The Effect of Payment Delay on Consumer Purchase Intention

IF 3 Q2 MANAGEMENT Administrative Sciences Pub Date : 2024-09-16 DOI:10.3390/admsci14090226
Minkyung Choy
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Abstract

While previous studies have focused on the form of payment methods as a criterion, this study proposes payment delay as a new criterion and examines the relationship between consumers’ need for closure (NFC) and temporal construal in payment situations. Three empirical studies were conducted with participants who had experience with plastic card payments to ensure they understood the concept of payment delay. Participants with a low NFC tended to construe payment situations more abstractly, leading to increased purchase intentions for hedonic products when payment was delayed and for utilitarian products when it was not. In contrast, participants with a high NFC exhibited higher purchase intentions for hedonic products when payment was delayed but no significant difference for utilitarian products based on payment delay. The findings provide implications for strategies to mitigate excessive hedonic consumption through credit card payments and address reluctance toward credit card use stemming from consumers’ aversion to debt or uncertainty.
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付款延迟对消费者购买意向的影响
以往的研究主要以支付方式的形式作为标准,而本研究则提出了支付延迟这一新标准,并研究了支付情况下消费者的封闭性需求(NFC)与时间概念之间的关系。我们对有过塑料卡支付经验的参与者进行了三项实证研究,以确保他们理解支付延迟的概念。NFC 低的参与者倾向于更抽象地理解付款情境,从而在延迟付款时增加了对享乐型产品的购买意向,而在未延迟付款时则增加了对功利型产品的购买意向。相比之下,NFC 高的受试者在延迟付款时对享乐型产品表现出更高的购买意愿,但对功利型产品的购买意愿并没有因付款延迟而产生显著差异。研究结果为通过信用卡支付缓解过度享乐型消费的策略提供了启示,并解决了消费者因厌恶债务或不确定性而不愿使用信用卡的问题。
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来源期刊
CiteScore
4.80
自引率
10.00%
发文量
151
审稿时长
11 weeks
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