The influence of the buy-now-pay-later payment mode on consumer spending decisions
Ashby, Sharifi, Yao and Ang, Journal of Retailing 101(1), 2025, 103-119. Buy now, pay later raises spending more than credit cards; the display of the price as small instalments drives it; instalment pricing has no effect with other payment methods; spending rises further with more instalments or a smaller first instalment; purchase data and experiments show lower perceived expensiveness explains the rise.
Ashby, Sharifi, Yao and Ang, Journal of Retailing 101(1), 2025, 103-119. Buy now, pay later raises spending more than credit cards; the display of the price as small instalments drives it; instalment pricing has no effect with other payment methods; spending rises further with more instalments or a smaller first instalment; purchase data and experiments show lower perceived expensiveness explains the rise.
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Ashby, R., Sharifi, S., Yao, J., & Ang, L. (2025). The influence of the buy-now-pay-later payment mode on consumer spending decisions. Journal of Retailing, 101(1), 103-119. doi:10.1016/j.jretai.2025.01.003 https://doi.org/10.1016/j.jretai.2025.01.003