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

Type
conference paper
Date Issued
2012-02-16
Author(s)
Bauer, Johannes C.
Morwitz, Vicki G.
Rudolph, Thomas
Abstract
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.
Language
English
Keywords
Sales Promotion
Behavioral Pricing
Self-Control
Impulsivity
Consumer Credit
HSG Classification
contribution to scientific community
Refereed
Yes
Book title
SCP Proceedings 2013: "Conversations"
Publisher
Society for Consumer Psychology (SCP)
Publisher place
New York
Event Title
Society for Consumer Psychology (SCP) Winter Conference 2012
Event Location
Las Vegas, USA
Event Date
16.-18.02.2012
Official URL
https://www.myscp.org/pdf/conference%20documents/SCP2012_Proceedings.pdf
URL
https://www.alexandria.unisg.ch/handle/20.500.14171/91967
Subject(s)
  • business studies

Division(s)
  • IRM - Institute of Re...

Eprints ID
207528
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