Congratulations, you're pre-approved! : an analysis of credit limit upselling letters

Harrison, Paul and Massi, Marta 2008, Congratulations, you're pre-approved! : an analysis of credit limit upselling letters, Consumer Action Law Centre, Melbourne, Vic.

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Title Congratulations, you're pre-approved! : an analysis of credit limit upselling letters
Alternative title Congratulations, you are pre-approved!
Author(s) Harrison, Paul
Massi, Marta
Publication date 2008-08
Total pages 52
Publisher Consumer Action Law Centre
Place of publication Melbourne, Vic
Keyword(s) consumer credit - Australia
Summary 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 – and applied theories developed from previous research in the fields of marketing, consumer behavior, behavioural economics and cognitive psychology, to describe likely ways in which UCCLIO’s influenced consumer behavior and decision making. The researchers make some recommendations from a behavioural perspective based on their findings, and Consumer Action proposes how these findings might be applied to consumer policy.
ISBN 0980478812
Language eng
Field of Research 160510 Public Policy
Socio Economic Objective 970116 Expanding Knowledge through Studies of Human Society
HERDC Research category A6 Research report/technical paper
Copyright notice ©2008, Consumer Action Law Centre
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Document type: Report
Collections: Deakin Graduate School of Business
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