IJCOPE Journal

UGC Logo DOI / ISO Logo

International Journal of Creative and Open Research in Engineering and Management

A Peer-Reviewed, Open-Access International Journal Supporting Multidisciplinary Research, Digital Publishing Standards, DOI Registration, and Academic Indexing.
Journal Information
ISSN: 3108-1754 (Online)
Crossref DOI: Available
ISO Certification: 9001:2015
Publication Fee: 599/- INR
Compliance: UGC Journal Norms
License: CC BY 4.0
Peer Review: Double Blind
Volume 02, Issue 8

Published on: August 2026

FROM TRIAL TO COMMERCIAL VALUE: A CUSTOMER-VALUE ARCHITECTURE FOR AI-ENABLED RETAIL AND SERVICE TECHNOLOGIES

Ashoka K. G. Shilpa Bhat N. H. Mahendra H. R. Karthik Naik

Alva's College, Karnataka, India

Article Status

Plagiarism Passed Peer Reviewed Open Access

Available Documents

Abstract

Retailers and service firms use scan-and-go systems, autonomous stores, conversational agents, voice assistants, service robots and AI-supported recommendations at different points in the customer journey. Research explains many drivers of technology acceptance, but commercial value also depends on what happens after the first trial. This conceptual paper integrates seminal work on technology acceptance, innovation diffusion, expectation-confirmation, perceived value, habit, customer satisfaction and willingness to pay with recent retail and service research published from 2023 to 2025. The synthesis develops a five-stage customer-value architecture covering adoption readiness, assisted trial, value confirmation, routine formation and commercial conversion. Recent evidence strengthens four parts of the architecture. Familiarity can shape acceptance and disclosure in AI-mediated product search; automation, personalisation, efficiency and precision can improve engagement with service robots; empathy can support social presence and satisfaction but may weaken the experience under time pressure; and customer responses differ according to the level and location of in-store automation. The framework also identifies feedback through service recovery, social proof and cumulative satisfaction. Its main contribution is the separation of technology acceptance, usage value and payment value. A customer may accept and repeatedly use an AI-enabled service without choosing a paid option when familiar alternatives remain available or the value difference is unclear. The paper provides a source-based structure for commerce and service managers to assess AI-enabled customer journeys without treating intention as a commercial outcome.

How to Cite this Paper

G., A. K., H., S. B. N., R., M. H. & Naik, K. (2026). From Trial to Commercial Value: A Customer-Value Architecture for AI-Enabled Retail and Service Technologies. International Journal of Creative and Open Research in Engineering and Management, <i>02</i>(8), 1-9. https://doi.org/10.55041/ijcope.v2i8.013

G., Ashoka, et al.. "From Trial to Commercial Value: A Customer-Value Architecture for AI-Enabled Retail and Service Technologies." International Journal of Creative and Open Research in Engineering and Management, vol. 02, no. 8, 2026, pp. 1-9. doi:https://doi.org/10.55041/ijcope.v2i8.013.

G., Ashoka,Shilpa H.,Mahendra R., and Karthik Naik. "From Trial to Commercial Value: A Customer-Value Architecture for AI-Enabled Retail and Service Technologies." International Journal of Creative and Open Research in Engineering and Management 02, no. 8 (2026): 1-9. https://doi.org/https://doi.org/10.55041/ijcope.v2i8.013.

Search & Index

References

Ameen, N., Tarhini, A., Reppel, A., & Anand, A. (2021). Customer experiences in the age of artificial intelligence. Computers in Human Behavior, 114, 106548. https://doi.org/10.1016/j.chb.2020.106548

Arce-Urriza, M., Chocarro, R., Cortiñas, M., & Marcos-Matás, G. (2025). From familiarity to acceptance: The impact of generative artificial intelligence on consumer adoption of retail chatbots. Journal of Retailing and Consumer Services, 84, 104234. https://doi.org/10.1016/j.jretconser.2025.104234

Benoit, S., Altrichter, B., Grewal, D., & Ahlbom, C.-P. (2024). Autonomous stores: How levels of in-store automation affect store patronage. Journal of Retailing, 100(2), 217-238. https://doi.org/10.1016/j.jretai.2023.12.003

Bhattacherjee, A. (2001). Understanding information systems continuance: An expectation-confirmation model. MIS Quarterly, 25(3), 351-370. https://doi.org/10.2307/3250921

Chen, C., Tian, A. D., & Jiang, R. (2024). When post hoc explanation knocks: Consumer responses to explainable AI recommendations. Journal of Interactive Marketing, 59(3), 234-250. https://doi.org/10.1177/10949968231200221

Chong, T., Yu, T., Keeling, D. I., & de Ruyter, K. (2021). AI-chatbots on the services frontline addressing the challenges and opportunities of agency. Journal of Retailing and Consumer Services, 63, 102735. https://doi.org/10.1016/j.jretconser.2021.102735

Davis, F. D. (1989). Perceived usefulness, perceived ease of use, and user acceptance of information technology. MIS Quarterly, 13(3), 319-340. https://doi.org/10.2307/249008

Dellarocas, C. (2003). The digitization of word of mouth: Promise and challenges of online reputation systems. Management Science, 49(10), 1407-1424. https://doi.org/10.1287/mnsc.49.10.1407.17308

Ferraro, C., Demsar, V., Sands, S., Restrepo, M., & Campbell, C. (2024). The paradoxes of generative AI-enabled customer service: A guide for managers. Business Horizons, 67(5), 549-559. https://doi.org/10.1016/j.bushor.2024.04.013

Ethical Compliance & Review Process

  • All submissions are screened under plagiarism detection.
  • Review follows editorial policy.
  • Authors retain copyright.
  • Peer Review Type: Double-Blind Peer Review
  • Published on: Aug 05 2026
CCBYNC

This article is licensed under a Creative Commons Attribution-NonCommercial 4.0 International License. You are free to share and adapt this work for non-commercial purposes with proper attribution.

View License
Scroll to Top