Access the full text.
Sign up today, get DeepDyve free for 14 days.
M. Lynn, S. Flynn, C. Helion (2013)
Do consumers prefer round prices? Evidence from pay-what-you-want decisions and self-pumped gasoline purchasesJournal of Economic Psychology, 36
E. Hoffman, K. McCabe, V. Smith (2000)
Social distance and other-regarding behavior in dictator games
T. Regner, J. Barria (2009)
Do consumers pay voluntarily? The case of online music☆Journal of Economic Behavior and Organization, 71
Vincent Mak, R. Zwick, A. Rao (2010)
Pay what you want ” as a profitable pricing strategy : Theory and experimental evidence
J. Johnson, Annie Cui (2013)
To influence or not to influence: External reference price strategies in pay-what-you-want pricingJournal of Business Research, 66
Matthias Greiff, H. Egbert (2016)
A Survey of the Empirical Evidence on PWYW Pricing, 20
J. Andreoni (2009)
Social Image and the 50-50 Norm: A Theoretical and Experimental Analysis of Audience EffectsLevine's Bibliography
Francisco León, José Noguera, Jordi Tena‐Sánchez (2012)
How much would you like to pay? Trust, reciprocity and prosocial motivations in El tratoSocial Science Information, 51
James Heyman, D. Ariely (2004)
Effort for payment. A tale of two markets.Psychological science, 15 11
Wiley Library, Pieter Gautier, Bas Van, Der Klaauw (2009)
Journal of Applied Econometrics Selection in a Field Experiment with Voluntary Participation
Ellen Schaffner, Ulrich Schiefele (2016)
The Contributions of Intrinsic and Extrinsic Reading Motivation to the Development of Reading Competence over Summer VacationReading Psychology, 37
R. Burgess (1980)
Qualitative and Quantitative Social Research: Papers in Honor of Paul F. LazarsfeldSociology, 14
Gary Bolton, Axel Ockenfels (2000)
ERC: A Theory of Equity, Reciprocity, and CompetitionThe American Economic Review, 90
E. Fehr (1998)
A Theory of Fairness, Competition and CooperationBehavioral & Experimental Economics
Journal of Applied Econometrics, 27
(2016)
Rynek książki w Polsce
E. Hoffman, K. McCabe, Keith Shachat, V. Smith (1994)
Preferences, property rights, and anonymity in bargaining games
M. Natter, K. Kaufmann (2015)
Voluntary market payments: Underlying motives, success drivers and success potentialsJournal of Socio-economics, 57
Ayelet Gneezy, U. Gneezy, Gerhard Riener, Leif Nelson (2012)
Pay-what-you-want, identity, and self-signaling in marketsProceedings of the National Academy of Sciences, 109
Michael Becker, Nele McElvany, Marthe Kortenbruck (2010)
Intrinsic and Extrinsic Reading Motivation as Predictors of Reading Literacy: A Longitudinal Study.Journal of Educational Psychology, 102
J. Andreoni, John Miller (2002)
NOTES AND COMMENTS GIVING ACCORDING TO GARP: AN EXPERIMENTAL TEST OF THE CONSISTENCY OF PREFERENCES FOR ALTRUISM
K. Wason, M. Polonsky, M. Hyman (2002)
Designing Vignette Studies in MarketingAustralasian Marketing Journal, 10
Jens Hainmueller, Dominik Hangartner, Teppei Yamamoto (2015)
Validating vignette and conjoint survey experiments against real-world behaviorProceedings of the National Academy of Sciences, 112
Peter Steiner, C. Atzmüller, Dan Su (2017)
Designing Valid and Reliable Vignette Experiments for Survey Research: A Case Study on the Fair Gender Income GapJournal of Methods and Measurement in the Social Sciences, 7
Thomas Dohmen, A. Falk, David Huffman, J. Schupp, U. Sunde, G. Wagner (2005)
Individual Risk Attitudes: New Evidence from a Large, Representative, Experimentally-Validated SurveyPublic Health Law & Policy
Marcus Kunter (2015)
Exploring the Pay-What-You-Want payment motivationJournal of Business Research, 68
Ju-Young Kim, M. Natter, Martin Spann (2009)
Pay what you Want: A New Participative Pricing MechanismJournal of Marketing, 73
R. Chandrashekaran, Harsharanjeet Jagpal (1995)
Is There a Well-Defined Internal Reference Price?ACR North American Advances
Ju-Young Kim, K. Kaufmann, Manuel Stegemann (2014)
The impact of buyer–seller relationships and reference prices on the effectiveness of the pay what you want pricing mechanismMarketing Letters, 25
C. Atzmüller, Peter Steiner (2010)
Experimental Vignette Studies in Survey ResearchMethodology: European Journal of Research Methods for The Behavioral and Social Sciences, 6
Ayelet Gneezy, U. Gneezy, Leif Nelson, Amber Brown (2010)
Shared Social Responsibility: A Field Experiment in Pay-What-You-Want Pricing and Charitable GivingScience, 329
T. Regner, Gerhard Riener (2012)
Voluntary payments, privacy and social pressure on the Internet: A natural field experiment
Thomas Dohmen, A. Falk, David Huffman, U. Sunde, Jürgen Schupp, G. Wagner (2009)
Individual Risk Attitudes: Measurement, Determinants and Behavioral Consequencesresearch memorandum
R. Chandrashekaran, Dhruv Grewal (2006)
Anchoring effects of advertised reference price and sale price: The moderating role of saving presentation formatJournal of Business Research, 59
AbstractWe empirically investigate the interaction between internal and external reference prices on stated payments in a Pay-What-You-Want (PWYW) scheme. Using results of a vignette experiment with e-books, we show that when an external reference price provided is lower than respondents’ internal reference prices, the average of PWYW payments significantly decreases compared with a situation in which the external reference price is not provided. The relationship is the opposite when the external reference price provided to respondents is higher than their internal reference prices. In such a case, upward pressure is created, thus the average of PWYW payments increases. These results remain true when we control for expected quality of e-books. Additionally, we find that when the external reference price is not provided, the size of PWYW payments depends positively on individual factors such as risk-taking propensity and perceived costs of e-book production.
Central European Economic Journal – de Gruyter
Published: Apr 1, 2019
Read and print from thousands of top scholarly journals.
Already have an account? Log in
Bookmark this article. You can see your Bookmarks on your DeepDyve Library.
To save an article, log in first, or sign up for a DeepDyve account if you don’t already have one.
Copy and paste the desired citation format or use the link below to download a file formatted for EndNote
Access the full text.
Sign up today, get DeepDyve free for 14 days.
All DeepDyve websites use cookies to improve your online experience. They were placed on your computer when you launched this website. You can change your cookie settings through your browser.