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  2. School of Management and Law
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dc.contributor.authorGraf, Sandro-
dc.contributor.authorGehring, Bettina-
dc.contributor.authorScherrer, Corinne-
dc.contributor.authorHänsli, Nina-
dc.date.accessioned2018-12-17T09:22:39Z-
dc.date.available2018-12-17T09:22:39Z-
dc.date.issued2014-
dc.identifier.isbn978-3-938137-57-4de_CH
dc.identifier.urihttps://www.s2b-conference.com/pdf/ZHAW_S2B_Konferenz_Proceedings.pdfde_CH
dc.identifier.urihttps://digitalcollection.zhaw.ch/handle/11475/13912-
dc.description.abstractIndividuals do not always act as their attitudes suggest. This makes it difficult to predict behaviour and to identify starting points for behavioural change. Furthermore, especially in low involvement situations, people are reluctant to adopt changes and instead prefer to maintain the status quo. The main focus of the research was to investigate how people change their method of payment method in low involvement payment settings and what measures might facilitate acceptance of new payment Methods such as contactless payment (MasterCard PayPass, Visa payWave) among consumers. Based on extensive literature review, the main factors of behavioural change were identified and a framework for behavioural change developed. Building on this, a large-scale, multi-phase study had been conducted, combining different research methods to achieve the most valuable outcome for clients. The study included three types of research methods, which were carried out sequentially: First, a qualitative study (in-depth interviews) was carried out to gain insights into people's payment behaviour, especially to understand their underlying motives in choosing between different payment methods. Second, building the core of the study, a field experiment had been conducted, for the purpose of testing different marketing measures (treatments) with regard to their effect on behavioural change and the use of new payment methods. The design included four treatment groups and one control group. The experiment ran for 14 weeks, covering more than 13’000 people. Third, at the beginning and the end of the experiment, a gamified online survey was conducted to evaluate awareness, usage and attitudes regarding payment behaviour and new payment methods. Key findings of the study indicated that treatments such as sales discounts, loyalty programs and promotions are likely to have a significantly positive effect on the usage of contactless credit cards and that the length of a treatment positively correlates with the probability of contactless credit card usage. In addition, prize competitions turned out to have a high impact on loyalty, but not on activating first usage.de_CH
dc.language.isoende_CH
dc.publisherFachhochschule Münsterde_CH
dc.rightsLicence according to publishing contractde_CH
dc.subjectS2Bde_CH
dc.subjectBehaviourde_CH
dc.subjectMarketingde_CH
dc.subjectConferencede_CH
dc.subjectContactless paymentde_CH
dc.subjectMixed methodde_CH
dc.subjectPayment behaviourde_CH
dc.subjectField experimentde_CH
dc.subjectHabitualisationde_CH
dc.subjectPreferencede_CH
dc.subject.ddc658.8: Marketingmanagementde_CH
dc.titleHow to change payment behaviour : a mixed methods approachde_CH
dc.typeKonferenz: Paperde_CH
dcterms.typeTextde_CH
zhaw.departementSchool of Management and Lawde_CH
zhaw.organisationalunitInstitut für Marketing Management (IMM)de_CH
zhaw.publisher.placeMünsterde_CH
zhaw.conference.details13th Science-to-Business Marketing Conference, Winterthur, 2-4 June 2014de_CH
zhaw.funding.euNode_CH
zhaw.originated.zhawYesde_CH
zhaw.pages.end102de_CH
zhaw.pages.start85de_CH
zhaw.publication.statuspublishedVersionde_CH
zhaw.publication.reviewPeer review (Publikation)de_CH
zhaw.title.proceedingsConference Proceedings of the 13th International Science-to- Business Marketing Conference on Cross Organizational Value Creationde_CH
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Graf, S., Gehring, B., Scherrer, C., & Hänsli, N. (2014). How to change payment behaviour : a mixed methods approach [Conference paper]. Conference Proceedings of the 13th International Science-to- Business Marketing Conference on Cross Organizational Value Creation, 85–102. https://www.s2b-conference.com/pdf/ZHAW_S2B_Konferenz_Proceedings.pdf
Graf, S. et al. (2014) ‘How to change payment behaviour : a mixed methods approach’, in Conference Proceedings of the 13th International Science-to- Business Marketing Conference on Cross Organizational Value Creation. Münster: Fachhochschule Münster, pp. 85–102. Available at: https://www.s2b-conference.com/pdf/ZHAW_S2B_Konferenz_Proceedings.pdf.
S. Graf, B. Gehring, C. Scherrer, and N. Hänsli, “How to change payment behaviour : a mixed methods approach,” in Conference Proceedings of the 13th International Science-to- Business Marketing Conference on Cross Organizational Value Creation, 2014, pp. 85–102. [Online]. Available: https://www.s2b-conference.com/pdf/ZHAW_S2B_Konferenz_Proceedings.pdf
GRAF, Sandro, Bettina GEHRING, Corinne SCHERRER und Nina HÄNSLI, 2014. How to change payment behaviour : a mixed methods approach. In: Conference Proceedings of the 13th International Science-to- Business Marketing Conference on Cross Organizational Value Creation [online]. Conference paper. Münster: Fachhochschule Münster. 2014. S. 85–102. ISBN 978-3-938137-57-4. Verfügbar unter: https://www.s2b-conference.com/pdf/ZHAW_S2B_Konferenz_Proceedings.pdf
Graf, Sandro, Bettina Gehring, Corinne Scherrer, and Nina Hänsli. 2014. “How to Change Payment Behaviour : A Mixed Methods Approach.” Conference paper. In Conference Proceedings of the 13th International Science-to- Business Marketing Conference on Cross Organizational Value Creation, 85–102. Münster: Fachhochschule Münster. https://www.s2b-conference.com/pdf/ZHAW_S2B_Konferenz_Proceedings.pdf.
Graf, Sandro, et al. “How to Change Payment Behaviour : A Mixed Methods Approach.” Conference Proceedings of the 13th International Science-to- Business Marketing Conference on Cross Organizational Value Creation, Fachhochschule Münster, 2014, pp. 85–102, https://www.s2b-conference.com/pdf/ZHAW_S2B_Konferenz_Proceedings.pdf.


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