How Does Future Income Affect Present Discretionary Spending? the Role of Future Self-Continuity

How do future income changes affect present discretionary spending? We found that consumers were less likely to spend when anticipating an income decrease but were not more likely to spend when anticipating an increase. However, consumers expecting an income increase were more likely to spend when future self-continuity was enhanced.



Citation:

Anja Schanbacher, David Faro, and Simona Botti (2016) ,"How Does Future Income Affect Present Discretionary Spending? the Role of Future Self-Continuity", in NA - Advances in Consumer Research Volume 44, eds. Page Moreau, Stefano Puntoni, and , Duluth, MN : Association for Consumer Research, Pages: 123-127.

Authors

Anja Schanbacher, London Business School, UK
David Faro, London Business School, UK
Simona Botti, London Business School, UK



Volume

NA - Advances in Consumer Research Volume 44 | 2016



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