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
Author(s):  
Florentin Krrmer ◽  
Klaus M. Schmidt ◽  
Martin Spann ◽  
Lucas Stich

Author(s):  
Rafael Luis Wagner ◽  
Natalia Araujo Pacheco ◽  
Kenny Basso ◽  
Eduardo Rech ◽  
Diego Costa Pinto

Data in Brief ◽  
2017 ◽  
Vol 12 ◽  
pp. 513-517
Author(s):  
Florentin Krämer ◽  
Klaus M. Schmidt ◽  
Martin Spann ◽  
Lucas Stich

2011 ◽  
Author(s):  
Rami Zwick ◽  
Vincent Mak ◽  
Akshay Rao

2021 ◽  
pp. 1-11
Author(s):  
Guilian Wang ◽  
Liyan Zhang ◽  
Jing Guo

This paper try to fully reveal the key factors affecting the the level of AMT application in micro- and small enterprises (MSEs) from its organizational factors by ordinal logistic regression. The results show that MSEs have a relatively high level of AMT application as a whole due to the maturity and cost reduction of basic technologies such as artificial intelligence, digital manufacturing and industrial robots. In this paper we propose manufacturing world analysis at Application using Logistic Regression and best AMT selection using Fuzzy-TOPSIS Integration approach.Considering the influence mechanism of each factor, the important factors that affect the application level of AMT are the enterprise’s market pricing power, the main production types, technical, market and management capabilities, organization development incentives and the interaction with external stakeholders. Based on the results above, the following policy implications are proposed: further expanding the customized production in MSEs to gradually improve the market pricing power, expanding the core competence of enterprises, enhancing the employee autonomy, and strengthening the interaction with industry organizations.


2017 ◽  
Vol 60 (11) ◽  
pp. 29-31 ◽  
Author(s):  
Martin Spann ◽  
Lucas Stich ◽  
Klaus M. Schmidt

2012 ◽  
Vol 51 (3) ◽  
pp. 389-417 ◽  
Author(s):  
Francisco J León ◽  
José A Noguera ◽  
Jordi Tena-Sánchez

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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