As AI hype continues to grow, organizations face pressure to broadcast or downplay purported AI initiatives - even when contrary to truth. This paper introduces AI-washing as overstating (deceptive boasting) or understating (deceptive denial) a company's real AI usage. A 2x2 experiment (N = 401) examines how these false claims affect consumer attitudes and purchase intentions. Results reveal a pronounced asymmetry: deceptive denial evokes more negative moral judgments than honest negation, while deceptive boasting has no effects. We show that perceived betrayal mediates these outcomes. By clarifying how AI-washing erodes trust, the study highlights clear ethical implications for policymakers, marketers, and researchers striving for transparency.

Goal-oriented script planning, or the ability to devise coherent sequences of actions toward specific goals, is commonly employed by humans to plan for typical activities. In e-commerce, customers increasingly seek LLM-based assistants to generate scripts and recommend products at each step, thereby facilitating convenient and efficient shopping experiences. However, this capability remains underexplored due to several challenges, including the inability of LLMs to simultaneously conduct script planning and product retrieval, difficulties in matching products caused by semantic discrepancies between planned actions and search queries, and a lack of methods and benchmark data for evaluation. In this paper, we step forward by formally defining the task of E-commerce Script Planning (EcomScript) as three sequential subtasks. We propose a novel framework that enables the scalable generation of product-enriched scripts by associating products with each step based on the semantic similarity between the actions and their purchase intentions. By applying our framework to real-world e-commerce data, we construct the very first large-scale EcomScript dataset, EcomScriptBench, which includes 605,229 scripts sourced from 2.4 million products. Human annotations are then conducted to provide gold labels for a sampled subset, forming an evaluation benchmark. Extensive experiments reveal that current (L)LMs face significant challenges with EcomScript tasks, even after fine-tuning, while injecting product purchase intentions improves their performance.

Accurately predicting customers' purchase intentions is critical to the success of a business strategy. Current researches mainly focus on analyzing the specific types of products that customers are likely to purchase in the future, little attention has been paid to the critical factor of whether customers will engage in repurchase behavior. Predicting whether a customer will make the next purchase is a classic time series forecasting task. However, in real-world purchasing behavior, customer groups typically exhibit imbalance - i.e., there are a large number of occasional buyers and a small number of loyal customers. This head-to-tail distribution makes traditional time series forecasting methods face certain limitations when dealing with such problems. To address the above challenges, this paper proposes a unified Clustering and Attention mechanism GRU model (CAGRU) that leverages multi-modal data for customer purchase intention prediction. The framework first performs customer profiling with respect to the customer characteristics and clusters the customers to delineate the different customer clusters that contain similar features. Then, the time series features of different customer clusters are extracted by GRU neural network and an attention mechanism is introduced to capture the significance of sequence locations. Furthermore, to mitigate the head-to-tail distribution of customer segments, we train the model separately for each customer segment, to adapt and capture more accurately the differences in behavioral characteristics between different customer segments, as well as the similar characteristics of the customers within the same customer segment. We constructed four datasets and conducted extensive experiments to demonstrate the superiority of the proposed CAGRU approach.

E-commerce click-stream data and product catalogs offer critical user behavior insights and product knowledge. This paper propose a multi-modal transformer termed as PINCER, that leverages the above data sources to transform initial user queries into pseudo-product representations. By tapping into these external data sources, our model can infer users' potential purchase intent from their limited queries and capture query relevant product features. We demonstrate our model's superior performance over state-of-the-art alternatives on e-commerce online retrieval in both controlled and real-world experiments. Our ablation studies confirm that the proposed transformer architecture and integrated learning strategies enable the mining of key data sources to infer purchase intent, extract product features, and enhance the transformation pipeline from queries to more accurate pseudo-product representations.

User willingness is a crucial element in the sales talk process that affects the achievement of the salesperson's or sales system's objectives. Despite the importance of user willingness, to the best of our knowledge, no previous study has addressed the development of automated sales talk dialogue systems that explicitly consider user willingness. A major barrier is the lack of sales talk datasets with reliable user willingness data. Thus, in this study, we developed a user willingness-aware sales talk collection by leveraging the ecological validity concept, which is discussed in the field of human-computer interaction. Our approach focused on three types of user willingness essential in real sales interactions. We created a dialogue environment that closely resembles real-world scenarios to elicit natural user willingness, with participants evaluating their willingness at the utterance level from multiple perspectives. We analyzed the collected data to gain insights into practical user willingness-aware sales talk strategies. In addition, as a practical application of the constructed dataset, we developed and evaluated a sales dialogue system aimed at enhancing the user's intent to purchase.

This paper proposes a zero-shot speech emotion recognition (SER) method that estimates emotions not previously defined in the SER model training. Conventional methods are limited to recognizing emotions defined by a single word. Moreover, we have the motivation to recognize unknown bipolar emotions such as ``I want to buy - I do not want to buy.'' In order to allow the model to define classes using sentences freely and to estimate unknown bipolar emotions, our proposed method expands upon the contrastive language-audio pre-training (CLAP) framework by introducing multi-class and multi-task settings. We also focus on purchase intention as a bipolar emotion and investigate the model's performance to zero-shot estimate it. This study is the first attempt to estimate purchase intention from speech directly. Experiments confirm that the results of zero-shot estimation by the proposed method are at the same level as those of the model trained by supervised learning.

Improving user experience and providing personalized search results in E-commerce platforms heavily rely on understanding purchase intention. However, existing methods for acquiring large-scale intentions bank on distilling large language models with human annotation for verification. Such an approach tends to generate product-centric intentions, overlook valuable visual information from product images, and incurs high costs for scalability. To address these issues, we introduce MIND, a multimodal framework that allows Large Vision-Language Models (LVLMs) to infer purchase intentions from multimodal product metadata and prioritize human-centric ones. Using Amazon Review data, we apply MIND and create a multimodal intention knowledge base, which contains 1,264,441 million intentions derived from 126,142 co-buy shopping records across 107,215 products. Extensive human evaluations demonstrate the high plausibility and typicality of our obtained intentions and validate the effectiveness of our distillation framework and filtering mechanism. Additional experiments reveal that our obtained intentions significantly enhance large language models in two intention comprehension tasks.

Enhancing Language Models' (LMs) ability to understand purchase intentions in E-commerce scenarios is crucial for their effective assistance in various downstream tasks. However, previous approaches that distill intentions from LMs often fail to generate meaningful and human-centric intentions applicable in real-world E-commerce contexts. This raises concerns about the true comprehension and utilization of purchase intentions by LMs. In this paper, we present IntentionQA, a double-task multiple-choice question answering benchmark to evaluate LMs' comprehension of purchase intentions in E-commerce. Specifically, LMs are tasked to infer intentions based on purchased products and utilize them to predict additional purchases. IntentionQA consists of 4,360 carefully curated problems across three difficulty levels, constructed using an automated pipeline to ensure scalability on large E-commerce platforms. Human evaluations demonstrate the high quality and low false-negative rate of our benchmark. Extensive experiments across 19 language models show that they still struggle with certain scenarios, such as understanding products and intentions accurately, jointly reasoning with products and intentions, and more, in which they fall far behind human performances. Our code and data are publicly available at https://github.com/HKUST-KnowComp/IntentionQA.

Organic search comprises a large portion of the total traffic for e-commerce companies. One approach to expand company's exposure on organic search channel lies on creating landing pages having broader coverage on customer intentions. In this paper, we present a transformer language model based organic channel page management system aiming at increasing prominence of the company's overall clicks on the channel. Our system successfully handles the creation and deployment process of millions of new landing pages. We show and discuss the real-world performances of state-of-the-art language representation learning method, and reveal how we find them as the production-optimal solutions.

Research being carried out by a research team around Professor Ohbyung Kwon at Kyung Hee University and Dr Christine (Eunyoung) Sung at Jake Jabs College of Business and Entrepreneurship, Montana State University, involves examining consumers' evaluations of fashion products designed using generative adversarial networks (GANs), an Artificial Intelligence (AI) technology. They analyse consumers' buying behaviour and offer practical advice for businesses that are considering using GANs to develop products for the retail fashion market. Artificial Intelligence (AI) technology is changing the retail landscape. Generative AI is being used to produce creative outputs; tasks that have traditionally been considered exclusive to humans. In particular, generative adversarial networks (GANs), an Artificial Intelligence technology, powerful machine learning models that can generate realistic images, videos, and voice outputs, are successfully performing creative tasks previously considered unique to humans.