A Triadic Model of Social Motivations in Pay-What-You-Want Decisions

2021 ◽  
pp. 000-000
Author(s):  
Saerom Lee ◽  
Hans Baumgartner ◽  
Rik Pieters
Keyword(s):  
Pay What You Want ◽  
Social Motivations ◽  
Triadic Model

"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

Giving Customers Decision Rights: A Field Study of Pay-What-You-Want Pricing at a Performing Arts Theatre

2020 ◽  
Author(s):  
Jacob G. Birnberg ◽  
Jongwoon Choi ◽  
Adam Presslee
Keyword(s):  
Field Study ◽  
Performing Arts ◽  
Decision Rights ◽  
Pay What You Want

Sustainable Materialism

2019 ◽  
Author(s):  
David Schlosberg ◽  
Luke Craven
Keyword(s):  
Everyday Life ◽  
Food Systems ◽  
Basic Needs ◽  
New Materialism ◽  
Environmental Groups ◽  
Consumer Responses ◽  
Political Processes ◽  
Social Motivations ◽  
Sustainable Fashion ◽  
Prefigurative Politics

A growing number of environmental groups focus on more sustainable practices in everyday life, from the development of new food systems, to community solar, to more sustainable fashion. No longer willing to take part in unsustainable practices and institutions, and not satisfied with either purely individualistic and consumer responses or standard political processes and movement tactics, many activists and groups are increasingly focusing on restructuring everyday practices of the circulation of the basic needs of everyday life. This work labels such action sustainable materialism, and examines the political and social motivations of activists and movement groups involved in this growing and expanding practice. The central argument is that these movements are motivated by four key factors: frustration with the lack of accomplishments on broader environmental policies; a desire for environmental and social justice; an active and material resistance to the power of traditional industries; and a form of sustainability that is attentive to the flow of materials through bodies, communities, economies, and environments. In addition to these motivations, these movements demonstrate such material action as political action, in contrast to existing critiques of new materialism as apolitical or post-political. Overall, sustainable materialism is explored as a set of movements with unique qualities, based in collective rather than individual action, a dedication to local and prefigurative politics, and a demand that sustainability be practiced in everyday life—starting with the materials and flows that provide food, power, clothing, and other basic needs.

scholarly journals HOW SHOULD WE RECONCILE SELF-REGARDING AND PRO-SOCIAL MOTIVATIONS? A RENAISSANCE OF “DAS ADAM SMITH PROBLEM”

2020 ◽  
Vol 37 (1) ◽  
pp. 80-102
Author(s):  
Natalie Gold
Keyword(s):  
Adam Smith ◽  
Crowding Out ◽  
Private Interests ◽  
Self Interest ◽  
Intrinsic Motivations ◽  
Social Motivations ◽  
Motivation Crowding ◽  
Wealth Of Nations ◽  
Selfish Agents

Abstract“Das Adam Smith Problem” is the name given by eighteenth-century German scholars to the question of how to reconcile the role of self-interest in the Wealth of Nations with Smith’s advocacy of sympathy in Theory of Moral Sentiments. As the discipline of economics developed, it focused on the interaction of selfish agents, pursuing their private interests. However, behavioral economists have rediscovered the existence and importance of multiple motivations, and a new Das Adam Smith Problem has arisen, of how to accommodate self-regarding and pro-social motivations in a single system. This question is particularly important because of evidence of motivation crowding, where paying people can backfire, with payments achieving the opposite effects of those intended. Psychologists have proposed a mechanism for the crowding out of “intrinsic motivations” for doing a task, when payment is used to incentivize effort. However, they argue that pro-social motivations are different from these intrinsic motivations, implying that crowding out of pro-social motivations requires a different mechanism. In this essay I present an answer to the new Das Adam Smith problem, proposing a mechanism that can underpin the crowding out of both pro-social and intrinsic motivations, whereby motivations are prompted by frames and motivation crowding is underpinned by the crowding out of frames. I explore some of the implications of this mechanism for research and policy.

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

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.

Strategies for influencing parental decisions on food purchasing

2004 ◽  
Vol 21 (2) ◽  
pp. 134-143 ◽  
Author(s):  
Marie Marquis
Keyword(s):  
Eating Behaviors ◽  
Ecological Model ◽  
Future Research ◽  
Consumer Socialization ◽  
Food Purchasing ◽  
Persuasive Strategies ◽  
Social Motivations ◽  
Parental Decisions ◽  
Four Levels ◽  
The Individual

In 2002, Story et al. proposed an ecological model for understanding the individual and environmental factors that influence young consumers’ eating behaviors. The theoretical framework suggests that eating behavior is a function of four levels of influence: individual, interpersonal, environmental and societal. The objective of the study is to explore how these levels of influence may explain strategies used by ten‐year‐old children to influence parental decisions on food purchasing. A self‐administered questionnaire was filled out by children. Gender differences were observed in terms of eating environment, social motivations to select foods and use of specific persuasive strategies. The results obtained contribute to our knowledge on interpersonal influences on children’s consumer behavior and on individual differences in consumer socialization. Practical implications are presented and recommendations for future research are made.

Pay-What-You-Want Pricing: Can It Be Profitable?

2014 ◽  
Author(s):  
Yong Chao ◽  
Jose M. Fernandez ◽  
Babu Nahata
Keyword(s):  
Pay What You Want
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