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. Tina Gottmann

Publikationen

  1. Hoffnung Alter
  2. Luminescence dating of late holocene dunes showing remnants of early settlement in Cuddalore and evidence of monsoon activity in south east India
  3. Der Medienmanager - Unternehmer im Unternehmen
  4. Größen bauen auf Längen
  5. SAMT
  6. Co-productive agility and four collaborative pathways to sustainability transformations
  7. How does the context and design of participatory decision making processes affect their outcomes? Evidence from sustainable land management in global drylands
  8. Conservation value of moist evergreen Afromontane forest sites with different management and history in southwestern Ethiopia
  9. Hydrology and flood probability of the monsoon-dominated Chindwin River in northern Myanmar
  10. CSR, moral licensing and organizational misconduct
  11. Effects of introspective vs. extraspective instruction in scaling of hedonic properties of flavouring ingredients by Chinese and German subjects
  12. Home and fear
  13. From 'privacy calculus' to 'Social calculus'
  14. Multidimensional Polarization of Income and Wealth: The Extent and Intensity of Poverty and Affluence
  15. Experts of thoroughness and fanatics of planning?
  16. Climate – grazing interactions in Mongolian rangelands
  17. Managing increasing environmental risks through agro-biodiversity and agri-environmental policies
  18. Environmental justice and care
  19. Das Projekt Berber-Zeitung
  20. Preventing a first episode of psychosis
  21. Strompreise
  22. Über das Schreiben sprechen
  23. Migrant struggles and moral economies of subversion
  24. Words and deeds
  25. Ecosystem services and sustainability: descriptive means, normative goals and societal transformations
  26. German multiple-product, multiple-destination exporters: Bernard-Redding-Schott under test
  27. Independent Music and Digital Technology in the Philippines
  28. The valuation of ecosystem services
  29. Exports, imports and firm survival
  30. Comprehensive meta-analysis of excess mortality in depression in the general community versus patients with specific illnesses.
  31. Introduction for Special Issue of Submissions from European Liberal Education Student Conference
  32. The Effectiveness of the Effectuation Approach on Opportunity Identificaton and Pursuit