Debt Repayment Strategy and Consumer Motivation to Get Out of Debt

Keri Kettle, University of Miami, USA
Remi Trudel, Boston University, USA
Simon Blanchard, Georgetown University, USA
Gerald Haubl, University of Alberta, Canada
We propose that paying down debt accounts sequentially (focusing on one account) rather than simultaneously (spreading repayments out across accounts) enhances consumers’ motivation to repay debt. Using a unique set of credit card data and two experiments, we demonstrate that a sequential repayment strategy motivates repayment by enhancing perceived progress.
[ to cite ]:
Keri Kettle, Remi Trudel, Simon Blanchard, and Gerald Haubl (2014) ,"Debt Repayment Strategy and Consumer Motivation to Get Out of Debt", in NA - Advances in Consumer Research Volume 42, eds. June Cotte and Stacy Wood, Duluth, MN : Association for Consumer Research, Pages: 32-35.