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Johannes Bauer
Title
Dr.
Last Name
Bauer
First name
Johannes
Email
johannes.bauer@unisg.ch
Phone
+41 71 224 7192
Homepage
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1 - 5 of 5
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PublicationManagerial Decision Making in Customer Management: Adaptive, Fast and Frugal?While customer management has become a top priority for practitioners and academics, little is known about how managers actually make customer management decisions. Our study addresses this gap and uses the adaptive decision maker as well as the fast and frugal heuristics frameworks to gain a better understanding of managerial decision making. Using the process-tracing tool MouselabWEB, we presented sales managers in retail banking with three typical customer management prediction tasks. The results show that a majority of managers in this study are adaptive in their decision making and that some managers use fast and frugal heuristics. Usage of adaptive decision making seems to be mainly driven by low objective task difficulty, the use of fast and frugal heuristics by experience. While adaptive decision making does not impact predictive accuracy, usage of fast and frugal heuristics is associated with proportionally greater use of high predictive quality cues and a significant increase in accuracy. Hence, the existing skepticism concerning heuristics should be questioned.Type: journal articleJournal: Journal of the Academy of Marketing ScienceVolume: 41Issue: 4
Scopus© Citations 22 -
PublicationDo Thoughts of Money Influence Peoples' Health Risk Perceptions?(Association for Consumer Research, 2013-10-03)
;Hansen, JochimMorwitz, Vicki G.This research contributes to the psychology of money by showing that merely thinking of money can influence peoples' health risk perceptions. We provide an emotional account for why thoughts of money make people feel more optimistic about health risks and identify boundary conditions for the effects of money priming.Type: conference paperJournal: Advances in Consumer ResearchVolume: Vol. 41 -
PublicationWhen Desire Is Stronger Than Debt Aversion : Enticing Consumers With Interest-Free Financing Deals(Society for Consumer Psychology (SCP), 2012-02-16)
;Morwitz, Vicki G.Slogans such as "Buy Now, Pay Later" or "Same as Cash Financing" are found at many retailers and for a wide variety of products (cars, furniture, toys, jewelry, consumer electronics etc.). Despite the popularity of interest-free promotional tools, academic research on them is lacking. Therefore, this research investigates consumers' reactions to interest-free financing deals and shows that evaluative judgments, emotions, behavioral intentions (purchase and financing intentions), and product choices depend on (1) consumers' personal financial situation, (2) how the interest-free deal is framed, and (3) consumers' impulsivity.Type: conference paper -
PublicationWhen Desire Is Stronger Than Debt Aversion : Enticing Consumers With Interest-Free Financing Deals(Society for Consumer Psychology (SCP), 2012-06-29)
;Morwitz, Vicki G.Slogans such as "Buy Now, Pay Later" or "Same as Cash Financing" are found at many retailers and for a wide variety of products (cars, furniture, toys, jewelry, consumer electronics etc.). Despite the popularity of interest-free promotional tools, academic research on them is lacking. Therefore, this research investigates consumers' reactions to interest-free financing deals and shows that evaluative judgments, emotions, behavioral intentions (purchase and financing intentions), and product choices depend on (1) consumers' personal financial situation, (2) how the interest-free deal is framed, and (3) consumers' impulsivity.Type: conference paper -
PublicationWhen Desire Is Stronger Than Debt Aversion: Enticing Consumers With Interest-Free Financing Deals( 2012-11-29)
;Morwitz, Vicki G.Slogans such as "Buy Now, Pay Later" or "Same as Cash Financing" are found at many retailers and for a wide variety of products (cars, furniture, toys, jewelry, consumer electronics etc.). For example, Apple offers interest-free financing for 12 (6) months on purchases of US$999 and above (Type: conference paper