Transaction Decoupling: How Price Bundling Affects the Decision to Consume

By Dilip Soman, John T. Gourville. 2001

319 citations recorded by the source corpus.

Subfields: General Decision Sciences, Management Science and Operations Research, Marketing

View Paper: https://www.semanticscholar.org/paper/760e8d162489eb7ec2846108f1cdeda7243c5727

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Citations in the corpus

Invest now, drink later, spend never: On the mental accounting of delayed consumption (2006, unknown): “In contrast, when purchases and consumption are separated or ‘‘decoupled’’, the term used by Prelec and Loewenstein (1998) and Gourville and Soman (1998, 2001) , a certain amount of flexibility is available, as the studies we have reported here show.”
Malleable Mental Accounting: The Effect of Flexibility on the Justification of Attractive Spending and Consumption Decisions (2006, background): “This research joins the small body of research that studies this ambiguity (Soman & Cheema, 2001; Soman & Gourville, 2000).”
The Effect of Credit on Spending Decisions: The Role of the Credit Limit and Credibility (2002, background): “However, recent research also shows that if there is any degree of ambiguity in the structure of the mental accounts, consumers can exploit this to justify choosing a tempting course of action (Soman and Gourville 2001, Soman and Cheema 2001).”
When less is more: Consumer aversion to unused utility (2012, background): “On a similar note, Soman and Gourville (2001) report that consumers are more likely to forego post-purchase consumption of a benefit when its purchase was part of a larger bundle.”
Effects of Payment Mechanism on Spending Behavior: The Role of Rehearsal and Immediacy of Payments (2001, background): “In addition, payments by credit card result in the disassociation of payments from benefits (due to a month-long payment cycle), which results in a weaker aversive impact (Soman and Gourville 2001).”
Toward a Theory of Behavioral Operations (2008, background): “Behavioral operations starts with grounded assumptions from cognitive and social psychology; it recognizes that people have cognitive limits and, as a consequence, their decisions might be hampered by systematic biases.”
The Discounting of Ambiguous Information in Economic Decision Making (2003, background): “As we noted in our introduction, we feel—like previous researchers on the disjunction effect (Shafir & Tversky, 1992; Tversky & Shafir, 1992) and transaction decoupling (Soman & Gourville, 2001)—that a combination of cognitive and motivational factors may be at work here.”