Consumer response to design variations in pay-what-you-want pricing
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DOI: 10.1007/s11747-019-00659-5
Abstract: Recent literature has identified consumers’ fairness and image concerns as the primary drivers of payments under pay-what-you-want (PWYW) pricing. Consequently, managers have employed a variety of design variations to invoke/alleviate these concerns to attract more… read more here.
Keywords: design variations; response; payment; consumer ... See more keywords
Pay-what-you-want for high-value priced services: Differences between potential, new, and repeat customers
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DOI: 10.1016/j.jbusres.2016.10.030
Abstract: This study contributes to the limited literature on the pricing method of pay-what-you-want (PWYW) in the context of a high-value service. The study evaluates the applicability and profitability of PWYW by comparing the minimum, maximum,… read more here.
Keywords: potential new; high value; value; new repeat ... See more keywords
What You Ask Changes What I Pay: Framing Effects in Pay What You Want Pricing
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DOI: 10.1080/10696679.2017.1345281
Abstract: This research examines the effect of message framing on consumers’ chosen prices in pay what you want pricing. Across three field studies, the traditional Pay What You Want message frame consistently leads to the lowest… read more here.
Keywords: message; frame; message frame; pay want ... See more keywords
How consumers respond to social norms: an evidence from pay-what-you-want (PWYW) pricing
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DOI: 10.1108/jcm-05-2018-2677
Abstract: PurposeThis paper aims to investigate consumer behaviour in response to social norms under pay-what-you-want (PWYW) pricing. Specifically, it explores the critical role of social norms such as norm priming and consumer prior trust in the… read more here.
Keywords: pwyw pricing; pay want; want pwyw; social norms ... See more keywords