Consumer reactions to pay‐what‐you‐want and name‐your‐own‐price mechanisms

2022 ◽  
Author(s):  
Rafael Luis Wagner ◽  
Natalia Araujo Pacheco ◽  
Kenny Basso ◽  
Eduardo Rech ◽  
Diego Costa Pinto
Keyword(s):  
Consumer Reactions ◽  
Pay What You Want ◽  
Name Your Own Price

scholarly journals Buyer and seller data from pay what you want and name your own price laboratory markets

Data in Brief ◽  
2017 ◽  
Vol 12 ◽  
pp. 513-517
Author(s):  
Florentin Krämer ◽  
Klaus M. Schmidt ◽  
Martin Spann ◽  
Lucas Stich
Keyword(s):  
Pay What You Want ◽  
Name Your Own Price

scholarly journals Delegating pricing power to customers: Pay What You Want or Name Your Own Price?

2017 ◽  
Vol 136 ◽  
pp. 125-140 ◽  
Author(s):  
Florentin Krämer ◽  
Klaus M. Schmidt ◽  
Martin Spann ◽  
Lucas Stich
Keyword(s):  
Pay What You Want ◽  
Pricing Power ◽  
Name Your Own Price

scholarly journals Delegating Pricing Power to Customers: Pay What You Want or Name Your Own Price?

2015 ◽  
Author(s):  
Florentin Krrmer ◽  
Klaus M. Schmidt ◽  
Martin Spann ◽  
Lucas Stich
Keyword(s):  
Pay What You Want ◽  
Pricing Power ◽  
Name Your Own Price

"Pay what you want": Theory and experimental evidence

2011 ◽  
Author(s):  
Rami Zwick ◽  
Vincent Mak ◽  
Akshay Rao
Keyword(s):  
Experimental Evidence ◽  
Pay What You Want

scholarly journals Pay what you want as a pricing model for open access publishing?

2017 ◽  
Vol 60 (11) ◽  
pp. 29-31 ◽  
Author(s):  
Martin Spann ◽  
Lucas Stich ◽  
Klaus M. Schmidt
Keyword(s):  
Open Access ◽  
Open Access Publishing ◽  
Pricing Model ◽  
Pay What You Want

Consumer reactions toward clicks and bricks: investigating buying behaviour on-line and at stores

2004 ◽  
Vol 23 (4) ◽  
pp. 237-245 ◽  
Author(s):  
Glenn J Browne ◽  
John R Durrett ◽  
James C Wetherbe
Keyword(s):  
Consumer Reactions ◽  
On Line ◽  
Buying Behaviour

How much would you like to pay? Trust, reciprocity and prosocial motivations in El trato

2012 ◽  
Vol 51 (3) ◽  
pp. 389-417 ◽  
Author(s):  
Francisco J León ◽  
José A Noguera ◽  
Jordi Tena-Sánchez
Keyword(s):  
Social Science ◽  
External Validity ◽  
Laboratory Experiments ◽  
Social Science Research ◽  
Science Research ◽  
Trust Game ◽  
Sales Strategy ◽  
Pay What You Want ◽  
Natural Settings

Prosocial motivations and reciprocity are becoming increasingly important in social-science research. While laboratory experiments have challenged the assumption of universal selfishness, the external validity of these results has not been sufficiently tested in natural settings. In this article we examine the role of prosocial motivations and reciprocity in a Pay What You Want (PWYW) sales strategy, in which consumers voluntarily decide how much to pay for a product or service. This article empirically analyses the only PWYW example in Spain to date: the El trato (‘The deal’) campaign launched by the travel company Atrápalo, which offered different holiday packages under PWYW conditions in July 2009. Our analysis shows that, although the majority of the customers did not behave in a purely self-interested manner, they nonetheless did so in a much higher proportion than observed in similar studies. We present different hypotheses about the mechanisms that may explain these findings. Specifically, we highlight the role of two plausible explanations: the framing of the campaign and the attribution of ‘hidden’ preferences to Atrápalo by its customers, which undermined the interpretation of El trato as a trust game.

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