Credit Solicitations as Market Experiments in the U.S. Credit Card Industry

Kellogg School of Management Cases

ISSN: 2474-6568

Publication date: 20 January 2017


Describes market experiments conducted by a major credit card issuer. In a typical experiment, the issuer sends out hundreds of thousands of solicitations based on information received from credit reporting agencies (e.g., credit score, past delinquencies, etc.). Selection bias is striking: the average risk profile of those responding to higher interest rates is significantly worse than that of respondents to lower rates. Tracking respondents for 27 months after the experiment, respondents to higher rates displayed significantly higher delinquency and bankruptcy rates. Based on a research paper by Larry Ausubel.



Al-Najjar, N., Besanko, D. and Uchoa, R. (2017), "Credit Solicitations as Market Experiments in the U.S. Credit Card Industry", Kellogg School of Management Cases.

Download as .RIS



Kellogg School of Management

Copyright © 2004, The Kellogg School of Management at Northwestern University

Please note you might not have access to this content

You may be able to access this content by login via Shibboleth, Open Athens or with your Emerald account.
If you would like to contact us about accessing this content, click the button and fill out the form.