The Effects of Social Interaction and Social Norm Compliance in Pay-What-You-Want Situations

Publikationen: Beiträge in ZeitschriftenZeitschriftenaufsätze

Standard

The Effects of Social Interaction and Social Norm Compliance in Pay-What-You-Want Situations. / Hilbert, Leon Paul; Süßmair, Augustin.

in: American Journal of Industrial and Business Management, Band 5, Nr. 8, 08.2015, S. 548-556.

Publikationen: Beiträge in ZeitschriftenZeitschriftenaufsätze

Harvard

APA

Vancouver

Bibtex

@article{d1c5382ef2824cd1a69e1f30c4b404c1,
title = "The Effects of Social Interaction and Social Norm Compliance in Pay-What-You-Want Situations",
abstract = "Since Pay-What-You-Want is a relatively new field of study, the influence factors during the pricing process are not sufficiently explored. It was hypothesized that in a hypothetical Pay-What-You-Want situation, increased social interaction and social norm compliance would lead to a higher willingness to pay for a travel mug. In a laboratory experiment, 79 German students were randomly assigned to three groups which varied in the degree of social interaction. Social norm compliance was assessed with a questionnaire. A 3 × 3 between-group factorial ANOVA showed a significant main effect for social interaction (p = 0.025, η2 = 0.08), whilst social norm compliance was slightly not significant (p = 0.067, η2 = 0.03). Follow-up comparisons were calculated and the results discussed. The findings implicate that especially the degree of social interaction should be regarded, both by researchers and practitioners, as an important situational factor influencing the price in a Pay-What-You-Want situation.",
keywords = "Management studies, pay what you want, social interaction, social norms, willingness to pay",
author = "Hilbert, {Leon Paul} and Augustin S{\"u}{\ss}mair",
year = "2015",
month = "8",
doi = "10.4236/ajibm.2015.58054",
language = "English",
volume = "5",
pages = "548--556",
journal = "American Journal of Industrial and Business Management",
issn = "2164-5167",
publisher = "Scientific Research Publishing Inc",
number = "8",

}

RIS

TY - JOUR

T1 - The Effects of Social Interaction and Social Norm Compliance in Pay-What-You-Want Situations

AU - Hilbert,Leon Paul

AU - Süßmair,Augustin

PY - 2015/8

Y1 - 2015/8

N2 - Since Pay-What-You-Want is a relatively new field of study, the influence factors during the pricing process are not sufficiently explored. It was hypothesized that in a hypothetical Pay-What-You-Want situation, increased social interaction and social norm compliance would lead to a higher willingness to pay for a travel mug. In a laboratory experiment, 79 German students were randomly assigned to three groups which varied in the degree of social interaction. Social norm compliance was assessed with a questionnaire. A 3 × 3 between-group factorial ANOVA showed a significant main effect for social interaction (p = 0.025, η2 = 0.08), whilst social norm compliance was slightly not significant (p = 0.067, η2 = 0.03). Follow-up comparisons were calculated and the results discussed. The findings implicate that especially the degree of social interaction should be regarded, both by researchers and practitioners, as an important situational factor influencing the price in a Pay-What-You-Want situation.

AB - Since Pay-What-You-Want is a relatively new field of study, the influence factors during the pricing process are not sufficiently explored. It was hypothesized that in a hypothetical Pay-What-You-Want situation, increased social interaction and social norm compliance would lead to a higher willingness to pay for a travel mug. In a laboratory experiment, 79 German students were randomly assigned to three groups which varied in the degree of social interaction. Social norm compliance was assessed with a questionnaire. A 3 × 3 between-group factorial ANOVA showed a significant main effect for social interaction (p = 0.025, η2 = 0.08), whilst social norm compliance was slightly not significant (p = 0.067, η2 = 0.03). Follow-up comparisons were calculated and the results discussed. The findings implicate that especially the degree of social interaction should be regarded, both by researchers and practitioners, as an important situational factor influencing the price in a Pay-What-You-Want situation.

KW - Management studies

KW - pay what you want

KW - social interaction

KW - social norms

KW - willingness to pay

U2 - 10.4236/ajibm.2015.58054

DO - 10.4236/ajibm.2015.58054

M3 - Journal articles

VL - 5

SP - 548

EP - 556

JO - American Journal of Industrial and Business Management

T2 - American Journal of Industrial and Business Management

JF - American Journal of Industrial and Business Management

SN - 2164-5167

IS - 8

ER -

Dokumente

DOI

Beziehungsdiagramm