Pay-what-you-want, identity, and self-signaling in markets

We investigate the role of identity and self-image consideration under "pay-what-you-want" pricing. Results from three field experiments show that often, when granted the opportunity to name the price of a product, fewer consumers choose to buy it than when the price is fixed and low. We s...

Full description

Bibliographic Details

Published in:	Proceedings of the National Academy of Sciences - PNAS Vol. 109; no. 19; p. 7236
Main Authors:	Gneezy, Ayelet, Gneezy, Uri, Riener, Gerhard, Nelson, Leif D
Format:	Journal Article
Language:	English
Published:	United States 08.05.2012
Subjects:	Charities - economics Charities - statistics & numerical data Commerce - economics Commerce - statistics & numerical data Consumer Behavior - economics Consumer Behavior - statistics & numerical data Humans Motivation Self Concept
ISSN:	1091-6490, 1091-6490
Online Access:	Get more information
Tags:	Add Tag No Tags, Be the first to tag this record!