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

Agnes Sophie Roggentin

Marketing Review St.Gallen, 2019, vol. 36, issue 5, 56-63

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.

Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:zbw:hsgmrs:276058

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