Article2004

CREDIT CUES AND IMPRESSION MANAGEMENT: A PRELIMINARY ATTEMPT TO EXPLAIN THE CREDIT CARD EFFECT

Michael McCall · Jessica Trombetta · Aimee Gipe

35 citations0/0 files storedPsychological Reports

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Consumer Behavior in Brand Consumption and Identification Decision-Making and Behavioral Economics Psychology of Social Influence

Abstract

Prior research had suggested that individuals would estimate higher product values and even tip more in the presence of credit cues. In the absence of a clear theoretical interpretation of this credit card effect we propose that this tendency is an impression management strategy such that credit cue exposure influences perceptions of the self and focuses attention on individual wealth. Thus, in the presence of others, credit cues serve to enhance images of the self. Preliminary data in support of this alternative theoretical perspective are presented.

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References

1973Aggression: A Social Learning Analysis 1985Influence : science and practice 1974Atmospherics as a Marketing Tool 2000Atmospheric Effects on Shopping Behavior 1977Social perception and interpersonal behavior: On the self-fulfilling nature of social stereotypes.1994Self-presentation: Impression Management And Interpersonal Behavior 1996Improving the Store Environment: Do Olfactory Cues Affect Evaluations and Behaviors?1992Why people self-verify.

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2024Less cash, more splash? A meta-analysis on the cashless effect 2010The “Negative” Credit Card Effect: Credit Cards as Spending-Limiting st imuli in new Zealand 2012A Critical Review of Classical Conditioning Effects on Consumer Behavior 2024Why does mobile payment promote purchases? Revisiting the pain of paying, and understanding the implicit pleasure via selective attention 2005Comment on McCall, Trombetta, and Gipe's 2004 Proposed Impression Management Explanation for the Credit Card Effect

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