@misc{WernerDostAhmed, author = {Werner, Bastian and Dost, Florian and Ahmed, Sheraz}, title = {Der Einfluss von partizipativen Preismechanismen auf die Kaufentscheidung ein empirischer Vergleich von PWYW , PYP und Festpreis am Beispiel dreier Konsumprodukte}, series = {Proceedings International Marketing Trends Conference 2024, Venice}, journal = {Proceedings International Marketing Trends Conference 2024, Venice}, isbn = {978-2-490372-18-8}, pages = {10}, abstract = {In a time of inflation, stagnant sales, and intense global competition, companies must differentiate themselves from their rivals to gain a competitive advantage. One intriguing strategy for this is the emerging Pick-Your-Price (PYP) mechanism, which, similar to the well-known Pay-What-You-Want (PWYW), is considered a participative pricing mechanism that enables buyers to significantly impact the price. Buyers prefer actively participating in the pricing process instead of passively accepting fixed prices. Their participation also enhances perceptions of fairness and satisfaction. However, which pricing mechanism - fixed price, PWYP, or PYP - should companies use to optimize purchase intent and expected payments? To address this, an online experiment was carried out, and ANOVA and mediation analysis were employed. This research investigates pricing strategies implemented on products of varying price levels (deodorant, smartphone, car) to evaluate their effects on purchase intention, expected payment, and buyers' perceptions of control, effort, and fairness throughout the purchase process. Results indicate that PWYW generates higher ratings for price control, cognitive effort, and purchase intention, while the highest payment expectation comes from PYP. Furthermore, the study shows that perceived control most significantly influences purchase intention and expected payment, followed by effort and fairness. We discuss implications for both researchers and practitioners.}, language = {de} } @misc{WernerDost, author = {Werner, Bastian and Dost, Florian}, title = {Range-based versus Point-based WTP/WTA Measures: New Findings for the Endowment Effect}, series = {Proceedings of the European Marketing Academy}, journal = {Proceedings of the European Marketing Academy}, number = {53}, abstract = {Previous research has examined the well-known endowment effect using point-based measures of willingness to pay (WTP) and willingness to accept (WTA) values and found that this effect leads to market failure because sellers' WTA often exceeds buyers' WTP. This research examines the endowment effect using range-based measures of WTP and WTA, providing a more realistic perspective given bounded rationality and uncertainty conditions. To confirm the conceptual extensions and modifications of the endowment effect, we conceptually replicate a comprehensive point-based study on the endowment effect (Jefferson/Taplin, 2011) using range-based measures. Our results show an increased endowment effect but also less severe inefficiencies in a market, as there is significant overlap between WTP and WTA ranges, leading to a more efficient market than previously thought and more transactions taking place.}, language = {en} } @misc{HallSchmidtWaggeetal., author = {Hall, Braeden and Schmidt, Kathleen and Wagge, Jordan and Lewis, Savannah C. and Weissgerber, Sophia C. and Kiunke, Felix and Pfuhl, Gerit and Stieger, Stefan and Tran, Ulrich S. and Barzykowski, Krystian and Bogatyreva, Natalia and Kowal, Marta and Massar, KarlIJn and Pernerstofer, Felizitas and Sorokowski, Piotr and Voracek, Martin and Chartier, Christopher R. and Brandt, Mark J. and Grahe, Jon E. and {\"O}zdoğru, Asil A. and Andreychik, Michael R. and Chen, Sau-Chin and Evans, Thomas R. and Hautekiet, Caro and IJzerman, Hans and Kačm{\´a}r, Pavol and Krafnick, Anthony J. and Musser, Erica D. and Vergauwe, Evie and Werner, Kaitlyn M. and Aczel, Balazs and Arriaga, Patr{\´i}cia and Batres, Carlota and Beaudry, Jennifer L. and Cova, Florian and Ďurbisov{\´a}, Simona and Cramblet Alvarez, Leslie D. and Feldman, Gilad and Godbersen, Hendrik and Gottfried, Jaroslav and Haeffel, Gerald J. and Hartanto, Andree and Isloi, Chris and McFall, Joseph P. and Milyavskaya, Marina and Moreau, David and Nos{\´a}ľov{\´a}, Ester and Papaioannou, Kostas and Ruiz-Fernandez, Susana and Schr{\"o}tter, Jana and Storage, Daniel and Vezirian, Kevin and Volz, Leonhard and Weisberg, Yanna J. and Xiao, Qinyu and Awlia, Dana and Branit, Hannah W. and Dunn, Megan R. and Groyecka-Bernard, Agata and Haneda, Ricky and Kielinska, Julita and Kolle, Caroline and Lubomski, Paweł and Miller, Alexys M. and M{\ae}kel{\ae}, Martin J. and Pantazi, Mytro and Ribeiro, Rafael R. and Ross, Robert M. and Sorokowska, Agnieszka and Aberson, Christopher L. and Vassiliou, Xanthippi Alexi and Baker, Bradley J. and Bognar, Miklos and Cong, Chin Wen and Danvers, Alex F. and Davis, William E. and Dranseika, Vilius and Dumbravă, Andrei and Farmer, Harry and Field, Andy P. and Forscher, Patrick S. and Graton, Aur{\´e}lien and Hajdu, Nandor and Howlett, Peter A. and Kabut, Radosław and Larsen, Emmett M. and Lee, Sean T. H. and Legate, Nicole and Levitan, Carmel A. and Levy, Neil and Lu, Jackson G. and Misiak, Michał and Morariu, Roxana E. and Novak, Jennifer and Pronizius, Ekaterina and Prusova, Irina and Rathnayake, Athulya S. and Romanova, Marina O. and R{\"o}er, Jan P. and Sampaio, Waldir M. and Schild, Christoph and Schulte-Mecklenbeck, Michael and Stephen, Ian D. and Szecsi, Peter and Takacs, Elizabeth and Teeter, Julia N. and Thiele-Evans, Elian H. and Valeiro-Paterlini, Julia and Vilares, Iris and Villafana, Louise and Wang, Ke and Wu, Raymond and {\´A}lvarez-Solas, Sara and Moshontz, Hannah and Buchanan, Erin M.}, title = {Registered Replication Report: A Large Multilab Cross-Cultural Conceptual Replication of Turri et al. (2015)}, series = {Advances in Methods and Practices in Psychological Science}, volume = {7}, journal = {Advances in Methods and Practices in Psychological Science}, number = {4}, publisher = {SAGE Publications}, issn = {2515-2459}, doi = {10.1177/25152459241267902}, pages = {1 -- 38}, language = {en} }