Pride and patronage - pay-what-you-want pricing at a charitable bookstore
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Pride and patronage - pay-what-you-want pricing at a charitable bookstore. / Gravert, Christina.
In: Journal of Behavioral and Experimental Economics, Vol. 67, 01.04.2017, p. 1-7.Research output: Contribution to journal › Journal article › Research › peer-review
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TY - JOUR
T1 - Pride and patronage - pay-what-you-want pricing at a charitable bookstore
AU - Gravert, Christina
PY - 2017/4/1
Y1 - 2017/4/1
N2 - ‘‘Pay-what-you-want” pricing has proven successful in some settings while failing to be profitable in others. I conduct a field experiment at a charitable bookstore to investigate what role the relationship between the customer and the seller could play in a pay-what-you-want price scheme. When subtly reminded of their participation in the store's membership program, members paid significantly more per book than without a reminder, while this reminder had no effect on non-members. Further, I find evidence that prices are sensitive to quantity chosen and evidence that is in line with a decay in prices over repeated purchases.
AB - ‘‘Pay-what-you-want” pricing has proven successful in some settings while failing to be profitable in others. I conduct a field experiment at a charitable bookstore to investigate what role the relationship between the customer and the seller could play in a pay-what-you-want price scheme. When subtly reminded of their participation in the store's membership program, members paid significantly more per book than without a reminder, while this reminder had no effect on non-members. Further, I find evidence that prices are sensitive to quantity chosen and evidence that is in line with a decay in prices over repeated purchases.
KW - Charitable contributions
KW - Field experiment
KW - Pay-what-you-want
KW - Self-image
U2 - 10.1016/j.socec.2017.01.009
DO - 10.1016/j.socec.2017.01.009
M3 - Journal article
AN - SCOPUS:85012231858
VL - 67
SP - 1
EP - 7
JO - Journal of Behavioral and Experimental Economics
JF - Journal of Behavioral and Experimental Economics
SN - 2214-8043
ER -
ID: 210838584