Anchors Or Targets? An Examination of Credit Card Statements

Daniel Bartels, University of Chicago, USA
Abigail Sussman, University of Chicago, USA
We propose a generalizable methodology for differentiating between (motivational) targets and (neutral) anchors. We use credit cards as a case study to explore the distinction. Through several experiments and examination of a large field data set, we find that values on credit card statements serve as motivating targets.
[ to cite ]:
Daniel Bartels and Abigail Sussman (2017) ,"Anchors Or Targets? An Examination of Credit Card Statements", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 346-349.