Perceived Price Fairness in Pay-What-You-Want: A Multi-Country Study

Research output: Journal contributionsJournal articlesResearchpeer-review

Authors

The present study investigated perceived price fairness (PPF) and aimed to reveal determinants of PPF within the participative pricing mechanism paywhat-you-want (PWYW). Results support the hypothesis that PPF in PWYW conditions is higher than PPF in ordinary price setting (OPS) conditions. Determinants of PPF in PWYW conditions were identified to include both the price level and the degree of social interaction. Whereas the results conform to previous research that PPF correlates negatively with the price level in OPS conditions, this study reveals a positive correlation between the price level and PPF in PWYW conditions, which suggests that the buyer’s mental model of PPF varies with the process of price determination. Therefore, future research should re-examine consequences of PPF in PWYW conditions. Additionally, results show cross-country differences of PPF and the influence of the price level on PPF.
Original languageEnglish
JournalAmerican Journal of Industrial and Business Management
Volume7
Issue number5
Pages (from-to)711-734
Number of pages24
ISSN2164-5167
DOIs
Publication statusPublished - 27.05.2017

    Research areas

  • Business psychology - Perceived Price Fairness, Pay what you want, PWYW, Willingness to pay, Participative Pricing, Price Determination, Price Evaluation, Perception

DOI

Recently viewed

Publications

  1. RoMe
  2. Entwicklung von Modellierungsaufgaben unter Rückgriff auf das Webportal „MathCityMap“ in einem fachdidaktischen Seminar für Lehramtsstudierende
  3. Zuhören gestalten
  4. Grammes, Tilmann; Schluß, Henning; Vogler, Hans-Joachim: Staatsbürgerkunde in der DDR: Ein Dokumentenband. Wiesbaden (VS Verlag) 2006
  5. Homo sapiens reached the higher latitudes of Europe by 45,000 years ago
  6. From Rana Plaza to COVID‐19
  7. Defending one's worldview under mortality salience
  8. Kosmologische Spektakel - Universale Archive
  9. Rapid Identification of Bacteria in Clinical Microbiology Routiine Diagnostics using MALDI-TOF mass spectrometry
  10. Handels- und Zusammenarbeitsabkommen EU/VK
  11. Agenturen und Integrierte Kommunikation
  12. Wozu Senden? Sendevisionen im Ersten und Dritten Fernsehzeitalter
  13. Die Collage als Spottidiom
  14. Wer kolportiert?
  15. The weighted Moran formula for the dimension of generic McMullen-Bedford carpets
  16. Experiential marketing as a tool to enhance Tourists’ pre-travel online destination experiences?
  17. Strategische Wendepunkte und Risikofrüherkennung am Beispiel des IT-Marktes
  18. Kriterien der interaktiven Unternehmenskommunikation im Internet
  19. Oliver E. Williamsons Transaktionskostenökonomik
  20. Platform for sustainable aviation fuels-combining ecological research and sustainability management with industrial needs
  21. Die Evaluationspraxis an Deutschen Schulen
  22. Passt die zeitgenössliche Kunst in ihre Institutionen?
  23. IM OSTEN GEHT DIE SONNE AUF
  24. ‚Infra-Politik‘ der Willkommensgesellschaft
  25. Albania
  26. Der deutsche Föderalismus zwischen zwei Konventen
  27. Energiekonzept: Die Energierevolution
  28. Gute fachliche Praxis
  29. Computerspiele – Neue Herausforderungen für die Ethik ?
  30. Insect abundance in managed forests benefits from multi-layered vegetation
  31. Bildungsreise in digitale Welten
  32. Magnesium recycling system prepared by permanent mould- and high pressure die casting
  33. The recombinant bifunctional protein αCD133–GPVI promotes repair of the infarcted myocardium in mice
  34. Ecological justice in agricultural systems
  35. Transdisziplinarität in der Nachhaltigkeitsforschung