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Applicability of Pay-What-You-Want to High-Value Goods – A Case Study

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  • Roggentin, Agnes Sophie

Abstract

This case study investigates the feasibility of Pay-What-You-Want pricing for goods of high monetary value. The author assumed that allocating a portion of the offered price to charity would mitigate customers' incentive to bargain. Yet, results show that customers pay prices too low to compensate for either the seller's input or a charitable cause.

Suggested Citation

  • Roggentin, Agnes Sophie, 2019. "Applicability of Pay-What-You-Want to High-Value Goods – A Case Study," Marketing Review St.Gallen, Universität St.Gallen, Institut für Marketing und Customer Insight, vol. 36(5), pages 56-63.
    • Handle: RePEc:zbw:hsgmrs:276058
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    References listed on IDEAS

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