Debt Aversion and the Trajectories of Psychological Pain
Why are consumers debt-averse? We demonstrate that projecting psychological pain that increases over a loan’s lifecycle causes greater aversion to debt than projecting pain that peaks at the time of take-out. The former group gives greater consideration to the pain of repayment and less consideration to consumption the debt affords.
Adam Eric Greenberg and Hal E. Hershfield (2016) ,"Debt Aversion and the Trajectories of Psychological Pain", in NA - Advances in Consumer Research Volume 44, eds. Page Moreau, Stefano Puntoni, and , Duluth, MN : Association for Consumer Research, Pages: 123-127.
Adam Eric Greenberg, UCLA Anderson School of Management, USA
Hal E. Hershfield, UCLA Anderson School of Management, USA
NA - Advances in Consumer Research Volume 44 | 2016
F7. Mere Packaging and Consumer Choice
Tim Philipp Doering, University of Michigan, USA
Katherine Burson, University of Michigan, USA
Andrew D Gershoff, University of Texas at Austin, USA
Increasing Consumption of Larger Product Sizes through Symbolic Congruity: Size Label Color and Product Temperature
Seth Ketron, East Carolina University
Nancy Spears, University of North Texas
Spreading of Alternatives Without a Perception of Choice
Kurt P. Munz, New York University, USA
Vicki G. Morwitz, New York University, USA