search query: @indexterm FUTURE / total: 937
reference: 87 / 937
| Author: | Soman, D. Lam, V. M. W. |
| Title: | The Effects of Prior Spending on Future Spending Decisions: The Role of Acquisition Liabilities and Payments |
| Journal: | Marketing Letters
2002 : VOL. 13:4, p. 359-372 |
| Index terms: | DECISION MAKING MERGERS FUTURE MARKETING CONSUMERS |
| Language: | eng |
| Abstract: | Research in mental accounting shows that prior spending influences a consumer's decision to make a new spending decision. In particular greater spending in a particular category reduces the likelihood of further spending in that category. In the present research the authors decompose spending into two distinct episodes-the acquisition liability episode during which a purchase is made accompanied by a commitment to pay (e.g. using a credit card) and the payment episode during which the consumer's wealth actually gets depleted (e.g. paying the credit card bill). Using a controlled laboratory experiment and real world data from a group of consumers the authors replicate earlier findings. |
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