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@article{ Karlsson1999, title = {Explanations of effects of prior income changes on buying decisions}, author = {Karlsson, Niklas and Gärling, Tommy and Selart, Marcus}, journal = {Journal of Economic Psychology}, number = {4}, pages = {449-463}, volume = {20}, year = {1999}, issn = {0167-4870}, doi = {https://doi.org/10.1016/S0167-4870(99)00017-3}, urn = {https://nbn-resolving.org/urn:nbn:de:0168-ssoar-398977}, abstract = {Two experiments with undergraduates as subjects tested explanations of how a prior temporary income change influences choices between buying and deferred buying. In Experiment 1 predictions from the behavioral life-cycle theory (Shefrin & Thaler, 1988), the renewable resources model (Linville & Fischer, 1991) and the loss-sensitivity principle (Garling & Romanus, 1997) were contrasted. The results are inconsistent with the latter two explanations since the framing of buying as positive (buying a new model of a product) or negative (replacing a broken product) did not interact with the income change. Congruent with the behavioral life-cycle theory, willingness to buy was greater when subjects received a temporary income increase than when they received a temporary income decrease although total assets were equal. Further support for the behavioral life-cycle theory is obtained in Experiment 2 where four income-change conditions and durable and nondurable goods are compared.}, keywords = {Konsumverhalten; consumption behavior; Kaufverhalten; buying behavior; Entscheidungsfindung; decision making; Einkommen; income; Sparen; savings}}