How does future income affect present discretionary spending : the role of future self-continuity

Schanbacher, A, Faro, D and Botti, S (2016) How does future income affect present discretionary spending : the role of future self-continuity. Advances in Consumer Research, 44. pp. 125-126. ISSN 0098-9258

Abstract

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.

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Item Type: Article
Subject Areas: Marketing
Subjects: C > Consumer behaviour
Date Deposited: 20 May 2019 11:11
Last Modified: 03 Jul 2019 10:46
URI: http://lbsresearch.london.edu/id/eprint/1078
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