Details about Martin Spann

Access statistics for papers by Martin Spann.

Last updated 2024-04-06. Update your information in the RePEc Author Service.

Short-id: psp124

Working Papers

2024

1. Algorithmic Pricing: Implications for Consumers, Managers, and Regulators
   NBER Working Papers, National Bureau of Economic Research, Inc View citations (1)
2. The Effect of an Ad Ban on Retailer Sales: Insights from a Natural Experiment
   Rationality and Competition Discussion Paper Series, CRC TRR 190 Rationality and Competition

2022

3. The Impact of Uncertainty on Customer Satisfaction
   Rationality and Competition Discussion Paper Series, CRC TRR 190 Rationality and Competition
4. When Transaction-Level Wage Transparency Can Increase Consumer Preference
   Rationality and Competition Discussion Paper Series, CRC TRR 190 Rationality and Competition

2021

5. Do Robo-Advisors Make Us Better Investors?
   Rationality and Competition Discussion Paper Series, CRC TRR 190 Rationality and Competition
6. Paying for Open Access
   Rationality and Competition Discussion Paper Series, CRC TRR 190 Rationality and Competition
   See also Journal Article Paying for open access, Journal of Economic Behavior & Organization, Elsevier (2022) View citations (1) (2022)

2020

7. Dynamic Pricing in a Digitized World
   Rationality and Competition Discussion Paper Series, CRC TRR 190 Rationality and Competition

2019

8. An Experimental Analysis of Overconfidence in Tariff Choice
   Rationality and Competition Discussion Paper Series, CRC TRR 190 Rationality and Competition
   See also Journal Article An experimental analysis of overconfidence in tariff choice, Review of Managerial Science, Springer (2021) View citations (2) (2021)
9. The Existence and Persistence of the Pay-per-use Bias in Car Sharing Services
   Rationality and Competition Discussion Paper Series, CRC TRR 190 Rationality and Competition
   See also Journal Article The existence and persistence of the pay-per-use bias in car sharing services, International Journal of Research in Marketing, Elsevier (2021) View citations (5) (2021)

2017

10. Behavioral Biases in Marketing
    Rationality and Competition Discussion Paper Series, CRC TRR 190 Rationality and Competition
    See also Journal Article Behavioral biases in marketing, Journal of the Academy of Marketing Science, Springer (2020) View citations (17) (2020)
11. Pay What You Want as a Pricing Model for Open Access Publishing?
    Rationality and Competition Discussion Paper Series, CRC TRR 190 Rationality and Competition View citations (4)

2015

12. Delegating Pricing Power to Customers: Pay What You Want or Name Your Own Price
    CEPR Discussion Papers, C.E.P.R. Discussion Papers View citations (4)
    See also Journal Article Delegating pricing power to customers: Pay What You Want or Name Your Own Price?, Journal of Economic Behavior & Organization, Elsevier (2017) View citations (18) (2017)
13. Social Media and Academic Performance: Does the Intensity of Facebook Activity Relate to Good Grades?
    Publications of Darmstadt Technical University, Institute for Business Studies (BWL), Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL) View citations (4)

2014

14. Business Models – an Information Systems Research Agenda
    Publications of Darmstadt Technical University, Institute for Business Studies (BWL), Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL) View citations (24)
15. Geschäftsmodelle – Eine Agenda für die Wirtschaftsinformatik
    Publications of Darmstadt Technical University, Institute for Business Studies (BWL), Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL)
16. Geschäftsmodelle – Eine Forschungsagenda für die Wirtschaftsinformatik
    Publications of Darmstadt Technical University, Institute for Business Studies (BWL), Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL)
    Also in Publications of Darmstadt Technical University, Institute for Business Studies (BWL), Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL) (2014)
    Publications of Darmstadt Technical University, Institute for Business Studies (BWL), Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL) (2014)
17. Pay What You Want as a Marketing Strategy in Monopolistic and Competitive Markets
    CESifo Working Paper Series, CESifo View citations (27)
    Also in Discussion Papers in Economics, University of Munich, Department of Economics (2012) View citations (5)
    Discussion Paper Series of SFB/TR 15 Governance and the Efficiency of Economic Systems, Free University of Berlin, Humboldt University of Berlin, University of Bonn, University of Mannheim, University of Munich (2012) View citations (8)
    See also Journal Article Pay What You Want as a Marketing Strategy in Monopolistic and Competitive Markets, Management Science, INFORMS (2015) View citations (38) (2015)

2013

18. Social Commerce: A Contingency Framework for Assessing Marketing Potential
    Post-Print, HAL View citations (60)
    See also Journal Article Social Commerce: A Contingency Framework for Assessing Marketing Potential, Journal of Interactive Marketing, Elsevier (2013) View citations (65) (2013)

2011

19. Price Discrimination in E-Commerce? An Examination of Dynamic Pricing in Name-Your-Own-Price Markets Management Information Systems Quarterly (MISQ)
    Publications of Darmstadt Technical University, Institute for Business Studies (BWL), Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL) View citations (22)
20. The Social Embeddedness of Decision Making: Opportunities and Challenges
    Publications of Darmstadt Technical University, Institute for Business Studies (BWL), Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL) View citations (5)

2006

21. Institutional Forecasting: The Performance of Thin Virtual Stock Markets
    ERIM Report Series Research in Management, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam

Journal Articles

2025

1. The idea marketplace: Diversity, social capital, and innovation
   Journal of the Academy of Marketing Science, 2025, 53, (1), 150-171

2024

2. Frontiers: The Effect of an Ad Ban on Retailer Sales: Insights from a Natural Experiment
   Marketing Science, 2024, 43, (4), 723-733
3. Frontiers: The Interplay of User-Generated Content, Content Industry Revenues, and Platform Regulation: Quasi-Experimental Evidence from YouTube
   Marketing Science, 2024, 43, (1), 1-12
4. How observation of other shoppers increases the in-store use of mobile technology
   Journal of Retailing and Consumer Services, 2024, 77, (C) View citations (1)
5. Pay today, or delay the pay: Consumer preference for double flat-rate pricing plans
   Journal of Business Research, 2024, 182, (C)
6. Rejoinder on “Frontiers: The Interplay of User-Generated Content, Content Industry Revenues, and Platform Regulation: Quasi-Experimental Evidence from YouTube”
   Marketing Science, 2024, 43, (1), 16-19

2023

7. Applying option thinking to value experiential marketing content
   Journal of Media Economics, 2023, 35, (1-2), 1-27
8. When do robo-advisors make us better investors? The impact of social design elements on investor behavior
   Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), 2023, 103, (C) View citations (5)

2022

9. Dynamic pricing and reference price effects
   Journal of Business Research, 2022, 152, (C), 300-314 View citations (4)
10. Paying for open access
    Journal of Economic Behavior & Organization, 2022, 200, (C), 273-286 View citations (1)
    See also Working Paper Paying for Open Access, Rationality and Competition Discussion Paper Series (2021) (2021)
11. The Impact of Strategic Core-Component Reuse on Product Life Cycles
    Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, 2022, 64, (2), 223-237

2021

12. An experimental analysis of overconfidence in tariff choice
    Review of Managerial Science, 2021, 15, (8), 2275-2297 View citations (2)
    See also Working Paper An Experimental Analysis of Overconfidence in Tariff Choice, Rationality and Competition Discussion Paper Series (2019) (2019)
13. The existence and persistence of the pay-per-use bias in car sharing services
    International Journal of Research in Marketing, 2021, 38, (2), 329-342 View citations (5)
    See also Working Paper The Existence and Persistence of the Pay-per-use Bias in Car Sharing Services, Rationality and Competition Discussion Paper Series (2019) (2019)

2020

14. An Experimental Analysis of the Effectiveness of Multi-Screen Advertising
    Journal of Interactive Marketing, 2020, 50, (C), 81-99 View citations (1)
15. Behavioral biases in marketing
    Journal of the Academy of Marketing Science, 2020, 48, (3), 449-477 View citations (17)
    See also Working Paper Behavioral Biases in Marketing, Rationality and Competition Discussion Paper Series (2017) (2017)
16. Dynamische Preisgestaltung in der digitalisierten Welt
    (Dynamic Pricing in a Digitized World)
    Schmalenbach Journal of Business Research, 2020, 72, (3), 321-342
17. Monetizing Online Content: Digital Paywall Design and Configuration
    Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, 2020, 62, (3), 253-260

2019

18. How Knowledge Stock Exchanges can increase student success in Massive Open Online Courses
    PLOS ONE, 2019, 14, (9), 1-17
19. Marketing analytics using anonymized and fragmented tracking data
    International Journal of Research in Marketing, 2019, 36, (1), 117-136 View citations (9)
20. The effects of first and second screen marketing on TV viewing activity
    Journal of Media Economics, 2019, 32, (3-4), 82-98
21. The impact of social media campaigns on the success of new product introductions
    Journal of Retailing and Consumer Services, 2019, 50, (C), 289-297 View citations (10)

2018

22. Beyond Posted Prices: the Past, Present, and Future of Participative Pricing Mechanisms
    Customer Needs and Solutions, 2018, 5, (1), 121-136 View citations (11)
23. Pre-release consumer buzz
    Journal of the Academy of Marketing Science, 2018, 46, (2), 338-360 View citations (15)

2017

24. Delegating pricing power to customers: Pay What You Want or Name Your Own Price?
    Journal of Economic Behavior & Organization, 2017, 136, (C), 125-140 View citations (18)
    See also Working Paper Delegating Pricing Power to Customers: Pay What You Want or Name Your Own Price, CEPR Discussion Papers (2015) View citations (4) (2015)

2016

25. Mobile Advertising: A Framework and Research Agenda
    Journal of Interactive Marketing, 2016, 34, (C), 3-14 View citations (52)
26. Tell Me Where You Are and I’ll Tell You What You Want: Using Location Data to Improve Marketing Decisions
    NIM Marketing Intelligence Review, 2016, 8, (2), 30-37 View citations (1)

2015

27. Erratum to “Optimal Reverse-Pricing Mechanisms” by Martin Spann, Robert Zeithammer, and Gerald Häubl
    Marketing Science, 2015, 34, (2), 297-299
28. Implications of minimum contract durations on customer retention
    Marketing Letters, 2015, 26, (4), 579-592 View citations (11)
29. Pay What You Want as a Marketing Strategy in Monopolistic and Competitive Markets
    Management Science, 2015, 61, (6), 1217-1236 View citations (38)
    See also Working Paper Pay What You Want as a Marketing Strategy in Monopolistic and Competitive Markets, CESifo Working Paper Series (2014) View citations (27) (2014)
30. Research Note—Can’t Buy Me Love…Or Can I? Social Capital Attainment Through Conspicuous Consumption in Virtual Environments
    Information Systems Research, 2015, 26, (4), 859-870 View citations (6)
31. Skimming or Penetration? Strategic Dynamic Pricing for New Products
    Marketing Science, 2015, 34, (2), 235-249 View citations (22)

2014

32. Accounting for Word‐of‐Mouth Effects in Preference‐Based Market Forecasts
    Journal of Forecasting, 2014, 33, (2), 95-107 View citations (1)
33. Business Models
    Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, 2014, 6, (1), 45-53
34. Consumer Decision-making Processes in Mobile Viral Marketing Campaigns
    Journal of Interactive Marketing, 2014, 28, (1), 43-54 View citations (18)
35. Relevance of actors in bridging positions for product-related information diffusion
    Journal of Business Research, 2014, 67, (8), 1630-1637 View citations (1)
36. Sampling, discounts or pay-what-you-want: Two field experiments
    International Journal of Research in Marketing, 2014, 31, (3), 327-334 View citations (28)

2013

37. Business and Information Systems Engineering and Marketing
    Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, 2013, 5, (3), 127-128 View citations (2)
38. Interview with Jörg Lübcke on “Digitalization of Business Models in the Media Industry”
    Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, 2013, 5, (3), 199-201
39. Social Commerce: A Contingency Framework for Assessing Marketing Potential
    Journal of Interactive Marketing, 2013, 27, (4), 311-323 View citations (65)
    See also Working Paper Social Commerce: A Contingency Framework for Assessing Marketing Potential, Post-Print (2013) View citations (60) (2013)

2012

40. Bid-Elicitation Interfaces and Bidding Behavior in Retail Interactive Pricing
    Journal of Retailing, 2012, 88, (1), 131-144 View citations (13)
41. Improving Airline Revenues with Variable Opaque Products: “Blind Booking” at Germanwings
    Interfaces, 2012, 42, (4), 329-338 View citations (13)
42. To divide or not to divide? The impact of partitioned pricing on the informational and sacrifice effects of price
    Marketing Letters, 2012, 23, (3), 719-730 View citations (14)

2011

43. BISE – Call for Papers Issue 3/2013
    Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, 2011, 3, (6), 399-404
44. Preference Markets in New Product Development
    NIM Marketing Intelligence Review, 2011, 3, (2), 16-25

2010

45. An Empirical Analysis of Bidding Fees in Name-your-own-price Auctions
    Journal of Interactive Marketing, 2010, 24, (4), 283-296 View citations (2)
46. Kish: Where Customers Pay As They Wish
    Review of Marketing Science, 2010, 8, (2), 1-14 View citations (27)
47. Optimal Reverse-Pricing Mechanisms
    Marketing Science, 2010, 29, (6), 1058-1070 View citations (14)
48. Synergien zwischen gestaltungsorientierter und verhaltensorientierter Wirtschaftsinformatik
    Schmalenbach Journal of Business Research, 2010, 62, (6), 677-679

2009

49. Sports forecasting: a comparison of the forecast accuracy of prediction markets, betting odds and tipsters
    Journal of Forecasting, 2009, 28, (1), 55-72 View citations (62)

2008

50. Event Studies in Real- and Play-Money Prediction Markets
    Journal of Prediction Markets, 2008, 2, (2), 53-70 View citations (8)
51. The Impact of Information Diffusion on Bidding Behavior in Secret Reserve Price Auctions
    Information Systems Research, 2008, 19, (3), 351-368 View citations (39)
52. The effects of reference prices on bidding behavior in interactive pricing mechanisms
    Journal of Interactive Marketing, 2008, 22, (4), 2-18 View citations (24)

2005

53. Reverse-Pricing-Verfahren und deren Möglichkeiten zur Messung von individuellen Suchkosten und Zahlungsbereitschaften
    Schmalenbach Journal of Business Research, 2005, 57, (2), 107-128

2003

54. Internet-Based Virtual Stock Markets for Business Forecasting
    Management Science, 2003, 49, (10), 1310-1326 View citations (58)

1999

55. The ability to compensate for suboptimal capacity decisions by optimal pricing decisions
    European Journal of Operational Research, 1999, 118, (3), 450-463 View citations (5)

Books

2012

1. Prediction Markets
   Springer Books, Springer

Chapters

2024

1. Buyer Behavior in Pay-What-You-Want Pricing
   Chapter 5 in New Directions in Behavioral Pricing, 2024, pp 117-141

2012

2. Applications of Prediction Markets
   Springer View citations (1)
3. Conclusion
   Springer
4. Fundamentals of Prediction Markets
   Springer View citations (1)
5. Introduction
   Springer View citations (2)
6. Key Design Elements of Prediction Markets
   Springer