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What to recommend is when to recommend: Modeling multi-granularity repurchase cycles 什么时候推荐什么:建模多粒度的回购周期
IF 6.3 3区 管理学 Q1 BUSINESS Pub Date : 2026-01-21 DOI: 10.1016/j.elerap.2026.101574
Yin Tang , Zezheng Li , Xiaotong Ye , Xiaotong Luo , Yonghui Chen , Xing Qiu
State-of-the-art sequential recommenders excel at predicting what a user will buy next, yet often fail to predict when. This is due to a flawed assumption: that repurchase intervals follow a single, simple pattern. We empirically demonstrate that the distribution of repeated-purchase intervals (DRPI) is, in fact, a complex mixture: typically a dominant power-law trend overlaid with multiple periodic spikes at weekly, monthly, and other granularities. We formalize this as the Principle of Multi-Granularity Repurchase Cycles. Ignoring this multi-modal reality introduces systematic timing bias, especially for frequently repurchased items. In view of this principle, we propose MgRIA, a novel recommendation paradigm that explicitly models these cycles. MgRIA uses a multi-granularity timestamp embedding to disentangle coexisting periodicities and a distribution-aware scoring mechanism to predict repurchase likelihood over time. Across three real-world datasets (Equity, Tafeng, and Taobao), MgRIA outperforms strong neural baselines such as BERT4Rec, TiSASRec, RepeatNet and DPGN by up to 0.9 absolute points in Recall@K and 0.14 points in Time-MRR@10, with average gains of 0.66 Recall@K and 0.14 Time-MRR@10 on the public Tafeng and Taobao benchmarks. The model also provides interpretability by revealing the specific repurchase cycles driving its predictions. By operationalizing our discovered principle, MgRIA bridges the gap between predicting what and when, while we also discuss practical limitations regarding dataset recency, domain transferability and computational overhead in real-time deployments.
最先进的顺序推荐擅长预测用户接下来会购买什么,但往往无法预测何时购买。这是由于一个有缺陷的假设:回购间隔遵循单一、简单的模式。我们的经验表明,重复购买间隔(DRPI)的分布实际上是一个复杂的混合体:通常是一个占主导地位的幂律趋势,上面覆盖着每周、每月和其他粒度的多个周期性峰值。我们将其形式化为多粒度回购周期原理。忽略这种多模态的现实会引入系统的时间偏差,特别是对于频繁回购的物品。鉴于这一原则,我们提出了MgRIA,这是一种明确建模这些周期的新型推荐范例。MgRIA使用多粒度时间戳嵌入来解开共存的周期性,并使用分布感知评分机制来预测随着时间推移的回购可能性。在三个真实世界的数据集(股票、塔峰和淘宝)中,MgRIA在Recall@K和Time-MRR@10上的表现比BERT4Rec、TiSASRec、RepeatNet和DPGN等强神经基线高出0.9个绝对点和0.14个绝对点,在公共塔峰和淘宝基准上的平均收益分别为0.66 Recall@K和0.14 Time-MRR@10。该模型还通过揭示驱动其预测的特定回购周期,提供了可解释性。通过操作我们发现的原理,MgRIA在预测什么和何时之间架起了桥梁,同时我们还讨论了实时部署中有关数据集近时性、领域可转移性和计算开销的实际限制。
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引用次数: 0
ROQuA: A RAG-based opinion question-answering framework for e-commerce reviews ROQuA:一个基于rag的电子商务评论意见问答框架
IF 6.3 3区 管理学 Q1 BUSINESS Pub Date : 2026-01-19 DOI: 10.1016/j.elerap.2026.101576
Shengkai Zhou , Jiangtao Qiu , Ling Lin , Siyu Wang , Yun Xu
With the rapid development of large language models, retrieval-augmented generation (RAG) has become one of the most representative techniques to enhance the ability of LLMs on generating text contents based on retrieved information. However, applying RAG to opinion question–answering (QA) poses two key challenges: (1) retrieving reviews that are relevant to the question and (2) generating opinion summaries without hallucination. In this study, we propose ROQuA, an RAG-based framework designed to address these challenges in opinion QA. The framework incorporates several techniques, including review enrichment, question rewriting, and a three-stage prompting strategy, to improve the performance of ROQuA. We conduct experiments on three datasets—JD, Douyin, and Yelp—containing 182 k, 250 k, and 6 k reviews, respectively. Results demonstrate that ROQuA outperforms state-of-the-art models in opinion QA tasks. In particular, ROQuA achieves a 0.6-point improvement over the second-best model on LSBE, a metric introduced in this study for evaluating opinion QA. In addition, we provide an in-depth analysis of hallucination in RAG-based opinion QA and show that careful review selection and prompt engineering substantially reduce hallucinated content.
随着大型语言模型的快速发展,检索增强生成(retrieval-augmented generation, RAG)技术已成为增强法学硕士基于检索信息生成文本内容能力的最具代表性的技术之一。然而,将RAG应用于意见问答(QA)面临两个关键挑战:(1)检索与问题相关的评论;(2)无幻觉地生成意见摘要。在本研究中,我们提出了ROQuA,一个基于rag的框架,旨在解决意见QA中的这些挑战。该框架结合了多种技术,包括复习充实、问题重写和三阶段提示策略,以提高ROQuA的性能。我们在三个数据集上进行了实验——京东、抖音和yelp,分别包含182万条、250万条和6万条评论。结果表明,ROQuA在意见QA任务中优于最先进的模型。特别是,ROQuA在LSBE上比第二好的模型提高了0.6点,LSBE是本研究中用于评估意见QA的度量。此外,我们对基于rag的意见QA中的幻觉进行了深入分析,并表明仔细的审查选择和及时的工程设计大大减少了幻觉内容。
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引用次数: 0
Key decision criteria for integrating non-fungible tokens (NFTs) into e-commerce platforms 将不可替代代币(nft)集成到电子商务平台的关键决策标准
IF 6.3 3区 管理学 Q1 BUSINESS Pub Date : 2026-01-15 DOI: 10.1016/j.elerap.2026.101575
Pei-Hsuan Tsai , Silvana Trimi , Jia-Wei Tang
This paper develops a comprehensive multi-criteria decision-making (MCDM) framework to evaluate the integration of non-fungible tokens (NFTs) into e-commerce platforms. Grounded in Saaty’s Benefits, Opportunities, Costs, and Risks (BOCR) model, the framework systematically captures both favorable and unfavorable decision dimensions. The Decision-Making Trial and Evaluation Laboratory (DEMATEL) method models causal relationships among the four BOCR dimensions and sixteen evaluation criteria, while the DEMATEL-based Analytic Network Process (DANP) derives their relative weights. Empirical data were obtained through an expert-validated questionnaire completed by 365 e-commerce professionals in Taiwan. DEMATEL results reveal that Cost, Risk, and Opportunity function as causal drivers, whereas Benefit operates as a reactive outcome. However, DANP analysis shows that Benefit holds the highest global weight among the four dimensions, underscoring its centrality in platform-level decision priorities. At the criteria level, Electronic Word of Mouth, System Quality, Data Protection, and Profit-Sharing Mechanisms emerge as most influential. By formalizing the evaluation of interdependent criteria across strategic dimensions, this dual-method framework advances NFT adoption research and offers a replicable, BOCR-based model anchored in platform decision-making. Theoretically, this study contributes by extending BOCR-based evaluation into the emerging context of NFT-enabled commerce and by demonstrating how DEMATEL and DANP can jointly capture causal influence and interdependence among platform-level decision criteria. Practically, the findings provide e-commerce operators with an evidence-based tool for prioritizing system reliability, data protection, incentive mechanisms, and electronic word-of-mouth strategies when designing NFT-augmented services. The proposed framework is also adaptable to broader Web3 innovations, offering firms a structured approach to assessing and comparing token-based business models under conditions of uncertainty.
本文开发了一个全面的多标准决策(MCDM)框架来评估不可替代代币(nft)与电子商务平台的整合。该框架以Saaty的利益、机会、成本和风险(BOCR)模型为基础,系统地捕获了有利和不利的决策维度。决策试验与评价实验室(DEMATEL)方法建立了四个BOCR维度和16个评价标准之间的因果关系模型,而基于DEMATEL的分析网络过程(DANP)则推导了它们的相对权重。本研究以365位台湾电商专业人士为对象,以专家验证问卷的方式取得实证资料。DEMATEL结果显示,成本、风险和机会是因果驱动因素,而收益是反应性结果。然而,DANP分析显示,在四个维度中,Benefit拥有最高的全局权重,强调了它在平台级决策优先级中的中心地位。在标准层面,电子口碑、系统质量、数据保护和利润分享机制是最具影响力的。通过形式化跨战略维度的相互依赖标准评估,这种双方法框架推进了NFT采用研究,并提供了一个可复制的、基于bocr的模型,该模型锚定在平台决策中。从理论上讲,本研究的贡献在于将基于bocr的评估扩展到新兴的nft支持的商业环境中,并展示了DEMATEL和DANP如何共同捕捉平台级决策标准之间的因果影响和相互依赖性。实际上,研究结果为电子商务运营商提供了一个基于证据的工具,用于在设计nft增强服务时优先考虑系统可靠性、数据保护、激励机制和电子口碑策略。提议的框架也适用于更广泛的Web3创新,为公司提供了一种结构化的方法来评估和比较不确定条件下基于代币的商业模式。
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引用次数: 0
A reinforcement learning-driven framework for the Q-commerce multi-product unit scheduling problem Q-commerce多产品单元调度问题的强化学习驱动框架
IF 6.3 3区 管理学 Q1 BUSINESS Pub Date : 2026-01-01 DOI: 10.1016/j.elerap.2025.101571
Weijian Zhang , Min Kong , Weimin Tan , Yingxin Song , Amir M. Fathollahi-Fard
With the rapid emergence of Quick commerce (Q-commerce), e-commerce fulfillment systems are shifting from hour-level to minute-level responsiveness. However, this ultra-fast delivery mode introduces complex operational challenges such as multi-warehouse coordination, multi-stage processing, and high-frequency, small-batch order scheduling. To address these challenges, this study formulates and formally defines the Q-commerce multi-product unit scheduling problem with transportation and setup times, which systematically characterizes the outbound scheduling process under multi-resource collaboration. Given the problem’s strong NP-hard nature, a double Q-Learning-based variable neighborhood search (DQL-VNS) algorithm is developed. This algorithm integrates reinforcement learning with metaheuristic optimization to adaptively select neighborhood operators and adjust perturbation intensity, thereby enabling intelligent self-learning within complex search spaces. Extensive computational experiments show that DQL-VNS effectively reduces makespan and total tardiness. In large-scale instances, it achieves over a 10% reduction in average order delay compared with benchmark algorithms. Moreover, the results reveal that the multi-product unit decomposition strategy significantly enhances outbound efficiency and reduces tardiness. In terms of system configuration, the multi-warehouse-few-station mode outperforms the few-warehouse-multi-station mode by achieving better workload balance and greater fulfillment responsiveness. Additionally, due-date flexibility has a substantial impact on scheduling performance, emphasizing its critical role in maintaining customer satisfaction and delivery reliability. Overall, this study presents a novel modeling perspective and an intelligent optimization framework for outbound scheduling and resource coordination in Q-commerce, providing both theoretical and practical insights for developing responsive and sustainable instant retail logistics systems.
随着快速商务(Q-commerce)的迅速兴起,电子商务履行系统的响应能力正在从小时级向分钟级转变。然而,这种超快速的交付模式带来了复杂的操作挑战,如多仓库协调、多阶段处理和高频、小批量订单调度。为了解决这些问题,本研究提出并正式定义了Q-commerce包含运输和设置时间的多产品单元调度问题,系统地描述了多资源协作下的出库调度过程。针对该问题的强NP-hard特性,提出了一种基于双q学习的变量邻域搜索(DQL-VNS)算法。该算法将强化学习与元启发式优化相结合,自适应地选择邻域算子并调整扰动强度,从而在复杂搜索空间内实现智能自学习。大量的计算实验表明,DQL-VNS有效地降低了完工时间和总延误时间。在大规模实例中,与基准算法相比,它的平均订单延迟减少了10%以上。结果表明,多产品单元分解策略显著提高了出库效率,减少了延误。在系统配置方面,通过实现更好的工作负载平衡和更高的执行响应能力,多仓库-少工作站模式优于少仓库-多工作站模式。此外,截止日期灵活性对调度性能有重大影响,强调其在维持客户满意度和交付可靠性方面的关键作用。总体而言,本研究为Q-commerce的出库调度和资源协调提供了一个全新的建模视角和智能优化框架,为开发响应性和可持续性的即时零售物流系统提供了理论和实践见解。
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引用次数: 0
Forgiveness catalyst or risk amplifier? The impact of AI customer service anthropomorphism on consumers’ forgiveness willingness 宽恕催化剂还是风险放大器?人工智能客服拟人化对消费者宽恕意愿的影响
IF 6.3 3区 管理学 Q1 BUSINESS Pub Date : 2026-01-01 DOI: 10.1016/j.elerap.2026.101572
Huawei Liu , Xiqing Han , Sihong Li , Xiyang Zhao , Min Zhang
In the business domain, AI customer service has become increasingly prevalent, yet service failures remain inevitable. A key challenge lies in mitigating the negative emotions that arise from such failures. Given that anthropomorphism significantly shapes consumer–AI interactions, it is essential to examine its influence on service failure outcomes and consumers’ willingness to forgive. This study investigates the degree of anthropomorphism in AI customer service as the independent variable, consumers’ forgiveness willingness toward companies as the dependent variable, and aversion to AI service failures as the mediating variable. Additionally, task criticality and relational norms are introduced as moderating variables. A research model is developed and tested through one pilot and three formal scenario-based experiments, followed by data analysis using SPSS. The results reveal four key findings: (1) In service failure contexts, a higher degree of anthropomorphism in AI customer service positively influences consumers’ willingness to forgive. (2) Aversion to AI mediates the relationship between anthropomorphism and forgiveness; specifically, higher anthropomorphism leads to lower aversion and, consequently, greater forgiveness. (3) Task criticality moderates this effect: under high task criticality, anthropomorphic AI increases forgiveness even in the face of failure, whereas under low task criticality, anthropomorphism has no significant effect on forgiveness. (4) Relational norms also moderate the effect. In public relationships (e.g., long-term or communal exchanges), higher anthropomorphism enhances forgiveness. However, in exchange-based relationships, anthropomorphism does not alleviate negative emotions or promote forgiveness. These findings offer theoretical insights and practical implications for the anthropomorphic design of AI systems and for managing customer relationships in AI-mediated service contexts.
在商业领域,人工智能客户服务变得越来越普遍,但服务失败仍然不可避免。一个关键的挑战在于减轻这些失败带来的负面情绪。鉴于拟人化极大地塑造了消费者与人工智能的互动,有必要研究其对服务失败结果和消费者原谅意愿的影响。本研究以人工智能客户服务中的拟人化程度为自变量,消费者对企业的宽恕意愿为因变量,对人工智能服务失败的厌恶为中介变量。此外,还引入了任务关键性和关系规范作为调节变量。通过一个试点和三个正式的基于场景的实验,开发和测试了一个研究模型,然后使用SPSS进行数据分析。研究结果揭示了四个主要发现:(1)在服务失败情境下,人工智能客户服务中更高程度的拟人化对消费者的原谅意愿有积极影响。(2)对人工智能的厌恶在拟人化与宽恕的关系中起中介作用;具体来说,更高的拟人化导致更低的厌恶,因此,更大的宽恕。(3)任务临界性调节了这一效应:在高任务临界性条件下,拟人化人工智能即使面对失败也能提高宽恕,而在低任务临界性条件下,拟人化人工智能对宽恕没有显著影响。(4)关系规范也有调节作用。在公共关系中(例如,长期或公共交流),更高的拟人化提高了宽恕。然而,在以交换为基础的关系中,拟人化并不能缓解负面情绪或促进宽恕。这些发现为人工智能系统的拟人化设计以及在人工智能介导的服务环境中管理客户关系提供了理论见解和实践意义。
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引用次数: 0
Integrating customer preferences into operational decision-making for prioritizing emerging technologies in last-mile delivery 将客户偏好整合到运营决策中,以优先考虑最后一英里交付中的新兴技术
IF 6.3 3区 管理学 Q1 BUSINESS Pub Date : 2026-01-01 DOI: 10.1016/j.elerap.2026.101573
Ahmet Çalık , Esra Boz , Sinan Çizmecioğlu , Erfan Babaee Tirkolaee
The rapid expansion of e-commerce has positioned last-mile delivery as the most critical and resource-intensive stage of modern supply chains. Firms must balance multiple and often conflicting objectives: reducing costs, minimizing environmental impacts, and meeting growing customer expectations for speed, reliability, and personalization. While previous research has focused on operational efficiency and routing optimization, limited attention has been given to frameworks that integrate customer preferences with technology-enabled decision-making. This study develops a hybrid decision support model by extending the classical Simple Weight Calculation (SIWEC) method with grey numbers (G-SIWEC), capable of handling uncertainty in subjective judgments to generate robust criterion weights. These weights are incorporated into a multi-objective optimization model, solved using the Weighted Sum Scalarization Method (WSSM), to minimize delivery costs and emissions while maximizing service quality. The model explicitly considers emerging delivery technologies, including drone, Autonomous Vehicle (AV), and bicycle (e-bike), to explore innovative, sustainable, and customer-centric delivery strategies. Findings highlight technology-specific patterns: drone and bicycle excel in lightweight, eco-friendly deliveries, AV dominates mid-range logistics, and conventional truck remains indispensable for heavy loads. By linking customer preferences to technology-driven operational decisions, this work provides practical insights for managers and policymakers seeking to design efficient, sustainable, and innovative last-mile delivery systems for e-commerce. These implications should be interpreted within the context of the numerical experiment conducted in this study.
电子商务的快速发展使最后一英里配送成为现代供应链中最关键、资源最密集的阶段。公司必须平衡多个经常相互冲突的目标:降低成本,最小化环境影响,满足客户对速度、可靠性和个性化日益增长的期望。虽然之前的研究主要集中在运营效率和路线优化上,但对将客户偏好与技术支持决策相结合的框架的关注有限。本研究通过扩展经典的灰色数简单权重计算(G-SIWEC)方法,开发了一种混合决策支持模型,能够处理主观判断中的不确定性,生成鲁棒的准则权重。这些权重被纳入到一个多目标优化模型中,使用加权和标量化方法(WSSM)求解,以最小化交付成本和排放,同时最大化服务质量。该模型明确考虑了新兴的配送技术,包括无人机、自动驾驶汽车(AV)和自行车(e-bike),以探索创新、可持续和以客户为中心的配送策略。研究结果强调了技术特定模式:无人机和自行车在轻型环保配送方面表现出色,无人驾驶汽车主导中程物流,而传统卡车在重载运输方面仍然不可或缺。通过将客户偏好与技术驱动的运营决策联系起来,这项工作为寻求为电子商务设计高效、可持续和创新的最后一英里交付系统的管理人员和政策制定者提供了实用的见解。这些含义应该在本研究中进行的数值实验的背景下解释。
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引用次数: 0
A scalable framework for ranking integration in large-scale online reviews: Integrating clustering and multi-attribute decision-making 大规模在线评论排名集成的可扩展框架:集成聚类和多属性决策
IF 6.3 3区 管理学 Q1 BUSINESS Pub Date : 2025-12-27 DOI: 10.1016/j.elerap.2025.101570
Mengchun Ma , Bin Yu , Zeshui Xu
The proliferation of online reviews has transformed consumer decision-making in the hospitality industry, yet information overload remains a critical challenge. This study proposes a novel hotel ranking framework that integrates cluster analysis with Multi-Attribute Decision-Making (MADM) methods to address the issue of preference differences in large-scale user rating data. By leveraging the X-means algorithm, large-scale user evaluations are partitioned into clusters with homogeneous preferences, enabling efficient intra-cluster ranking via the TOPSIS method. A hybrid weighting mechanism, combining group size and information entropy, ensures balanced aggregation of rankings across clusters. The proposed dominance-non-dominance degree metric synthesizes global preferences, offering a robust solution for ranking 16 five-star hotels in London. Comparative analyses with traditional MADM methods demonstrate superior consistency (Kendall’s τ=0.983, Spearman’s ρ=0.997) and stability across diverse datasets. This framework not only streamlines decision-making for travelers but also provides actionable insights for hoteliers to refine service quality and market positioning.
在线评论的激增改变了酒店业消费者的决策,但信息过载仍然是一个严峻的挑战。本研究提出了一种新的酒店排名框架,将聚类分析与多属性决策(MADM)方法相结合,以解决大规模用户评级数据中的偏好差异问题。通过利用x均值算法,大规模用户评价被划分为具有同质偏好的聚类,通过TOPSIS方法实现高效的聚类内排名。混合加权机制,结合组大小和信息熵,确保跨集群的排名均衡聚集。所提出的主导-非主导度度量综合了全球偏好,为伦敦16家五星级酒店的排名提供了一个强大的解决方案。与传统的MADM方法比较分析表明,在不同的数据集上,Kendall 's τ=0.983, Spearman 's ρ=0.997)具有更好的一致性和稳定性。这个框架不仅简化了旅行者的决策,还为酒店经营者提供了可操作的见解,以改善服务质量和市场定位。
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引用次数: 0
Direct or agency? Manufacturer encroachment under platform’s data-driven marketing 直接还是代理?平台数据驱动营销下的厂商蚕食
IF 6.3 3区 管理学 Q1 BUSINESS Pub Date : 2025-12-05 DOI: 10.1016/j.elerap.2025.101567
Renji Duan , Zhenzhong Guan , Xinlan Ye , Jianbiao Ren
The development of e-commerce has enabled manufacturers to wholesale products to retail platforms, which then resell them to consumers. However, manufacturers may enter the end market by either establishing an independent official retail store (direct encroachment) or selling directly to consumers on the platform (agency encroachment). In response to the competitive pressure caused by such encroachment, the platform is motivated to invest in data-driven marketing (DDM) to enhance consumer purchasing utility. To this end, we analyse the interaction between the manufacturer’s encroachment strategy and the platform’s DDM decision using a game-theoretic model. The key results are as follows. First, the manufacturer prefers direct encroachment when the commission rate is high and selling cost is low, and agency encroachment when the commission rate is low. The decision depends on two opposing effects: the competition and expansion effects. Second, DDM is not always effective in deterring encroachment. Under certain conditions, DDM may instead induce the manufacturer to introduce a direct channel. Third, as the commission rate increases, the equilibrium outcome may evolve from “DDM + no encroachment” to “no DDM + agency encroachment”, and then back to “DDM + no encroachment”. Interestingly, during these transitions, the manufacturer’s (platform’s) profit increases (decreases) abruptly. Finally, we further explore six extensions and validate the robustness of our main conclusions.
电子商务的发展使制造商能够将产品批发给零售平台,然后再转售给消费者。然而,制造商进入终端市场的方式可能是建立独立的官方零售店(直接侵占),也可能是在平台上直接向消费者销售(代理侵占)。为了应对这种侵蚀带来的竞争压力,平台有动机投资数据驱动营销(DDM),以提高消费者的购买效用。为此,我们利用博弈论模型分析了制造商的入侵策略与平台的DDM决策之间的相互作用。主要结果如下。首先,在佣金率高、销售成本低的情况下,制造商倾向于直接侵占,而在佣金率低的情况下,制造商倾向于代理侵占。这一决定取决于两种相反的效应:竞争效应和扩张效应。其次,DDM在阻止入侵方面并不总是有效。在某些条件下,DDM可能会促使制造商引入直接渠道。第三,随着佣金率的增加,均衡结果可能会从“DDM +无侵犯”演变为“无DDM +代理侵犯”,再回到“DDM +无侵犯”。有趣的是,在这些转变过程中,制造商(平台)的利润会突然增加(减少)。最后,我们进一步探讨了六个扩展,并验证了我们主要结论的鲁棒性。
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引用次数: 0
From clicks to context: A heterogeneous graph framework for diagnosing consumer shopping goals and personalizing retail strategy 从点击到上下文:用于诊断消费者购物目标和个性化零售策略的异构图形框架
IF 6.3 3区 管理学 Q1 BUSINESS Pub Date : 2025-11-01 DOI: 10.1016/j.elerap.2025.101557
Yongjie Yan , Hui Xie
In modern e-commerce, recommender systems are vital for personalization. However, many systems exhibit “contextual blindness,” failing to distinguish between fundamental user motivations like established brand affinity and exploratory category-seeking. This limitation leads to suboptimal recommendations and missed revenue opportunities. To address this gap, we propose the Heterogeneous Graph Context-Aware Recommender (HGCAR). The framework constructs a multi-relational graph of users, items, brands, and categories. It employs a hierarchical attention mechanism to not only predict user choices but also to diagnose the underlying drivers by quantifying the influence of each context (e.g., brand vs. category) for each user. The resulting user-specific attention weights (β) function as managerially interpretable diagnostics. This allows practitioners to segment users based on their primary purchasing drivers (e.g., “Brand Loyalists” vs. “Category Explorers”), enabling the deployment of highly targeted marketing campaigns. The proposed framework is evaluated on large-scale Amazon datasets. Results show that HGCAR achieves significant improvements in recommendation accuracy over state-of-the-art baselines. Furthermore, an illustrative simulation suggests that segmenting users with our diagnostic weights has the potential for substantial increases in marketing campaign Return on Investment (ROI). This work bridges the gap between predictive accuracy and managerial actionability, transforming recommendation engines from black-box predictors into strategic decision tools for personalized marketing and inventory optimization.
在现代电子商务中,推荐系统是实现个性化的关键。然而,许多系统表现出“上下文盲目性”,无法区分基本的用户动机,如建立品牌亲和力和探索性类别寻找。这种限制导致了次优推荐和错失收入机会。为了解决这一差距,我们提出了异构图上下文感知推荐器(HGCAR)。该框架构建了用户、项目、品牌和类别的多关系图。它采用了一种分层注意机制,不仅可以预测用户的选择,还可以通过量化每个用户的每个上下文(例如,品牌与类别)的影响来诊断潜在的驱动因素。由此产生的用户特定关注权重(β)作为管理上可解释的诊断。这允许从业者根据用户的主要购买驱动因素(例如,“品牌忠诚者”与“品类探索者”)对用户进行细分,从而实现高度针对性的营销活动的部署。在大规模的Amazon数据集上对该框架进行了评估。结果表明,与最先进的基线相比,HGCAR在推荐精度方面取得了显着提高。此外,一个说明性模拟表明,用我们的诊断权重对用户进行细分,有可能大幅提高营销活动的投资回报率(ROI)。这项工作弥合了预测准确性和管理可操作性之间的差距,将推荐引擎从黑箱预测器转变为个性化营销和库存优化的战略决策工具。
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引用次数: 0
Consumer purchase intention during brand crisis: A study on intangible cultural heritage brands in the context of e-commerce live streaming 品牌危机下的消费者购买意愿:电商直播背景下的非遗品牌研究
IF 6.3 3区 管理学 Q1 BUSINESS Pub Date : 2025-11-01 DOI: 10.1016/j.elerap.2025.101560
Wei Zhang, Hao Ran, Yuan Gong, Xiaohui Zhou
Live-stream commerce—marked by real-time interactivity, immersive visuals, and embedded social cues—has become mainstream. While it expands exposure, its speed and reach can also amplify negative sentiment, posing acute risks for intangible cultural heritage (ICH) brands that bear commercial and cultural responsibilities. Using the Stimulus–Organism–Response framework, we examine how live-shopping experience and brand-crisis perception shape purchase intention via parallel mediators: brand trust (cognitive) and ICH-preservation awareness (affective). Focusing on Pien Tze Huang—an ICH-listed, time-honoured Chinese brand—we triangulate literature review, field investigation, and a survey (N = 432). Structural-equation modelling with multiple mediation yields three findings. (i) Engaging live-shopping elevates professional trust and deepens cultural identification, jointly increasing purchase intention. (ii) Crisis perception erodes trust yet heightens awareness of cultural scarcity; under certain conditions the latter dominates, paradoxically raising purchase intention. (iii) Trust and ICH-preservation awareness transmit these influences in parallel, underscoring intertwined cognition and emotion. Managerially, ICH brands should pair interactive, evidence-first livestreams with transparent, multi-platform communication; explain pricing while demonstrating craft and provenance; and ensure compliant, traceable supply chains that reconcile commercial logic with heritage stewardship. These conclusions are analytical generalisations from a high-salience ICH setting; portability depends on heritage depth and verifiable transparency. Future research should adopt longitudinal or cross-case designs across ICH categories and cultural contexts, incorporating behavioural traces to test boundary conditions and strengthen external validity.
以实时交互性、身临其境的视觉效果和嵌入的社交线索为标志的直播商业已经成为主流。在扩大曝光率的同时,它的速度和影响范围也会放大负面情绪,给承担商业和文化责任的非物质文化遗产(ICH)品牌带来严重风险。采用刺激-机体-反应框架,我们考察了现场购物体验和品牌危机感知如何通过平行中介:品牌信任(认知)和文化遗产保护意识(情感)来塑造购买意愿。我们以片仔癀这一在香港上市、历史悠久的中国品牌为研究对象,采用文献综述、实地调查和问卷调查三种方法(N = 432)。具有多重中介的结构方程建模产生了三个发现。(1)参与现场购物提升了专业信任,加深了文化认同,共同提高了购买意愿。(ii)危机感侵蚀了信任,但又增强了文化稀缺意识;在一定条件下,后者占主导地位,矛盾地提高了购买意愿。(iii)信任和文化遗产保护意识并行传递这些影响,强调认知和情感相互交织。在管理上,ICH品牌应该将互动的、证据优先的直播与透明的、多平台的传播相结合;在展示工艺和产地的同时解释价格;并确保兼容的、可追溯的供应链,使商业逻辑与遗产管理相协调。这些结论是来自一个高度突出的非物质文化遗产环境的分析性概括;可移植性取决于遗产的深度和可验证的透明性。未来的研究应采用跨非物质文化遗产类别和文化背景的纵向或跨案例设计,结合行为痕迹来测试边界条件并加强外部有效性。
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Electronic Commerce Research and Applications
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