| Publikationstyp: | Beitrag in wissenschaftlicher Zeitschrift |
| Art der Begutachtung: | Peer review (Publikation) |
| Titel: | Interest-free financing promotions increase consumers’ demand for credit for experiential goods |
| Autor/-in: | Bauer, Johannes C. Morwitz, Vicki G. Nagengast, Liane |
| et. al: | No |
| DOI: | 10.1086/710250 |
| Erschienen in: | Journal of the Association for Consumer Research |
| Band(Heft): | 6 |
| Heft: | 1 |
| Seite(n): | 54 |
| Seiten bis: | 66 |
| Erscheinungsdatum: | 2021 |
| Verlag / Hrsg. Institution: | The University of Chicago Press |
| ISSN: | 2378-1815 2378-1823 |
| Sprache: | Englisch |
| Fachgebiet (DDC): | 332: Finanzwirtschaft |
| Zusammenfassung: | This research provides a first investigation into how interest-free financing promotions influence consumer behavior. Five experiments demonstrate that framing an economically equivalent financing offer in a way that makes salient that it is interest-free increases consumers’ demand for credit to finance experiential, but not material goods. This increased willingness to finance manifests for primarily experiential goods (e.g., vacations), goods with mixed benefits (e.g., bike) if their experiential aspects are highlighted, and mixed shopping baskets that provide primarily experiential benefits. Using mediation and moderation, the results suggest that this occurs because interest-free cues mitigate feelings of debt aversion for experiential purchases. Based on our findings, we highlight public policy and managerial implications. |
| URI: | https://digitalcollection.zhaw.ch/handle/11475/25538 |
| Volltext Version: | Publizierte Version |
| Lizenz (gemäss Verlagsvertrag): | Lizenz gemäss Verlagsvertrag |
| Departement: | School of Management and Law |
| Enthalten in den Sammlungen: | Publikationen School of Management and Law |
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Bauer, J. C., Morwitz, V. G., & Nagengast, L. (2021). Interest-free financing promotions increase consumers’ demand for credit for experiential goods. Journal of the Association for Consumer Research, 6(1), 54–66. https://doi.org/10.1086/710250
Bauer, J.C., Morwitz, V.G. and Nagengast, L. (2021) ‘Interest-free financing promotions increase consumers’ demand for credit for experiential goods’, Journal of the Association for Consumer Research, 6(1), pp. 54–66. Available at: https://doi.org/10.1086/710250.
J. C. Bauer, V. G. Morwitz, and L. Nagengast, “Interest-free financing promotions increase consumers’ demand for credit for experiential goods,” Journal of the Association for Consumer Research, vol. 6, no. 1, pp. 54–66, 2021, doi: 10.1086/710250.
BAUER, Johannes C., Vicki G. MORWITZ und Liane NAGENGAST, 2021. Interest-free financing promotions increase consumers’ demand for credit for experiential goods. Journal of the Association for Consumer Research. 2021. Bd. 6, Nr. 1, S. 54–66. DOI 10.1086/710250
Bauer, Johannes C., Vicki G. Morwitz, and Liane Nagengast. 2021. “Interest-Free Financing Promotions Increase Consumers’ Demand for Credit for Experiential Goods.” Journal of the Association for Consumer Research 6 (1): 54–66. https://doi.org/10.1086/710250.
Bauer, Johannes C., et al. “Interest-Free Financing Promotions Increase Consumers’ Demand for Credit for Experiential Goods.” Journal of the Association for Consumer Research, vol. 6, no. 1, 2021, pp. 54–66, https://doi.org/10.1086/710250.
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