harrison-congratulationsyoure-2008.pdf (17.16 MB)
Congratulations, you're pre-approved! : an analysis of credit limit upselling letters
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.
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52 - ?Publisher
Consumer Action Law CentrePlace of publication
Melbourne, VicISBN-13
9780980478815ISBN-10
0980478812Language
engPublication classification
A6 Research report/technical paperCopyright notice
2008, Consumer Action Law CentreUsage metrics
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