Scope Insensitivity in Debt Repayment
We show that scope insensitivity can be used to help consumers pay off their credit card debt. Using both lab studies and field data, we show that consumers pay off more of their debt if their payment frequency is increased, a change to which they are largely insensitive.
Daniel Mochon, Nina Mazar, and Dan Ariely (2018) ,"Scope Insensitivity in Debt Repayment", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 252-257.
Daniel Mochon, Tulane University, USA
Nina Mazar, Boston University, USA
Dan Ariely, Duke University, USA
NA - Advances in Consumer Research Volume 46 | 2018
Explaining the Attraction Effect: An Ambiguity-Attention-Applicability Framework
Sharlene He, Concordia University, Canada
Brian Sternthal, Northwestern University, USA
How the Voice Persuades
Alex Van Zant, Rutgers University, USA
Jonah Berger, University of Pennsylvania, USA
P9. Gift Budget Adherence and Price Discounts
Yuna Choe, Texas A&M University, USA
Christina Kan, Texas A&M University, USA