Johannes Bauer
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Dr.
Last Name
Bauer
First name
Johannes
Email
johannes.bauer@unisg.ch
Phone
+41 71 224 7192
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When Desire Is Stronger Than Debt Aversion : Enticing Consumers With Interest-Free Financing Deals

2012-02-16 , Bauer, Johannes C. , Morwitz, Vicki G. , Rudolph, Thomas

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.

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Publication

When Desire Is Stronger Than Debt Aversion : Enticing Consumers With Interest-Free Financing Deals

2012-06-29 , Bauer, Johannes C. , Morwitz, Vicki G. , Rudolph, Thomas

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.

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