425
Views
0
CrossRef citations to date
0
Altmetric
Research Articles

Two important strategies to attenuate consumer purchase hesitation

, &
Pages 824-846 | Received 06 Feb 2023, Accepted 26 Sep 2023, Published online: 10 Oct 2023

References

  • Amato, P.R., and R. Bradshaw. 1985. An exploratory study of people’s reasons for delaying or avoiding helpseeking. Australian Psychologist 20, no. 1: 21–31.
  • Anderson, C.J. 2003. The psychology of doing nothing: Forms of decision avoidance result from reason and emotion. Psychological Bulletin 129, no. 1: 139–67.
  • Averill, J.R. 1973. Personal control over aversive stimuli and its relationship to stress. Psychological Bulletin 80, no. 4: 286–303.
  • Barysevich, A. 2020. How social media influence 71% consumer buying decisions. https://www.searchenginewatch.com/2020/11/20/how-social-media-influence-71-consumer-buying-decisions/ (accessed June 8, 2021)
  • Beatty, S.E, and S.M. Smith. 1987. External search effort: An investigation across several product categories. Journal of consumer research 14, no. 1: 83–95.
  • Bonabeau, E. 2004. The perils of the imitation age. Harvard Business Review 82, no. 6: 45–54.
  • Burton, S., J.A. Garretson, and A.M. Velliquette. 1999. Implications of accurate usage of nutrition facts panel information for food product evaluations and purchase intentions. Journal of the Academy of Marketing Science 27, no. 4: 470–80.
  • Chernev, A. 2006. Decision focus and consumer choice among assortments. Journal of Consumer Research 33, no. 1: 50–9.
  • Chung, M., E. Ko, H. Joung, and S.J. Kim. 2020. Chatbot e-service and customer satisfaction regarding luxury brands. Journal of Business Research 117: 587–95.
  • Cummings, W.H, and M. Venkatesan. 1976. Cognitive dissonance and consumer behavior: A review of the evidence. Journal of Marketing Research 13, no. 3: 303–8.
  • Dhar, R., and S.M. Nowlis. 1999. The effect of time pressure on consumer choice deferral. Journal of Consumer Research 25, no. 4: 369–84.
  • Dhar, R., and S.M. Nowlis. 2004. To buy or not to buy: Response mode effects on consumer choice. Journal of Marketing Research 41, no. 4: 423–32.
  • Dutta, S., and A. Biswas. 2005. Effects of low price guarantees on consumer post-purchase search intention: The moderating roles of value consciousness and penalty level. Journal of Retailing 81, no. 4: 283–91.
  • Festinger, L. 1957. A theory of cognitive dissonance. Stanford, CA: Stanford University Press
  • Greenleaf, E.A, and D.R. Lehmann. 1995. Reasons for substantial delay in consumer decision-making. Journal of Consumer Research 22, no. 2: 186–99.
  • Ha, H.H, and Y.I. Lee. 2011. The effects on purchase deferral of choice difficulty and anticipated regret on assortment size of product. Journal of Product Research 29, no. 6: 1–10.
  • Harris, P.R. 2011. Self-affirmation and the self-regulation of health behavior change. Self and Identity 10, no. 3: 304–14.
  • Heatherton, T.F, and J. Polivy. 1991. Development and validation of a scale for measuring state Self-Esteem. Journal of Personality and Social Psychology 60, no. 6: 895–910. (June):
  • Huang, G.H., N. Korfiatis, and C.T. Chang. 2018. Mobile shopping cart abandonment: The roles of conflicts, ambivalence, and hesitation. Journal of Business Research 85: 165–74.
  • Jacoby, J., D.E. Speller, and C.A. Kohn. 1974. Brand choice behavior as a function of information load. Journal of Marketing Research 11, no. 1: 63–9. (February):
  • Jiang, Z., and I. Benbasat. 2007. Research note—investigating the influence of the functional mechanisms of online product presentations. Information Systems Research 18, no. 4: 454–70.
  • Kim, N.D., J.Y. Lee, H.E. Lee, S.Y. Kim, and J.H. Choi. 2015. Trend korea 2016. Seoul: Miraebook.
  • Kim, S., S. Lee, J.H. Lee, and C.R. Taylor. 2020. Can premium private labels compete with luxury brands: The impact of advertising on perceived luxuriousness. International Journal of Advertising 39, no. 6: 761–82.
  • Ko, D.Y, and J.S. Yeo. 2015. Consumer consideration in the consumer decision-making. Consumer Policy and Education Review 11, no. 1: 1–24.
  • Levav, J., R. Kivetz, and C.K. Cho. 2010. Motivational compatibility and choice conflict. Journal of Consumer Research 37, no. 3: 429–42.
  • Mitchell, V.W., G. Walsh, and M. Yamin. 2005. Towards a conceptual model of consumer confusion. Advanced Consumer Research North American Advances 32: 143–50.
  • Schwartz, B. 2009. The paradox of choice: Why more is less. New York: Harper Perennial.
  • Sherman, D.K., G.L. Cohen, L.D. Nelson, A.D. Nussbaum, D.P. Bunyan, and J. Garcia. 2009. Affirmed yet unaware: Exploring the role of awareness in the process of self-affirmation. Journal of Personality and Social Psychology 97, no. 5: 745–64.
  • Solomon, L.J, and E.D. Rothblum. 1984. Academic procrastination: Frequency and cognitive-behavioral correlates. Journal of Counseling Psychology 31, no. 4: 503–9.
  • Steele, C.M. 1988. The psychology of self-affirmation: Sustaining the integrity of the self. Advances in experimental social psychology 21, 261–302.
  • Sweeney, J.C., D. Hausknecht, and G.N. Soutar. 2000. Cognitive dissonance after purchase: A multidimensional scale. Psychology and Marketing 17, no. 5: 369–85.
  • Taylor, C.R. 2016. Advertising for luxury and fashion goods: An emerging area. International Journal of Advertising 35, no. 3: 389–90.
  • Trusov, M., R.E. Bucklin, and K. Pauwels. 2009. Effects of word-of-mouth versus traditional marketing: Findings from an internet social networking site. Journal of Marketing 73, no. 5: 90–102.
  • Vigneron, F., and L.W. Johnson. 2004. Measuring perceptions of brand luxury. Journal of Brand Management 11, no. 6: 484–506.
  • White, K., J.J. Argo, and J. Sengupta. 2012. Dissociative versus associative responses to social identity threat: The role of consumer self-construal. Journal of Consumer Research 39, no. 4: 704–19.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.