Congratulations You’re Pre-approved. Analysis of Credit Limit Upselling Letters

Marta Massi, Paul Harrison

Risultato della ricerca: LibroBook

Abstract

Consumer Action Law Centre (Consumer Action) commissioned Dr Paul Harrison, Deakin Business School, Deakin University and Marta Massi, School of Marketing and Communication, Lumsa University (Rome), to study the psychological aspects of one form of credit marketing - unsolicited credit card limit-increase offers (UCCLIOs). The researchers studied 21 UCCLIO letters – 17 provided by consumers and four provided by banks. They applied theories developed from previous research in the fields of marketing, consumer behavior, behavioural economics and cognitive psychology, and described likely ways in which UCCLIOs influenced consumer behavior and decision making.
Lingua originaleEnglish
EditoreConsumer Action Law Centre
Numero di pagine52
ISBN (stampa)9780980478815
Stato di pubblicazionePubblicato - 2008

Keywords

  • credit card limit increase

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