Advanced Search

There is nothing permanent except change - analyzing individual price dynamics in "pay-what-you-want" situations


Edinger-Schons, Laura Marie ; Rese, Mario ; Wieseke, Jan ; Rasmussen, Wiebke ; Weber, Daniel ; Strotmann, Wolf-Christian



DOI: https://doi.org/10.1007/s11002-013-9237-2
URL: http://hdl.handle.net/10.1007/s11002-013-9237-2
Additional URL: https://www.researchgate.net/publication/257619438...
Document Type: Article
Year of publication: 2014
The title of a journal, publication series: Marketing Letters
Volume: 25
Issue number: 1
Page range: 25-36
Place of publication: Dordrecht [u.a.]
Publishing house: Springer
ISSN: 0923-0645 , 1573-059X
Publication language: English
Institution: Business School > Corporate Social Responsibility (Edinger-Schons 2015-)
Subject: 650 Management
Keywords (English): Participative pricing; Pay what you want; Long-term price dynamics; Reference prices; Latent growth modeling.
Abstract: This study is examines the dynamics in prices paid in “pay-what-you-want” situations over multiple customer–seller transactions on an individual customer level. The analysis of potential dynamism in prices paid allows for an assessment of the profitability of pay-what-you-want pricing for sellers of frequently bought products and services. To empirically validate the framework, the authors conduct a field study that focuses on the aggregate and individual dynamics in prices paid over customers’ multiple purchases. Using latent growth modeling, the authors find significant but declining decreases in prices paid. Further, they identify stable individual and relational difference factors which predict steeper or more gradual declines in prices paid. Customers’ individual preferences for fairness and price consciousness as well as their overall satisfaction with the seller alleviate price declines. The authors discuss the practical and theoretical implications of these findings.

Dieser Datensatz wurde nicht während einer Tätigkeit an der Universität Mannheim veröffentlicht, dies ist eine Externe Publikation.




Metadata export


Citation


+ Search Authors in

BASE: Edinger-Schons, Laura Marie ; Rese, Mario ; Wieseke, Jan ; Rasmussen, Wiebke ; Weber, Daniel ; Strotmann, Wolf-Christian

Google Scholar: Edinger-Schons, Laura Marie ; Rese, Mario ; Wieseke, Jan ; Rasmussen, Wiebke ; Weber, Daniel ; Strotmann, Wolf-Christian

+ Page Views

Hits per month over past year

Detailed information



You have found an error? Please let us know about your desired correction here: E-Mail


Actions (login required)

Show item Show item
MADOC is powered by EPrints 3 which is developed by the School of Electronics and Computer Science at the University of Southampton. More information and software credits.