Personalized Communication Strategies: Towards a New Debtor Typology Framework

@article{Ghaffari2021PersonalizedCS,
  title={Personalized Communication Strategies: Towards a New Debtor Typology Framework},
  author={Minou Ghaffari and Maxime Kaniewicz and Stephan Stricker},
  journal={Psychology and Behavioral Sciences},
  year={2021}
}
Based on debt collection agency (PAIR Finance) data, we developed a novel debtor typology framework by expanding previous approaches to 4 behavioral dimensions. The 4 dimensions we identified were willingness to pay, ability to pay, financial organization, and rational behavior. Using these dimensions, debtors could be classified into 16 different typologies. We identified 5 main typologies, which account for 63% of the debtors in our data set. Further, we observed that each debtor typology… 

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