{"id":"https://openalex.org/W4416970592","doi":"https://doi.org/10.4324/9781003740063-29","title":"From scroll to sale: A comprehensive review of the behavioral impact of social media advertising on consumers","display_name":"From scroll to sale: A comprehensive review of the behavioral impact of social media advertising on consumers","publication_year":2025,"publication_date":"2025-12-03","ids":{"openalex":"https://openalex.org/W4416970592","doi":"https://doi.org/10.4324/9781003740063-29"},"language":"en","primary_location":{"id":"doi:10.4324/9781003740063-29","doi":"https://doi.org/10.4324/9781003740063-29","is_oa":false,"landing_page_url":"https://doi.org/10.4324/9781003740063-29","pdf_url":null,"source":{"id":"https://openalex.org/S4306463855","display_name":"Routledge eBooks","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/P4310319847","host_organization_name":"Routledge","host_organization_lineage":["https://openalex.org/P4310319847","https://openalex.org/P4310320547"],"host_organization_lineage_names":["Routledge","Taylor & Francis"],"type":"ebook platform"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Artificial Intelligence and New Age Technology","raw_type":"book-chapter"},"volume":{"id":"https://openalex.org/W4416970607","display_name":"Artificial Intelligence and New Age Technology"},"type":"book-chapter","is_traditional":true,"indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5050202711","display_name":"Hemant Kothari","orcid":"https://orcid.org/0000-0001-9771-0575","observed_orcids":["https://orcid.org/0000-0001-9771-0575"]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Hemant Kothari","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"middle","author":{"id":null,"display_name":"Apurva Jain","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Apurva Jain","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"middle","author":{"id":"https://openalex.org/A5102170051","display_name":"Shloka Agarwal","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Shloka Agarwal","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"middle","author":{"id":"https://openalex.org/A5120582991","display_name":"Kirti Mangal","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Kirti Mangal","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"middle","author":{"id":null,"display_name":"Ankita Pathak","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Ankita Pathak","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"last","author":{"id":"https://openalex.org/A5036863661","display_name":"Divya Hiran","orcid":"https://orcid.org/0009-0003-9360-9412","observed_orcids":["https://orcid.org/0009-0003-9360-9412"]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Divya Hiran","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":0,"citation_normalized_percentile":{"value":0.0,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":null,"biblio":{"volume":null,"issue":null,"first_page":"259","last_page":"266"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10609","display_name":"Digital Marketing and Social Media","score":0.9990000128746033,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10609","display_name":"Digital Marketing and Social Media","score":0.9990000128746033,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13355","display_name":"Marketing and Advertising Strategies","score":0.0006000000284984708,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T14244","display_name":"Consumer Behavior and Marketing Influence","score":0.00019999999494757503,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/social-media-advertising","display_name":"social media advertising","score":1.0},{"id":"https://openalex.org/keywords/consumer-behavior","display_name":"consumer behavior","score":0.9990000128746033},{"id":"https://openalex.org/keywords/emotional-responses","display_name":"emotional responses","score":0.75},{"id":"https://openalex.org/keywords/purchase-decision","display_name":"purchase decision","score":0.8830000162124634},{"id":"https://openalex.org/keywords/brand-loyalty","display_name":"brand loyalty","score":0.9959999918937683},{"id":"https://openalex.org/keywords/elaboration-likelihood-model","display_name":"elaboration likelihood model","score":0.9580000042915344},{"id":"https://openalex.org/keywords/theory-of-planned-behavior","display_name":"theory of planned behavior","score":0.9990000128746033},{"id":"https://openalex.org/keywords/technology-acceptance-model","display_name":"technology acceptance model","score":0.9990000128746033},{"id":"https://openalex.org/keywords/digital-fatigue","display_name":"digital fatigue","score":0.5879999995231628},{"id":"https://openalex.org/keywords/privacy","display_name":"privacy","score":0.4749999940395355},{"id":"https://openalex.org/keywords/advertising-ethics","display_name":"advertising ethics","score":0.6060000061988831},{"id":"https://openalex.org/keywords/responsible-advertising","display_name":"responsible advertising","score":0.7419999837875366},{"id":"https://openalex.org/keywords/consumer-trust","display_name":"consumer trust","score":0.7480000257492065}],"concepts":[{"id":"https://openalex.org/C518677369","wikidata":"https://www.wikidata.org/wiki/Q202833","display_name":"Social media","level":2,"score":0.6414999961853027},{"id":"https://openalex.org/C112698675","wikidata":"https://www.wikidata.org/wiki/Q37038","display_name":"Advertising","level":1,"score":0.6022999882698059},{"id":"https://openalex.org/C23213687","wikidata":"https://www.wikidata.org/wiki/Q301468","display_name":"Consumer behaviour","level":2,"score":0.4867999851703644},{"id":"https://openalex.org/C2776967331","wikidata":"https://www.wikidata.org/wiki/Q1132131","display_name":"Loyalty","level":2,"score":0.46709999442100525},{"id":"https://openalex.org/C74196892","wikidata":"https://www.wikidata.org/wiki/Q7781188","display_name":"Thematic analysis","level":3,"score":0.4643999934196472},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.40400001406669617},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.396699994802475},{"id":"https://openalex.org/C2781324535","wikidata":"https://www.wikidata.org/wiki/Q720106","display_name":"Scroll","level":2,"score":0.3919000029563904},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.36660000681877136},{"id":"https://openalex.org/C2780144342","wikidata":"https://www.wikidata.org/wiki/Q1900653","display_name":"Brand loyalty","level":2,"score":0.36320000886917114},{"id":"https://openalex.org/C17632256","wikidata":"https://www.wikidata.org/wiki/Q1076968","display_name":"Digital media","level":2,"score":0.35089999437332153},{"id":"https://openalex.org/C39549134","wikidata":"https://www.wikidata.org/wiki/Q133080","display_name":"Public relations","level":1,"score":0.3456999957561493},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.3425000011920929},{"id":"https://openalex.org/C156325361","wikidata":"https://www.wikidata.org/wiki/Q1152864","display_name":"Grounded theory","level":3,"score":0.2881999909877777},{"id":"https://openalex.org/C169900460","wikidata":"https://www.wikidata.org/wiki/Q2200417","display_name":"Cognition","level":2,"score":0.28700000047683716},{"id":"https://openalex.org/C26517878","wikidata":"https://www.wikidata.org/wiki/Q228039","display_name":"Key (lock)","level":2,"score":0.2840000092983246},{"id":"https://openalex.org/C2780402292","wikidata":"https://www.wikidata.org/wiki/Q282853","display_name":"Elaboration likelihood model","level":3,"score":0.2768999934196472},{"id":"https://openalex.org/C67469775","wikidata":"https://www.wikidata.org/wiki/Q304922","display_name":"Social dynamics","level":2,"score":0.26980000734329224},{"id":"https://openalex.org/C12718992","wikidata":"https://www.wikidata.org/wiki/Q4686766","display_name":"Advertising research","level":2,"score":0.2644999921321869},{"id":"https://openalex.org/C131158328","wikidata":"https://www.wikidata.org/wiki/Q1307337","display_name":"Social influence","level":2,"score":0.258899986743927},{"id":"https://openalex.org/C18762648","wikidata":"https://www.wikidata.org/wiki/Q42213","display_name":"Work (physics)","level":2,"score":0.2574999928474426},{"id":"https://openalex.org/C2985889538","wikidata":"https://www.wikidata.org/wiki/Q267114","display_name":"Social media marketing","level":3,"score":0.2572999894618988},{"id":"https://openalex.org/C145912823","wikidata":"https://www.wikidata.org/wiki/Q113558","display_name":"Dynamics (music)","level":2,"score":0.25220000743865967}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.4324/9781003740063-29","doi":"https://doi.org/10.4324/9781003740063-29","is_oa":false,"landing_page_url":"https://doi.org/10.4324/9781003740063-29","pdf_url":null,"source":{"id":"https://openalex.org/S4306463855","display_name":"Routledge eBooks","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/P4310319847","host_organization_name":"Routledge","host_organization_lineage":["https://openalex.org/P4310319847","https://openalex.org/P4310320547"],"host_organization_lineage_names":["Routledge","Taylor & Francis"],"type":"ebook platform"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Artificial Intelligence and New Age Technology","raw_type":"book-chapter"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":0,"referenced_works":[],"related_works":["https://openalex.org/W4392345153","https://openalex.org/W4409214538","https://openalex.org/W4403356773","https://openalex.org/W4416025796","https://openalex.org/W7148452348","https://openalex.org/W4411520464","https://openalex.org/W7220311187","https://openalex.org/W7216942722","https://openalex.org/W7117983681","https://openalex.org/W7220834560"],"abstract_inverted_index":{"The":[0,109],"rapid":[1],"evolution":[2],"of":[3,50,81,121,145,206,216],"social":[4,103,218],"media":[5,25,219],"platforms":[6],"has":[7],"transformed":[8],"advertising":[9,26],"from":[10,67],"a":[11,30,78,189,213],"static,":[12],"one-way":[13],"communication":[14],"channel":[15],"into":[16],"an":[17,47],"interactive,":[18],"personalized,":[19],"and":[20,43,60,74,95,105,124,147,153,161,172,177,183,195],"algorithmically":[21],"driven":[22],"experience.":[23],"Social":[24],"(SMA)":[27],"now":[28],"plays":[29],"pivotal":[31],"role":[32],"in":[33],"shaping":[34],"consumer":[35,181,223],"behavior,":[36],"influencing":[37],"attention,":[38],"emotional":[39,98],"engagement,":[40,97,104],"purchase":[41,100],"intentions,":[42],"brand":[44,106],"loyalty.":[45],"Despite":[46],"expanding":[48],"body":[49],"literature,":[51],"existing":[52],"research":[53,137,198],"remains":[54],"fragmented":[55],"across":[56],"platforms,":[57],"theoretical":[58,114],"models,":[59,143],"behavioral":[61,83,92,204],"outcomes.":[62],"This":[63,209],"review":[64,110],"synthesizes":[65],"findings":[66],"72":[68],"peer-reviewed":[69],"studies":[70],"published":[71],"between":[72],"2012":[73],"2024":[75],"to":[76,179,199,212,226],"provide":[77],"comprehensive":[79],"understanding":[80,215],"SMA\u2019s":[82],"impact":[84],"on":[85,141,165],"consumers.":[86],"Thematic":[87],"analysis":[88],"reveals":[89],"five":[90],"key":[91],"domains:":[93],"attention":[94],"cognitive":[96],"response,":[99],"decision-making,":[101],"peer-driven":[102],"loyalty":[107],"formation.":[108],"also":[111],"identifies":[112],"dominant":[113],"frameworks\u2014including":[115],"the":[116,129,168,202,221],"Elaboration":[117],"Likelihood":[118],"Model,":[119],"Theory":[120],"Planned":[122],"Behavior,":[123],"Technology":[125],"Acceptance":[126],"Model\u2014while":[127],"highlighting":[128],"need":[130],"for":[131,175,191],"more":[132],"integrative,":[133],"context-sensitive":[134],"approaches.":[135],"Critical":[136],"gaps":[138],"include":[139],"overreliance":[140],"legacy":[142],"lack":[144],"cross-platform":[146],"longitudinal":[148],"studies,":[149],"limited":[150],"demographic":[151],"diversity,":[152],"underexplored":[154],"ethical":[155],"dimensions":[156],"such":[157],"as":[158],"privacy,":[159],"manipulation,":[160],"digital":[162,207],"fatigue.":[163],"Drawing":[164],"this":[166],"synthesis,":[167],"paper":[169],"offers":[170],"strategic":[171],"policy-oriented":[173],"recommendations":[174],"marketers":[176],"regulators":[178],"foster":[180],"trust":[182],"responsible":[184],"advertising.":[185,208],"It":[186],"concludes":[187],"with":[188],"call":[190],"interdisciplinary,":[192],"globally":[193],"inclusive,":[194],"ethically":[196],"grounded":[197],"better":[200],"navigate":[201],"complex":[203],"dynamics":[205],"work":[210],"contributes":[211],"deeper":[214],"how":[217],"shapes":[220],"modern":[222],"journey\u2014from":[224],"scroll":[225],"sale.":[227]},"counts_by_year":[],"updated_date":"2026-10-10T09:11:00.788812","created_date":"2025-12-04T00:00:00"}