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

"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

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.

La politique de prix « Pay What You Want » : partage du pouvoir ou action de communication ?

Gestion 2000 ◽  
2013 ◽  
Vol 31 (4) ◽  
pp. 15
Author(s):  
Sihem Dekhili ◽  
Chantal Connan-Ghesquiere
Keyword(s):  
Pay What You Want

scholarly journals Forms of Expectations about Future Returns*

1970 ◽  
Vol 6 (2) ◽  
pp. 235-238
Author(s):  
Kyung-Nan Koh
Keyword(s):  
Pay What You Want

* Comment on Egbert, Henrik, “Pay-What-You-Want Pricing,” in this issue.

scholarly journals Digital Goods Are Valued Less Than Physical Goods

2017 ◽  
Vol 44 (6) ◽  
pp. 1343-1357 ◽  
Author(s):  
Ozgun Atasoy ◽  
Carey K Morewedge
Keyword(s):  
Perceived Control ◽  
Purchase Intention ◽  
Psychological Ownership ◽  
Digital Goods ◽  
Mediating Role ◽  
Incentive Compatible ◽  
Psychology And Economics ◽  
Pay What You Want ◽  
The Difference

Abstract Digital goods are, in many cases, substantive innovations relative to their physical counterparts. Yet, in five experiments, people ascribed less value to digital than to physical versions of the same good. Research participants paid more for, were willing to pay more for, and were more likely to purchase physical goods than equivalent digital goods, including souvenir photographs, books (fiction and nonfiction), and films. Participants valued physical goods more than digital goods whether their value was elicited in an incentive compatible pay-what-you-want paradigm, with willingness to pay, or with purchase intention. Greater capacity for physical than digital goods to garner an association with the self (i.e., psychological ownership) underlies the greater value ascribed to physical goods. Differences in psychological ownership for physical and digital goods mediated the difference in their value. Experimentally manipulating antecedents and consequents of psychological ownership (i.e., expected ownership, identity relevance, perceived control) bounded this effect, and moderated the mediating role of psychological ownership. The findings show how features of objects influence their capacity to garner psychological ownership before they are acquired, and provide theoretical and practical insights for the marketing, psychology, and economics of digital and physical goods.

scholarly journals The influence of a competition on noncompetitors

2018 ◽  
Vol 115 (11) ◽  
pp. 2716-2721 ◽  
Author(s):  
Raghabendra P. KC ◽  
Marcus Kunter ◽  
Vincent Mak
Keyword(s):  
Field Experiment ◽  
Social Comparison ◽  
Social Life ◽  
Experimental Studies ◽  
Contagion Effect ◽  
Pay What You Want

We report a series of experimental studies that investigate the influence of a competition on noncompetitors who do not participate in it but are aware of it. Our work is highly relevant across many domains of social life where competitions are prevalent, as it is typical in a competition that the competitors are far outnumbered by these noncompetitors. In our field experiment involving pay-what-you-want entrance at a German zoo (n = 22,886), customers who were aware of a competition over entrance payments, but did not participate in it, paid more than customers who were unaware of the competition. Further experiments provide confirmatory and process evidence for this contagion effect, showing that it is driven by heightened social comparison motivation due to mere awareness of the competition. Moreover, we find evidence that the reward level for the competitors could moderate the contagion effect on the noncompetitors. Even if an individual does not participate in a competition, their behavior can still be influenced by it, and this influence can change with the characteristics of the competition in an intriguing way.

Sign in / Sign up

Export Citation Format

Share Document