When Desire Is Stronger Than Debt Aversion : Enticing Consumers With Interest-Free Financing Deals
Type
conference paper
Date Issued
2012-06-29
Author(s)
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
forthcoming - 17.12.12/mb
Publisher
Society for Consumer Psychology (SCP)
Event Title
Society for Consumer Psychology (SCP) First International Conference
Event Location
Florence, Italy
Event Date
29.06.-01.07.2012
Subject(s)
Division(s)
Eprints ID
210011