Details about Martin Spann
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Last updated 2024-04-06. Update your information in the RePEc Author Service.
Short-id: psp124
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Working Papers
2024
- Algorithmic Pricing: Implications for Consumers, Managers, and Regulators
NBER Working Papers, National Bureau of Economic Research, Inc View citations (1)
- 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
- The Impact of Uncertainty on Customer Satisfaction
Rationality and Competition Discussion Paper Series, CRC TRR 190 Rationality and Competition
- When Transaction-Level Wage Transparency Can Increase Consumer Preference
Rationality and Competition Discussion Paper Series, CRC TRR 190 Rationality and Competition
2021
- Do Robo-Advisors Make Us Better Investors?
Rationality and Competition Discussion Paper Series, CRC TRR 190 Rationality and Competition
- 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
- Dynamic Pricing in a Digitized World
Rationality and Competition Discussion Paper Series, CRC TRR 190 Rationality and Competition
2019
- 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)
- 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
- 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 (15) (2020)
- 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
- 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)
- 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 (3)
2014
- 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 (23)
- 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)
- 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)
- Pay What You Want as a Marketing Strategy in Monopolistic and Competitive Markets
CESifo Working Paper Series, CESifo View citations (27)
Also in 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) Discussion Papers in Economics, University of Munich, Department of Economics (2012) View citations (5)
See also Journal Article Pay What You Want as a Marketing Strategy in Monopolistic and Competitive Markets, Management Science, INFORMS (2015) View citations (37) (2015)
2013
- 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
- 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)
- 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
- 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
- The idea marketplace: Diversity, social capital, and innovation
Journal of the Academy of Marketing Science, 2025, 53, (1), 150-171
2024
- Frontiers: The Effect of an Ad Ban on Retailer Sales: Insights from a Natural Experiment
Marketing Science, 2024, 43, (4), 723-733
- 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
- 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)
- Pay today, or delay the pay: Consumer preference for double flat-rate pricing plans
Journal of Business Research, 2024, 182, (C)
- 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
- Applying option thinking to value experiential marketing content
Journal of Media Economics, 2023, 35, (1-2), 1-27
- 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 (4)
2022
- Dynamic pricing and reference price effects
Journal of Business Research, 2022, 152, (C), 300-314 View citations (4)
- 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)
- 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
- 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)
- 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
- An Experimental Analysis of the Effectiveness of Multi-Screen Advertising
Journal of Interactive Marketing, 2020, 50, (C), 81-99 View citations (1)
- Behavioral biases in marketing
Journal of the Academy of Marketing Science, 2020, 48, (3), 449-477 View citations (15)
See also Working Paper Behavioral Biases in Marketing, Rationality and Competition Discussion Paper Series (2017) (2017)
- Dynamische Preisgestaltung in der digitalisierten Welt
(Dynamic Pricing in a Digitized World)
Schmalenbach Journal of Business Research, 2020, 72, (3), 321-342
- Monetizing Online Content: Digital Paywall Design and Configuration
Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, 2020, 62, (3), 253-260
2019
- How Knowledge Stock Exchanges can increase student success in Massive Open Online Courses
PLOS ONE, 2019, 14, (9), 1-17
- Marketing analytics using anonymized and fragmented tracking data
International Journal of Research in Marketing, 2019, 36, (1), 117-136 View citations (8)
- The effects of first and second screen marketing on TV viewing activity
Journal of Media Economics, 2019, 32, (3-4), 82-98
- 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
- Beyond Posted Prices: the Past, Present, and Future of Participative Pricing Mechanisms
Customer Needs and Solutions, 2018, 5, (1), 121-136 View citations (11)
- Pre-release consumer buzz
Journal of the Academy of Marketing Science, 2018, 46, (2), 338-360 View citations (14)
2017
- 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
- Mobile Advertising: A Framework and Research Agenda
Journal of Interactive Marketing, 2016, 34, (C), 3-14 View citations (51)
- 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
- Erratum to “Optimal Reverse-Pricing Mechanisms” by Martin Spann, Robert Zeithammer, and Gerald Häubl
Marketing Science, 2015, 34, (2), 297-299
- Implications of minimum contract durations on customer retention
Marketing Letters, 2015, 26, (4), 579-592 View citations (11)
- Pay What You Want as a Marketing Strategy in Monopolistic and Competitive Markets
Management Science, 2015, 61, (6), 1217-1236 View citations (37)
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)
- 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)
- Skimming or Penetration? Strategic Dynamic Pricing for New Products
Marketing Science, 2015, 34, (2), 235-249 View citations (22)
2014
- Accounting for Word‐of‐Mouth Effects in Preference‐Based Market Forecasts
Journal of Forecasting, 2014, 33, (2), 95-107 View citations (1)
- Business Models
Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, 2014, 6, (1), 45-53
- Consumer Decision-making Processes in Mobile Viral Marketing Campaigns
Journal of Interactive Marketing, 2014, 28, (1), 43-54 View citations (18)
- Relevance of actors in bridging positions for product-related information diffusion
Journal of Business Research, 2014, 67, (8), 1630-1637 View citations (1)
- 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
- Business and Information Systems Engineering and Marketing
Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, 2013, 5, (3), 127-128 View citations (2)
- 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
- 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
- Bid-Elicitation Interfaces and Bidding Behavior in Retail Interactive Pricing
Journal of Retailing, 2012, 88, (1), 131-144 View citations (13)
- Improving Airline Revenues with Variable Opaque Products: “Blind Booking” at Germanwings
Interfaces, 2012, 42, (4), 329-338 View citations (12)
- 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
- BISE – Call for Papers Issue 3/2013
Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, 2011, 3, (6), 399-404
- Preference Markets in New Product Development
NIM Marketing Intelligence Review, 2011, 3, (2), 16-25
2010
- An Empirical Analysis of Bidding Fees in Name-your-own-price Auctions
Journal of Interactive Marketing, 2010, 24, (4), 283-296 View citations (2)
- Kish: Where Customers Pay As They Wish
Review of Marketing Science, 2010, 8, (2), 1-14 View citations (27)
- Optimal Reverse-Pricing Mechanisms
Marketing Science, 2010, 29, (6), 1058-1070 View citations (14)
- Synergien zwischen gestaltungsorientierter und verhaltensorientierter Wirtschaftsinformatik
Schmalenbach Journal of Business Research, 2010, 62, (6), 677-679
2009
- 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 (61)
2008
- Event Studies in Real- and Play-Money Prediction Markets
Journal of Prediction Markets, 2008, 2, (2), 53-70 View citations (8)
- The Impact of Information Diffusion on Bidding Behavior in Secret Reserve Price Auctions
Information Systems Research, 2008, 19, (3), 351-368 View citations (38)
- 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
- Reverse-Pricing-Verfahren und deren Möglichkeiten zur Messung von individuellen Suchkosten und Zahlungsbereitschaften
Schmalenbach Journal of Business Research, 2005, 57, (2), 107-128
2003
- Internet-Based Virtual Stock Markets for Business Forecasting
Management Science, 2003, 49, (10), 1310-1326 View citations (57)
1999
- 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
- Prediction Markets
Springer Books, Springer
Chapters
2024
- Buyer Behavior in Pay-What-You-Want Pricing
Chapter 5 in New Directions in Behavioral Pricing, 2024, pp 117-141
2012
- Applications of Prediction Markets
Springer View citations (1)
- Conclusion
Springer
- Fundamentals of Prediction Markets
Springer View citations (1)
- Introduction
Springer View citations (2)
- Key Design Elements of Prediction Markets
Springer
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