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Effects of Participative Pricing on Consumers' Cognitions and Actions: A Goal Theoretic Perspective

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Cited by:

  1. Vahid Ashrafimoghari & Jordan W. Suchow, 2022. "A Game-theoretic Model of the Consumer Behavior Under Pay-What-You-Want Pricing Strategy," Papers 2207.08923, arXiv.org.
  2. Kristen E. Duke & On Amir, 2023. "The Importance of Selling Formats: When Integrating Purchase and Quantity Decisions Increases Sales," Marketing Science, INFORMS, vol. 42(1), pages 87-109, January.
  3. Greiff, Matthias & Egbert, Henrik, 2016. "A Survey of the Empirical Evidence on PWYW Pricing," MPRA Paper 68693, University Library of Munich, Germany.
  4. Tobias Gesche, 2022. "Reference‐price shifts and customer antagonism: Evidence from reviews for online auctions," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 31(3), pages 558-578, August.
  5. Verhaert, Griet Alice & Van den Poel, Dirk, 2011. "Improving Campaign Success Rate by Tailoring Donation Requests along the Donor Lifecycle," Journal of Interactive Marketing, Elsevier, vol. 25(1), pages 51-63.
  6. Narwal, Preeti & Rai, Shivam, 2022. "Individual differences and moral disengagement in Pay-What-You-Want pricing," Journal of Business Research, Elsevier, vol. 149(C), pages 528-547.
  7. Grigorios, Lamprinakos & Magrizos, Solon & Kostopoulos, Ioannis & Drossos, Dimitrios & Santos, David, 2022. "Overt and covert customer data collection in online personalized advertising: The role of user emotions," Journal of Business Research, Elsevier, vol. 141(C), pages 308-320.
  8. Rafael Luis Wagner, 2019. "Lowering consumers’ price image without lowering their internal reference price: the role of pay-what-you-want pricing mechanism," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 18(4), pages 332-341, August.
  9. Greiff Matthias & Egbert Henrik, 2017. "The Pay-What-You-Want game: What can be learned from the experimental evidence on Dictator and Trust Games?," Management & Marketing, Sciendo, vol. 12(1), pages 124-139, March.
  10. Pallant, Jessica L. & Karpen, Ingo O. & Sands, Sean J., 2022. "What drives consumers to customize products? The mediating role of brand experience," Journal of Retailing and Consumer Services, Elsevier, vol. 64(C).
  11. Greiff, Matthias & Egbert, Henrik, 2016. "The Pay-What-You-Want Game and Laboratory Experiments," MPRA Paper 75222, University Library of Munich, Germany.
  12. Carnevale, Marina & Luna, David & Lerman, Dawn, 2017. "Brand linguistics: A theory-driven framework for the study of language in branding," International Journal of Research in Marketing, Elsevier, vol. 34(2), pages 572-591.
  13. Park, Sangkon & Nam, Sohyun & Lee, Jungmin, 2017. "Charitable giving, suggestion, and learning from others: Pay-What-You-Want experiments at a coffee shop," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 66(C), pages 16-22.
  14. Preeti Narwal & J. K. Nayak & Shivam Rai, 2022. "Assessing Customers' Moral Disengagement from Reciprocity Concerns in Participative Pricing," Journal of Business Ethics, Springer, vol. 178(2), pages 537-554, June.
  15. Sulser, Pascal A., 2021. "Pay-per-minute pricing: A field experiment comparing traditional and participative pricing mechanisms," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 92(C).
  16. Plotkina, Daria & Saurel, Hélène, 2019. "Me or just like me? The role of virtual try-on and physical appearance in apparel M-retailing," Journal of Retailing and Consumer Services, Elsevier, vol. 51(C), pages 362-377.
  17. Abu Elnasr E. Sobaih, 2023. "Excessive Food Buying in Saudi Arabia Amid COVID-19: Examining the Effects of Perceived Severity, Religiosity, Consumption Culture and Attitude toward Behavior," IJERPH, MDPI, vol. 20(4), pages 1-15, February.
  18. Plotkina, Daria & Munzel, Andreas, 2016. "Delight the experts, but never dissatisfy your customers! A multi-category study on the effects of online review source on intention to buy a new product," Journal of Retailing and Consumer Services, Elsevier, vol. 29(C), pages 1-11.
  19. Layer, Patrick & Feurer, Sven & Jochem, Patrick, 2017. "Perceived price complexity of dynamic energy tariffs: An investigation of antecedents and consequences," Energy Policy, Elsevier, vol. 106(C), pages 244-254.
  20. Myung Ko & Kweku-Muata & Carlos Dorantesa, 2008. "Planning Technology Investments For High Payoffs: A Rational Expectations Approach To Gauging Potential And Realized Value In A Changing Environment," Working Papers 0040, College of Business, University of Texas at San Antonio.
  21. Fraiman, Daniel, 2022. "A self-organized criticality participative pricing mechanism for selling zero-marginal cost products," Chaos, Solitons & Fractals, Elsevier, vol. 158(C).
  22. Amar Cheema & Dipankar Chakravarti & Atanu R. Sinha, 2012. "Bidding Behavior in Descending and Ascending Auctions," Marketing Science, INFORMS, vol. 31(5), pages 779-800, September.
  23. Xueming Luo & Michelle Andrews & Zheng Fang & Chee Wei Phang, 2014. "Mobile Targeting," Management Science, INFORMS, vol. 60(7), pages 1738-1756, July.
  24. Siqi Dai & Kai Chen & Rui Jin, 2022. "The effect of message framing and language intensity on green consumption behavior willingness," Environment, Development and Sustainability: A Multidisciplinary Approach to the Theory and Practice of Sustainable Development, Springer, vol. 24(2), pages 2432-2452, February.
  25. Williams, Janine & Gazley, Aaron & Ashill, Nicholas, 2021. "Children's Perceived Value: Conceptualization, Scale Development, and Validation," Journal of Retailing, Elsevier, vol. 97(2), pages 301-315.
  26. 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.
  27. Jordi Paniagua & Rafael Rivelles & Juan Sapena, 2019. "Social Determinants of Success: Social Media, Corporate Governance and Revenue," Sustainability, MDPI, vol. 11(19), pages 1-17, September.
  28. Wolk, Agnieszka & Spann, Martin, 2008. "The effects of reference prices on bidding behavior in interactive pricing mechanisms," Journal of Interactive Marketing, Elsevier, vol. 22(4), pages 2-18.
  29. Atanu Adhikari, 2016. "Fairness in Participative Pricing: A New Way of Pricing in Hospitality Sector," Working papers 216, Indian Institute of Management Kozhikode.
  30. Kim Ju-Young & Natter Martin & Spann Martin, 2010. "Kish: Where Customers Pay As They Wish," Review of Marketing Science, De Gruyter, vol. 8(2), pages 1-14, July.
  31. Narangajavana, Yeamduan & Garrigos-Simon, Fernando J. & García, Javier Sanchez & Forgas-Coll, Santiago, 2014. "Prices, prices and prices: A study in the airline sector," Tourism Management, Elsevier, vol. 41(C), pages 28-42.
  32. Gesche, Tobias, 2018. "Reference Price Shifts and Customer Antagonism: Evidence from Reviews for Online Auctions," VfS Annual Conference 2018 (Freiburg, Breisgau): Digital Economy 181650, Verein für Socialpolitik / German Economic Association.
  33. Alokparna (Sonia) Basu Monga & Deborah Roedder John, 2008. "WHEN DOES NEGATIVE BRAND PUBLICITY HURT? The Moderating Influence of Analytic Versus Holistic Thinking," Working Papers 0044, College of Business, University of Texas at San Antonio.
  34. Grazia Cecere & Nicoletta Corrocher & Fabio Scarica, 2012. "Why do pirates buy music online? An empirical analysis on a sample of college students," Economics Bulletin, AccessEcon, vol. 32(4), pages 2955-2968.
  35. Constantinos N. Leonidou & Dionysis Skarmeas, 2017. "Gray Shades of Green: Causes and Consequences of Green Skepticism," Journal of Business Ethics, Springer, vol. 144(2), pages 401-415, August.
  36. Rathore, Himanshu & Jakhar, Suresh Kumar & Kumar, Satish & Kumar, Madhumitha Ezhil, 2022. "Pay-what-you-want versus pick-your price: The interplay between participative pricing strategies and consumer's need for cognition," Journal of Business Research, Elsevier, vol. 141(C), pages 73-84.
  37. Min Chung Han, 2022. "Would you like to donate your reward points today? Mental accounting and checkout charity," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 19(3), pages 533-553, September.
  38. Haimanti Bhattacharya & Subhasish Dugar, 2020. "The Hidden Cost Of Bargaining: Evidence From A Cheating‐Prone Marketplace," International Economic Review, Department of Economics, University of Pennsylvania and Osaka University Institute of Social and Economic Research Association, vol. 61(3), pages 1253-1280, August.
  39. Bitsch, Linda & Hanf, Jon & Hildenbrand, Andreas & Pabst, Evelyn & Schilling, Ulrich, 2017. "Partizipative Preissetzung bei Weinverkostungen: Ein Pay-What-You-Want-Experiment," 57th Annual Conference, Weihenstephan, Germany, September 13-15, 2017 261994, German Association of Agricultural Economists (GEWISOLA).
  40. Janina Garbas & Sebastian Schubach & Martin Mende & Maura L. Scott & Jan H. Schumann, 2023. "You want to sell this to me twice!? How perceptions of betrayal may undermine internal product upgrades," Journal of the Academy of Marketing Science, Springer, vol. 51(2), pages 286-309, March.
  41. Cho, Hyun-Chul & Abe, Shuzo, 2013. "Is two-tailed testing for directional research hypotheses tests legitimate?," Journal of Business Research, Elsevier, vol. 66(9), pages 1261-1266.
  42. Ang, Dionysius & Diecidue, Enrico & Dewitte, Siegfried, 2022. "To deliberate or not? The effects of anticipated regret and deliberation on willingness-to-pay," Journal of Business Research, Elsevier, vol. 151(C), pages 563-578.
  43. Yao, Qing & Chen, Rong, 2014. "Gift Cards and Gifted Cash: The Impact of Fit between Gift Type and Message Construal," Journal of Retailing, Elsevier, vol. 90(4), pages 481-492.
  44. Drevs, Florian, 2013. "The Challenge of the Unknown – The Effect of Pay-What-You-Want on the Market Success of Publicly Subsidized Films," ZögU - Zeitschrift für öffentliche und gemeinwirtschaftliche Unternehmen, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 36(4), pages 255-270.
  45. Stangl, Brigitte & Kastner, Margit & Prayag, Girish, 2017. "Pay-what-you-want for high-value priced services: Differences between potential, new, and repeat customers," Journal of Business Research, Elsevier, vol. 74(C), pages 168-174.
  46. Martin Spann & Robert Zeithammer & Marco Bertini & Ernan Haruvy & Sandy D. Jap & Oded Koenigsberg & Vincent Mak & Peter Popkowski Leszczyc & Bernd Skiera & Manoj Thomas, 2018. "Beyond Posted Prices: the Past, Present, and Future of Participative Pricing Mechanisms," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 5(1), pages 121-136, March.
  47. Lee, Boram & Fraser, Ian & Fillis, Ian, 2022. "To sell or not to sell? Pricing strategies of newly-graduated artists," Journal of Business Research, Elsevier, vol. 145(C), pages 595-604.
  48. Geneviève Bassellier & Jui Ramaprasad, 2023. "All External Reference Prices Are Not the Same: How Magnitude, Source, and Fairness Shape Payment for Digital Goods," Information Systems Research, INFORMS, vol. 34(4), pages 1761-1774, December.
  49. Manika, Danae & Antonetti, Paolo & Papagiannidis, Savvas & Guo, Xiaojing, 2021. "How Pride Triggered by Pro-environmental Technology Adoption Spills Over into Conservation Behaviours: A Social Business Application," Technological Forecasting and Social Change, Elsevier, vol. 172(C).
  50. Zhang, Jin & Xu, Xiaobing & Keh, Hean Tat, 2022. "I implement, they deliberate: The matching effects of point of view and mindset on consumer attitudes," Journal of Business Research, Elsevier, vol. 139(C), pages 397-410.
  51. Di Domenico, Giandomenico & Premazzi, Katia & Cugini, Antonella, 2022. "“I will pay you more, as long as you are transparent!”: An investigation of the pick-your-price participative pricing mechanism," Journal of Business Research, Elsevier, vol. 147(C), pages 403-419.
  52. Ali Sabbaghnia & Jafar Heydari & Jafar Razmi, 2023. "Participative pricing and donation programs in a socially concerned supply chain," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 30(1), pages 146-164, January.
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