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Coupling: the implicit assumption behind sunk cost effect and related phenomena

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Author Info
Bernadette Kamleitner
Abstract

Coupling is the degree to which thoughts of consumption evoke thoughts of payment and vice versa. This mental association is crucial for diverse phenomena like sunk costs but has rarely been addressed in the literature. This article provides a framework for the phenomenon, highlights its theoretical and practical relevance, compiles existing literature, adds empirical findings, and comes up with directions for future research.

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File URL: http://webspace.qmul.ac.uk/pmartins/CGRWP22.pdf
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Paper provided by Queen Mary, University of London, School of Business and Management, Centre for Globalisation Research in its series Working Papers with number 22.

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Date of creation: Sep 2008
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Handle: RePEc:cgs:wpaper:22

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Web page: http://www.busman.qmul.ac.uk/cgr/cgrindex.html
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Related research
Keywords: coupling; sunk costs; consumer psychology;

Find related papers by JEL classification:
D11 - Microeconomics - - Household Behavior - - - Consumer Economics: Theory
D83 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Search, Learning, and Information

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References listed on IDEAS
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  1. Henderson, Pamela W. & Peterson, Robert A., 1992. "Mental accounting and categorization," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(1), pages 92-117, February. [Downloadable!] (restricted)
  2. Heath, Chip & Soll, Jack B, 1996. " Mental Budgeting and Consumer Decisions," Journal of Consumer Research: An Interdisciplinary Quarterly, University of Chicago Press, vol. 23(1), pages 40-52, June.
  3. Gourville, John T & Soman, Dilip, 1998. " Payment Depreciation: The Behavioral Effects of Temporally Separating Payments from Consumption," Journal of Consumer Research: An Interdisciplinary Quarterly, University of Chicago Press, vol. 25(2), pages 160-74, September.
  4. Kahneman, Daniel & Tversky, Amos, 1979. "Prospect Theory: An Analysis of Decision under Risk," Econometrica, Econometric Society, vol. 47(2), pages 263-91, March. [Downloadable!] (restricted)
  5. Arkes, Hal R. & Blumer, Catherine, 1985. "The psychology of sunk cost," Organizational Behavior and Human Decision Processes, Elsevier, vol. 35(1), pages 124-140, February. [Downloadable!] (restricted)
  6. Hirst, D. Eric & Joyce, Edward J. & Schadewald, Michael S., 1994. "Mental Accounting and Outcome Contiguity in Consumer-Borrowing Decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 58(1), pages 136-152, April. [Downloadable!] (restricted)
  7. Heath, Chip & Fennema, M. G., 1996. "Mental Depreciation and Marginal Decision Making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 68(2), pages 95-108, November. [Downloadable!] (restricted)
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