{"id":"https://openalex.org/W4387496232","doi":"https://doi.org/10.1080/02650487.2023.2266325","title":"Two important strategies to attenuate consumer purchase hesitation \u2606","display_name":"Two important strategies to attenuate consumer purchase hesitation \u2606","publication_year":2023,"publication_date":"2023-10-10","ids":{"openalex":"https://openalex.org/W4387496232","doi":"https://doi.org/10.1080/02650487.2023.2266325"},"language":"en","primary_location":{"id":"doi:10.1080/02650487.2023.2266325","doi":"https://doi.org/10.1080/02650487.2023.2266325","is_oa":false,"landing_page_url":"https://doi.org/10.1080/02650487.2023.2266325","pdf_url":null,"source":{"id":"https://openalex.org/S19358283","display_name":"International Journal of Advertising","issn_l":"0265-0487","issn":["0265-0487","1759-3948"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-1","norway-1","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"International Journal of Advertising","raw_type":"journal-article"},"volume":null,"type":"article","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/A5075761501","display_name":"Jeong-Bin Whang","orcid":"https://orcid.org/0000-0003-3749-4748","observed_orcids":["https://orcid.org/0000-0003-3749-4748"]},"institutions":[{"id":"https://openalex.org/I197347611","display_name":"Korea University","ror":"https://ror.org/047dqcg40","country_code":"KR","type":"education","lineage":["https://openalex.org/I197347611"]}],"countries":["KR"],"is_corresponding":false,"raw_author_name":"Jeong-Bin Whang","raw_affiliation_strings":["Korea University Business School, Korea University, Seoul, South Korea"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Korea University Business School, Korea University, Seoul, South Korea","institution_ids":["https://openalex.org/I197347611"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5086285931","display_name":"Ji Hee Song","orcid":"https://orcid.org/0000-0003-3002-3943","observed_orcids":["https://orcid.org/0000-0003-3002-3943"]},"institutions":[{"id":"https://openalex.org/I124633538","display_name":"University of Seoul","ror":"https://ror.org/05en5nh73","country_code":"KR","type":"education","lineage":["https://openalex.org/I124633538"]}],"countries":["KR"],"is_corresponding":false,"raw_author_name":"Ji Hee Song","raw_affiliation_strings":["College of Business Administration, University of Seoul, Seoul, South Korea"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"College of Business Administration, University of Seoul, Seoul, South Korea","institution_ids":["https://openalex.org/I124633538"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5100423371","display_name":"Jong\u2010Ho Lee","orcid":"https://orcid.org/0000-0002-3010-2943","observed_orcids":["https://orcid.org/0000-0002-3010-2943"]},"institutions":[{"id":"https://openalex.org/I197347611","display_name":"Korea University","ror":"https://ror.org/047dqcg40","country_code":"KR","type":"education","lineage":["https://openalex.org/I197347611"]}],"countries":["KR"],"is_corresponding":true,"raw_author_name":"Jong-Ho Lee","raw_affiliation_strings":["Korea University Business School, Korea University, Seoul, South Korea"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Korea University Business School, Korea University, Seoul, South Korea","institution_ids":["https://openalex.org/I197347611"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":2,"corresponding_author_ids":["https://openalex.org/A5100423371"],"corresponding_institution_ids":["https://openalex.org/I197347611"],"apc_list":null,"apc_paid":null,"fwci":2.6444,"has_fulltext":false,"cited_by_count":10,"citation_normalized_percentile":{"value":0.9146831,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":94,"max":98},"biblio":{"volume":"43","issue":"5","first_page":"824","last_page":"846"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T14244","display_name":"Consumer Behavior and Marketing Influence","score":0.48240000009536743,"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/T14244","display_name":"Consumer Behavior and Marketing Influence","score":0.48240000009536743,"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/T10145","display_name":"Consumer Behavior in Brand Consumption and Identification","score":0.27250000834465027,"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/T11536","display_name":"Consumer Retail Behavior Studies","score":0.06610000133514404,"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/self-affirmation-theory","display_name":"self-affirmation theory","score":0.9800000190734863},{"id":"https://openalex.org/keywords/self-threat","display_name":"self-threat","score":0.7379999756813049},{"id":"https://openalex.org/keywords/luxury-goods","display_name":"luxury goods","score":0.7369999885559082},{"id":"https://openalex.org/keywords/purchase-intention","display_name":"purchase intention","score":0.8529999852180481},{"id":"https://openalex.org/keywords/peer-feedback","display_name":"peer feedback","score":0.7229999899864197},{"id":"https://openalex.org/keywords/advertising-messages","display_name":"advertising messages","score":0.9409999847412109},{"id":"https://openalex.org/keywords/self-esteem","display_name":"self-esteem","score":0.7960000038146973},{"id":"https://openalex.org/keywords/purchase-decision","display_name":"purchase decision","score":0.9179999828338623}],"concepts":[{"id":"https://openalex.org/C77513098","wikidata":"https://www.wikidata.org/wiki/Q209722","display_name":"Cognitive dissonance","level":2,"score":0.9508180022239685},{"id":"https://openalex.org/C112698675","wikidata":"https://www.wikidata.org/wiki/Q37038","display_name":"Advertising","level":1,"score":0.6790940761566162},{"id":"https://openalex.org/C169900460","wikidata":"https://www.wikidata.org/wiki/Q2200417","display_name":"Cognition","level":2,"score":0.5524812340736389},{"id":"https://openalex.org/C2780966255","wikidata":"https://www.wikidata.org/wiki/Q5474306","display_name":"Foundation (evidence)","level":2,"score":0.48052796721458435},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.45142805576324463},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.3650814890861511},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.33755701780319214},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.20816963911056519},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.06707149744033813},{"id":"https://openalex.org/C169760540","wikidata":"https://www.wikidata.org/wiki/Q207011","display_name":"Neuroscience","level":1,"score":0.0},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1080/02650487.2023.2266325","doi":"https://doi.org/10.1080/02650487.2023.2266325","is_oa":false,"landing_page_url":"https://doi.org/10.1080/02650487.2023.2266325","pdf_url":null,"source":{"id":"https://openalex.org/S19358283","display_name":"International Journal of Advertising","issn_l":"0265-0487","issn":["0265-0487","1759-3948"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-1","norway-1","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"International Journal of Advertising","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[{"score":0.7300000190734863,"display_name":"Peace, justice, and strong institutions","id":"https://metadata.un.org/sdg/16"}],"study_designs":[],"awards":[],"funders":[{"id":"https://openalex.org/F4320322120","display_name":"National Research Foundation of Korea","ror":"https://ror.org/013aysd81"}],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":33,"referenced_works":["https://openalex.org/W1887964395","https://openalex.org/W1935421882","https://openalex.org/W1969193295","https://openalex.org/W1981263144","https://openalex.org/W1984877678","https://openalex.org/W1987356147","https://openalex.org/W1992484773","https://openalex.org/W2000089174","https://openalex.org/W2010470804","https://openalex.org/W2013343894","https://openalex.org/W2054124893","https://openalex.org/W2066774529","https://openalex.org/W2068290483","https://openalex.org/W2099779877","https://openalex.org/W2111995023","https://openalex.org/W2114645473","https://openalex.org/W2124754214","https://openalex.org/W2138548487","https://openalex.org/W2146282314","https://openalex.org/W2146982538","https://openalex.org/W2169971892","https://openalex.org/W2170192881","https://openalex.org/W2330970787","https://openalex.org/W2339289663","https://openalex.org/W2613009868","https://openalex.org/W2781362852","https://openalex.org/W2900107703","https://openalex.org/W2910860348","https://openalex.org/W2981742331","https://openalex.org/W2992637603","https://openalex.org/W3121217189","https://openalex.org/W3123284789","https://openalex.org/W4300107936"],"related_works":["https://openalex.org/W3169793484","https://openalex.org/W2761531166","https://openalex.org/W2257725467","https://openalex.org/W4232894716","https://openalex.org/W3088912010","https://openalex.org/W2987392494","https://openalex.org/W6920884904","https://openalex.org/W3092779655","https://openalex.org/W109192947","https://openalex.org/W6959924454"],"abstract_inverted_index":{"Based":[0],"on":[1,85,137],"collective":[2,57],"cognitive":[3,58],"dissonance":[4,59],"theory":[5],"and":[6,18,60,88,134],"self-affirmation":[7],"theory,":[8],"this":[9],"study":[10,116],"examines":[11],"the":[12,47,63,79,128],"methods":[13],"of":[14,24,82,131],"attenuating":[15],"purchase":[16,22,38,48,64,67,83,86,113],"hesitation":[17,39,84],"retaining":[19],"consumers\u2019":[20],"original":[21],"intention":[23,87,101],"luxury":[25],"goods":[26],"by":[27,41],"offering":[28],"advertising":[29,70],"messages.":[30],"Two":[31],"experiments":[32],"were":[33],"conducted":[34],"to":[35,96,102,127],"examine":[36],"how":[37],"caused":[40],"negative":[42,80],"feedback":[43],"from":[44],"peers":[45],"at":[46,62],"stage":[49,65],"can":[50],"be":[51],"resolved.":[52],"The":[53,124],"results":[54],"indicate":[55],"that":[56,74],"self-threat":[61],"decreases":[66],"intention.":[68,91,114],"Offering":[69],"messages":[71,95],"containing":[72],"information":[73,89],"supports":[75],"consumer":[76,100,121,138],"choice":[77],"mitigates":[78],"influence":[81],"search":[90,103],"Moreover,":[92],"providing":[93],"promotional":[94],"enhance":[97],"self-esteem":[98],"reduces":[99],"for":[104,120],"additional":[105],"information,":[106],"but":[107],"does":[108],"not":[109],"restore":[110],"already":[111],"reduced":[112],"This":[115],"provides":[117],"meaningful":[118],"implications":[119],"decision-making":[122],"research.":[123],"findings":[125],"contribute":[126],"theoretical":[129],"development":[130],"new":[132],"media":[133],"future":[135],"research":[136],"decision-making.":[139]},"counts_by_year":[{"year":2026,"cited_by_count":3},{"year":2025,"cited_by_count":5},{"year":2024,"cited_by_count":2}],"updated_date":"2026-10-16T09:59:22.235173","created_date":"2023-10-11T00:00:00"}