Buying on Impulse in the Age of AI: Mechanisms, Evidence, and Moral Dilemmas

Through emotional targeting, real-time nudges, and hyper-personalization, artificial intelligence (AI) is changing consumer behavior, especially by increasing impulsive purchases. In order to encourage impulsive purchases, this paper investigates how AI-driven systems use behavioral data and psychological triggers like scarcity and emotional reactivity. We identify important mechanisms, such as dynamic pricing, sentiment analysis, and conversational agents, by drawing on empirical research and marketing theory. Although AI increases the effectiveness of marketing, it also brings up ethical issues regarding consumer autonomy, justice, and transparency. In order to maximize the timing of recommendations and increase the possibility of impulsive purchases, AI systems not only personalize content but also identify users’ emotional states. These technologies frequently function without consumers’ knowledge, making it difficult to distinguish between beneficial personalization and deceptive design. The study encourages policymakers and marketers to strike a balance between ethical responsibility and innovation. We conclude by suggesting future research directions focused on long-term consumer welfare and responsible AI design.

کلیدواژه ها:

Artificial intelligence ، impulsive buying ، consumer trust ، marketing strategies ، ethical considerations