.1016/j.jbusres.2024.114566openalex-snapshot
Empathic voice assistants: Enhancing consumer responses in voice commerce
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The mind in the machine: Anthropomorphism increases trust in an autonomous vehicle
inferredcites →https://doi.org/10.1016/j.jesp.2019.103882openalex-snapshot
Messaging organizational change: How regulatory fit relates to openness to change through fairness perceptions
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The Perfect Fit: The Moderating Role of Selling Cues on Hedonic and Utilitarian Product Types
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Modelling consumer responses to an apparel store brand: Store image as a risk reducer
inferredcites →https://doi.org/10.1016/j.jretconser.2016.01.006openalex-snapshot
The interacting effect of virtual agents’ gender and dressing style on attractiveness and subsequent consumer online behavior
inferredcites →https://doi.org/10.1016/j.jretconser.2022.103209openalex-snapshot
Chatbots in e-commerce: The effect of chatbot language style on customers’ continuance usage intention and attitude toward brand
inferredcites →https://doi.org/10.1016/j.jretconser.2023.103368openalex-snapshot
Emotion and trust in virtual service assistant design for effective service recovery
inferredcites →https://doi.org/10.1016/j.jretconser.2023.103447openalex-snapshot
It is not merely a chat: Transforming chatbot affordances into dual identification and loyalty
inferredcites →https://doi.org/10.1016/j.tele.2019.101265openalex-snapshot
Effect of tangibilization cues on consumer purchase intention in the social media context: Regulatory focus perspective and the moderating role of perceived trust
inferredcites →https://doi.org/10.1016/s0065-2601(08)60381-0openalex-snapshot
Promotion and Prevention: Regulatory Focus as A Motivational Principle
inferredcites →https://doi.org/10.1037//0003-066x.52.12.1280openalex-snapshot
Beyond pleasure and pain.
inferredcites →https://doi.org/10.1037//0003-066x.55.1.68openalex-snapshot
Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being.
inferredcites →https://doi.org/10.1037//0003-066x.55.11.1217openalex-snapshot
Making a good decision: Value from fit.
inferredcites →https://doi.org/10.1037/0022-3514.84.6.1140openalex-snapshot
Transfer of value from fit.
inferredcites →https://doi.org/10.1037/0022-3514.86.3.388openalex-snapshot
Regulatory Fit and Persuasion: Transfer From "Feeling Right."
inferredcites →https://doi.org/10.1037/0033-295x.114.4.864openalex-snapshot
On seeing human: A three-factor theory of anthropomorphism.
inferredcites →https://doi.org/10.1037/xge0000033openalex-snapshot
Algorithm Aversion: People Erroneously Avoid Algorithms after Seeing Them Err
inferredcites →https://doi.org/10.1080/00913367.2021.1940393openalex-snapshot
Unintended Consequences of Warmth Appeals: An Extension of the Compensation Effect between Warmth and Competence to Advertising
inferredcites →https://doi.org/10.1080/00913367.2022.2043795openalex-snapshot
Chatbot Advertising As a Double-Edged Sword: The Roles of Regulatory Focus and Privacy Concerns
inferredcites →https://doi.org/10.1080/0144929x.2020.1743362openalex-snapshot
Trust me, if you can: a study on the factors that influence consumers’ purchase intention triggered by chatbots based on brain image evidence and self-reported assessments
inferredcites →https://doi.org/10.1080/0267257x.2016.1233132openalex-snapshot
The Internet of Things and interaction style: the effect of smart interaction on brand attachment
inferredcites →https://doi.org/10.1080/03637751.2017.1352100openalex-snapshot
Partial, conditional, and moderated moderated mediation: Quantification, inference, and interpretation
inferredcites →https://doi.org/10.1080/10447318.2015.1033912openalex-snapshot
Communicating Art, Virtually! Psychological Effects of Technological Affordances in a Virtual Museum
inferredcites →https://doi.org/10.1080/10447318.2023.2232213openalex-snapshot
A Study on the Regulatory Fit Effects of Influencer Types and Message Types
inferredcites →https://doi.org/10.1080/15252019.2019.1651681openalex-snapshot
Consumers’ Privacy Concern and Privacy Protection on Social Network Sites in the Era of Big Data: Empirical Evidence from College Students
inferredcites →https://doi.org/10.1086/209405openalex-snapshot
A Meta-Analysis of Cronbach's Coefficient Alpha
inferredcites →https://doi.org/10.1086/321946openalex-snapshot
“I” Seek Pleasures and “We” Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion
inferredcites →https://doi.org/10.1086/380285openalex-snapshot
Ideals and Oughts and the Reliance on Affect versus Substance in Persuasion
inferredcites →https://doi.org/10.1086/504141openalex-snapshot
Regulatory Focus and Efficacy of Health Messages
inferredcites →https://doi.org/10.1086/605591openalex-snapshot
Value from Regulatory Construal Fit: The Persuasive Impact of Fit between Consumer Goals and Message Concreteness
inferredcites →https://doi.org/10.1086/653044openalex-snapshot
Motivational Compatibility and Choice Conflict
inferredcites →https://doi.org/10.1089/cyber.2009.0292openalex-snapshot
The Influence of Regulatory Fit and Interactivity on Brand Satisfaction and Trust in E-Health Marketing Inside 3D Virtual Worlds ( Second Life )
inferredcites →https://doi.org/10.1093/jcr/ucw062openalex-snapshot
Smile Big or Not? Effects of Smile Intensity on Perceptions of Warmth and Competence
inferredcites →https://doi.org/10.1093/jcr/ucy012openalex-snapshot
Money Helps When Money Feels: Money Anthropomorphism Increases Charitable Giving
inferredcites →https://doi.org/10.1093/jcr/ucz013openalex-snapshot
Resistance to Medical Artificial Intelligence
inferredcites →https://doi.org/10.1108/08876040910946369openalex-snapshot
Effect of service provider's communication style on customer satisfaction in professional services setting: the moderating role of criticality and service nature
inferredcites →https://doi.org/10.1108/ijrdm-08-2020-0312openalex-snapshot
Usability and responsiveness of artificial intelligence chatbot on online customer experience in e-retailing
inferredcites →https://doi.org/10.1108/ijrdm-12-2019-0406openalex-snapshot
Millennials' attitude toward chatbots: an experimental study in a social relationship perspective
inferredcites →https://doi.org/10.1108/jcm-05-2020-3843openalex-snapshot
To forgive or retaliate? How regulatory fit affects emotional reactions and repurchase decisions following product failures
inferredcites →https://doi.org/10.1108/josm-10-2020-0380openalex-snapshot
Trust me, I'm a bot – repercussions of chatbot disclosure in different service frontline settings
inferredcites →https://doi.org/10.1111/j.1467-9280.2008.02102.xopenalex-snapshot
Making Message Recipients “Feel Right”
inferredcites →https://doi.org/10.1145/1067860.1067867openalex-snapshot
Establishing and maintaining long-term human-computer relationships
inferredcites →https://doi.org/10.1145/3196709.3196735openalex-snapshot
Evaluating and Informing the Design of Chatbots
inferredcites →https://doi.org/10.1145/3295750openalex-snapshot
Proceedings of the 2019 Conference on Human Information Interaction and Retrieval
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Blame the Bot: Anthropomorphism and Anger in Customer–Chatbot Interactions
inferredcites →https://doi.org/10.1177/0022242921996646openalex-snapshot
An Emerging Theory of Avatar Marketing
inferredcites →https://doi.org/10.1177/1094670511411703openalex-snapshot
Customer Engagement
inferredcites →https://doi.org/10.1177/10949968231156530openalex-snapshot
Will Social Distancing in Service Encounters Affect Consumers’ Value Perception During the COVID-19 Pandemic? The Role of Servicescape, Self-Efficacy, and Technological Intervention
inferredcites →https://doi.org/10.12720/joams.3.4.307-311openalex-snapshot
Effects of Social Network Marketing (SNM) on Consumer Purchase Behavior through Customer Engagement
inferredcites →https://doi.org/10.1287/mksc.2019.1192openalex-snapshot
Frontiers: Machines vs. Humans: The Impact of Artificial Intelligence Chatbot Disclosure on Customer Purchases
inferredcites →https://doi.org/10.1509/jim.17.0129openalex-snapshot
Differential Effects of Customers’ Regulatory Fit on Trust, Perceived Value, and M-Commerce Use among Developing and Developed Countries
inferredcites →https://doi.org/10.1509/jmkr.43.1.1openalex-snapshot
How Regulatory Fit Affects Value in Consumer Choices and Opinions
inferredcites →https://doi.org/10.1509/jmkr.47.5.967openalex-snapshot
An Assessment of Chronic Regulatory Focus Measures
inferredcites →https://doi.org/10.24251/hicss.2021.227openalex-snapshot
CHATBOTS, CONVERSATIONAL INTERFACES, AND THE STEREOTYPE CONTENT MODEL
inferredcites →https://doi.org/10.2753/joa0091-3367390203openalex-snapshot
The Moderating Influence of Consumers' Temporal Orientation on the Framing of Societal Needs and Corporate Responses in Cause-Related Marketing Campaigns
inferredcites →https://doi.org/10.2753/mtp1069-6679180206openalex-snapshot
The Effect of Message's Regulatory Focus and Product Type on Persuasion
inferredcites →https://doi.org/10.3390/mti2030060openalex-snapshot
Perceptions on Authenticity in Chat Bots
inferredcites →https://doi.org/10.4324/9780203481295-14openalex-snapshot
A behavioral decision theory perspective on hedonic and utilitarian choice
inferredcites →https://doi.org/10.4324/9781315187280-7openalex-snapshot
A model of (often mixed) stereotype content

What points at this work

Incoming claims: where this work appears in other papers’ reference lists and arguments.

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Chatbots in Airlines: Are They Really Assisting?
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Master-Servant-Partner interaction styles with artificial intelligence chatbots and perceived value co-creation
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“Looks human, communicates warmly”: the impact of chatbots' anthropomorphic design cues on users' intention to adopt health information
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The Role of AI Chatbots in Facilitating Online Harm: A Systematic Review
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Dialogic Agent Theory for AI: A Polyphonic Framework for Branding AI Agents in Business Communication
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When AI Says It Is Not Sure: AI Uncertainty Expression, Trust, and Purchase Hesitation in Online Health Product Recommendation
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