Determinants in Pay-What-You-Want Pricing Decisions—A Cross-Country Study

Publikation: Beiträge in ZeitschriftenZeitschriftenaufsätzeForschungbegutachtet

Authors

Pay-what-you-want (PWYW) pricing has attracted much attention recently. Current research focused on influencing factors and their power across social contexts and countries. This article empirically examines a comprehensive list of 10 empirically tested factors that influence individual price-setting but never have been investigated holistically. Results indicate: (1) some previously assumed influencing factors have stronger moderating effects than do others, and (2) these influences must be interpreted as influential clusters rather than individually, as not all constructs are of significantly differing influence on an individual’s pricing decision. Satisfaction (Cluster 1), price consciousness, and fairness (both Cluster 2) constitute the most crucial moderators, regardless of context. Four country contexts (i.e., Australia, Germany, Poland, United States) revealed further insights about the intercultural perspective of PWYW pricing: Whereas most of the influencing factors/clusters are of comparable importance across the tested countries, loyalty and reputation (Cluster 6) significantly differed in importance depending on country.
OriginalspracheEnglisch
ZeitschriftAmerican Journal of Industrial and Business Management
Jahrgang7
Ausgabenummer2
Seiten (von - bis)115-142
Anzahl der Seiten28
ISSN2164-5167
DOIs
PublikationsstatusErschienen - 28.02.2017

DOI

Zuletzt angesehen

Forschende

  1. Gereon Wellmann

Publikationen

  1. Promoting recovery in daily life
  2. Rosa
  3. Isolation of a Na v channel blocking polypeptide from Cyanea capillata medusae
  4. Remediation of PAHs, NSO-Heterocycles, and Related Aromatic Compounds in Permeable Reactive Barriers Using Activated Carbon
  5. Der Medienmanager - Unternehmer im Unternehmen
  6. Protecting older workers' employability
  7. Proletarische und bürgerliche Jünglinge in der Moderne
  8. Co-productive agility and four collaborative pathways to sustainability transformations
  9. Freie Pizzawahl für Informatiker und Wirtschaftsinformatiker
  10. Value patterns in Europe and the United States
  11. Place, case and process
  12. How does the context and design of participatory decision making processes affect their outcomes? Evidence from sustainable land management in global drylands
  13. Interactions of CaO with pure Mg and Mg-Ca alloys—an in situ synchrotron radiation diffraction study
  14. Hydrology and flood probability of the monsoon-dominated Chindwin River in northern Myanmar
  15. Acquiring 'different strokes'.
  16. Home and fear
  17. Systematic study of the effect of non-uniform seal stiffness on the contact stress in flat-faced soft-seated spring operated pressure relief valves
  18. Non-native tree species (Pseudotsuga menziesii) strongly decreases predator biomass and abundance in mixed-species plantations of a tree diversity experiment
  19. Buchbesprechung
  20. Multidimensional Polarization of Income and Wealth: The Extent and Intensity of Poverty and Affluence
  21. Romanik in Rom und Latium
  22. Wasch mir den Pelz, aber mach' mich nicht nass!
  23. Environmental justice and care
  24. Research contributions to personality at work
  25. Biologistics and the struggle for efficiency
  26. The relevance of international restoration principles for ecosystem restoration practice in Rwanda
  27. Migrant struggles and moral economies of subversion
  28. Welt in der Hand / The World in Your Hand