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Loss aversion theory, rooted in behavioural economics, posits that individuals prefer avoiding losses rather than acquiring equivalent gains. This principle has significant implications for the collections function within a creditor's operations. Understanding and leveraging loss aversion can enhance the effectiveness of collection strategies, leading to improved recovery rates and customer relationships. Why Loss Aversion Theory? Loss aversion theory is vital in collections due to its psychological impact on customer behaviour. People are typically twice as motivated to avoid losses as… Read more

Nudge theory, a concept derived from behavioural economics, posits that subtle changes in the way choices are presented to people can significantly influence their decision-making. Within the collections function for a creditor, applying nudge theory can lead to improved customer interactions, higher repayment rates, and a reduction in delinquent accounts. This article explores the importance of nudge theory in collections, key considerations, the top ten elements needed for its implementation, and the potential benefits for businesses. Why Nudge Theory Nudge… Read more

10 Useful Behavioural Framework Models for Debt Collections Nudge Theory: Nudge theory involves subtly guiding individuals towards desired behaviours without restricting their choices. In collections, nudges can include reminders before payment deadlines or suggesting convenient payment options. Loss Aversion: This principle says that people are more motivated to avoid losses than to acquire gains. Highlighting potential negative consequences of non-payment can incentivise debtors to pay. Social Norms Theory: People are influenced by the behaviours of others around them. Informing debtors… Read more

Introduction In an era where personalisation is critical to customer engagement, the collections function for creditors must adapt to incorporate data-driven personalisation techniques. This strategy not only enhances customer interactions but also optimises recovery processes and improves overall customer satisfaction. This article explores the top 10 key elements required to effectively implement data-driven personalisation within a collections function, detailing why it is important, key considerations, and the expected benefits. Why Data-Driven Personalisation in Collections? Data-driven personalisation leverages customer data to… Read more