TY - GEN A1 - Schöberl, Florian A1 - Pradhan, Cauchy A1 - Irving, Stephanie A1 - Buerger, Katharina A1 - Xiong, Guoming A1 - Kugler, Günter A1 - Kohlbecher, Stefan A1 - Engmann, Julia A1 - Werner, Philipp A1 - Brendel, Matthias A1 - Schneider, Erich A1 - Perneczky, Robert A1 - Jahn, Klaus A1 - Fougère, Christian la A1 - Bartenstein, Peter A1 - Brandt, Thomas A1 - Dietrich, Marianne A1 - Zwergal, Andreas T1 - Real-space navigation testing differentiates between amyloid-positive and -negative aMCI T2 - Neurology : official journal of the American Academy of Neurology Y1 - 2020 UR - https://n.neurology.org/content/94/8/e861 U6 - https://doi.org/10.1212/WNL.0000000000008758 SN - 1526-632X VL - 94 IS - 8 SP - e861 EP - e873 ER - TY - GEN A1 - Werner, Bastian A1 - Dost, Florian A1 - Ahmed, Sheraz T1 - Der Einfluss von partizipativen Preismechanismen auf die Kaufentscheidung ein empirischer Vergleich von PWYW , PYP und Festpreis am Beispiel dreier Konsumprodukte T2 - Proceedings International Marketing Trends Conference 2024, Venice N2 - 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. N2 - In Zeiten von Inflation, stagnierenden Umsätzen und intensivem globalen Wettbewerb müssen Unternehmen sich von ihren Konkurrenten abheben, um Wettbewerbsvorteile zu erzielen . Ein interessanter Ansatz hierbei ist der neu entstandene Pick Your Price (PYP) Mechanismus, der ähnlich wie das bekannte Pay What You Want (PWYW) als partizipativer Preisbildungsmechanismus gilt und den Käufern die Möglichkeit g ibt den Preis massiv zu beeinflussen Käufer bevorzugen eine aktive Beteiligung am Preisbildungsprozess anstelle des passiven Akzeptierens fester Preise. Eine Teilnahme der Käufer an diesem Prozess erhöht zudem ihre Wahrnehmung von Fairness und Zufriedenheit. Allerdings stellt sich die Frage, welcher Preismechanismus Festpreis, PWYP oder PYP von Unternehmen genutzt werden sollte, um die Kaufabsicht und erwarteten Zahlungen zu optimieren. Um diese Frage zu beantworten, wurde ein Online Experiment durchgeführt und mittels ANOVA und Mediationsanalyse ausgewertet. Die se Studie vergl eicht d ie genannten Strategien anhand von Produkten mit unterschiedlichen Preisniveaus (Deodorant, Smartphone, Auto). Ziel war es, die Auswirkungen der Preismechanismen auf die Kaufabsicht, die erwarteten Zahlungen und die Wahrnehmung der Käufer in Bezug auf Kontrolle , A ufwand und Fairness, während des Kaufprozesses zu bewerten. Die Ergebnisse zeigen, dass PWYW die höchsten Werte für Preiskontrolle, kognitiven Aufwand und Kaufabsicht liefert. Die höchste Zahlungserwartung wurde hingegen für PYP ermittelt. Darüber hinaus zeigt diese Stud ie, dass die wahrgenommene Kontrolle die Kaufabsicht und die erwartete Zahlung am stärksten beeinflusst , gefolgt von Aufwand und Fairness. Weiterhin werden Erkenntnisse für Forscher und Praktiker diskutiert. T2 - The Influence of Participative Pricing Mechanisms on Purchase Decisions - an empirical Comparison of PWYW, PYP, and Fixed Price using three selected consumer products KW - Participative Pricing Mechanismse KW - Purchase Decision KW - PWYW KW - PYP KW - Pricing Y1 - 2024 UR - https://archives.marketing-trends-congress.com/2024/pages/PDF/111.pdf SN - 978-2-490372-18-8 ER - TY - GEN A1 - Werner, Bastian A1 - Dost, Florian T1 - Range-based versus Point-based WTP/WTA Measures: New Findings for the Endowment Effect T2 - Proceedings of the European Marketing Academy N2 - 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. Y1 - 2024 UR - https://proceedings.emac-online.org/pdfs/A2024-119665.pdf IS - 53 ER - TY - GEN A1 - Huber, Christoph A1 - Dreber, Anna A1 - Huber, Jürgen A1 - Johannesson, Magnus A1 - Kirchler, Michael A1 - Weitzel, Utz A1 - Abellán, Miguel A1 - Adayeva, Xeniya A1 - Ay, Fehime Ceren A1 - Barron, Kai A1 - Berry, Zachariah A1 - Bönte, Werner A1 - Brütt, Katharina A1 - Bulutay, Muhammed A1 - Campos-Mercade, Pol A1 - Cardella, Eric A1 - Claassen, Maria Almudena A1 - Cornelissen, Gert A1 - Dawson, Ian G. J. A1 - Delnoij, Joyce A1 - Demiral, Elif E. A1 - Dimant, Eugen A1 - Doerflinger, Johannes Theodor A1 - Dold, Malte A1 - Emery, Cécile A1 - Fiala, Lenka A1 - Fiedler, Susann A1 - Freddi, Eleonora A1 - Fries, Tilman A1 - Gasiorowska, Agata A1 - Glogowsky, Ulrich A1 - Gorny, Paul Matthias A1 - Gretton, Jeremy David A1 - Grohmann, Antonia A1 - Hafenbrädl, Sebastian A1 - Handgraaf, Michel A1 - Hanoch, Yaniv A1 - Hart, Einav A1 - Hennig, Max A1 - Hudja, Stanton A1 - Hütter, Mandy A1 - Hyndman, Kyle A1 - Ioannidis, Konstantinos A1 - Isler, Ozan A1 - Jeworrek, Sabrina A1 - Jolles, Daniel A1 - Juanchich, Marie A1 - Raghabendra, Pratap K.C. A1 - Khadjavi, Menusch A1 - Kugler, Tamar A1 - Li, Shuwen A1 - Lucas, Brian A1 - Mak, Vincent A1 - Mechtel, Mario A1 - Merkle, Christoph A1 - Meyers, Ethan Andrew A1 - Mollerstrom, Johanna A1 - Nesterov, Alexander A1 - Neyse, Levent A1 - Nieken, Petra A1 - Nussberger, Anne-Marie A1 - Palumbo, Helena A1 - Peters, Kim A1 - Pirrone, Angelo A1 - Qin, Xiangdong A1 - Rahal, Rima Maria A1 - Rau, Holger A1 - Rincke, Johannes A1 - Ronzani, Piero A1 - Roth, Yefim A1 - Saral, Ali Seyhun A1 - Schmitz, Jan A1 - Schneider, Florian A1 - Schram, Arthur A1 - Schudy, Simeon A1 - Schweitzer, Maurice E. A1 - Schwieren, Christiane A1 - Scopelliti, Irene A1 - Sirota, Miroslav A1 - Sonnemans, Joep A1 - Soraperra, Ivan A1 - Spantig, Lisa A1 - Steimanis, Ivo A1 - Steinmetz, Janina A1 - Suetens, Sigrid A1 - Theodoropoulou, Andriana A1 - Urbig, Diemo A1 - Vorlaufer, Tobias A1 - Waibel, Joschka A1 - Woods, Daniel A1 - Yakobi, Ofir A1 - Yilmaz, Onurcan A1 - Zaleskiewicz, Tomasz A1 - Zeisberger, Stefan A1 - Holzmeister, Felix T1 - Competition and moral behavior: A meta-analysis of forty-five crowd-sourced experimental designs T2 - Proceedings of the National Academy of Sciences N2 - Does competition affect moral behavior? This fundamental question has been debated among leading scholars for centuries, and more recently, it has been tested in experimental studies yielding a body of rather inconclusive empirical evidence. A potential source of ambivalent empirical results on the same hypothesis is design heterogeneity—variation in true effect sizes across various reasonable experimental research protocols. To provide further evidence on whether competition affects moral behavior and to examine whether the generalizability of a single experimental study is jeopardized by design heterogeneity, we invited independent research teams to contribute experimental designs to a crowd-sourced project. In a large-scale online data collection, 18,123 experimental participants were randomly allocated to 45 randomly selected experimental designs out of 95 submitted designs. We find a small adverse effect of competition on moral behavior in a meta-analysis of the pooled data. The crowd-sourced design of our study allows for a clean identification and estimation of the variation in effect sizes above and beyond what could be expected due to sampling variance. We find substantial design heterogeneity—estimated to be about 1.6 times as large as the average standard error of effect size estimates of the 45 research designs—indicating that the informativeness and generalizability of results based on a single experimental design are limited. Drawing strong conclusions about the underlying hypotheses in the presence of substantive design heterogeneity requires moving toward much larger data collections on various experimental designs testing the same hypothesis. Y1 - 2023 U6 - https://doi.org/10.1073/pnas.2215572120 SN - 0027-8424 SN - 1091-6490 VL - 120 IS - 23 ER - TY - GEN A1 - Werner, Bastian A1 - Dost, Florian T1 - Behavioral Pricing and Innovative Pricing Mechanisms in Purchase Decisions- a Review and Recommandations for Future Research T2 - Proceedings of the European Marketing Academy, EMAC 2023 Annual, Odense, Denmark, May 24, 2023 KW - Pricing Y1 - 2023 UR - https://proceedings.emac-online.org/index.cfm?abstractid=A2023-114482&Behavioral%20Pricing%20and%20Innovative%20Pricing%20Mechanis ER - TY - GEN A1 - Hall, Braeden A1 - Schmidt, Kathleen A1 - Wagge, Jordan A1 - Lewis, Savannah C. A1 - Weissgerber, Sophia C. A1 - Kiunke, Felix A1 - Pfuhl, Gerit A1 - Stieger, Stefan A1 - Tran, Ulrich S. A1 - Barzykowski, Krystian A1 - Bogatyreva, Natalia A1 - Kowal, Marta A1 - Massar, KarlIJn A1 - Pernerstofer, Felizitas A1 - Sorokowski, Piotr A1 - Voracek, Martin A1 - Chartier, Christopher R. A1 - Brandt, Mark J. A1 - Grahe, Jon E. A1 - Özdoğru, Asil A. A1 - Andreychik, Michael R. A1 - Chen, Sau-Chin A1 - Evans, Thomas R. A1 - Hautekiet, Caro A1 - IJzerman, Hans A1 - Kačmár, Pavol A1 - Krafnick, Anthony J. A1 - Musser, Erica D. A1 - Vergauwe, Evie A1 - Werner, Kaitlyn M. A1 - Aczel, Balazs A1 - Arriaga, Patrícia A1 - Batres, Carlota A1 - Beaudry, Jennifer L. A1 - Cova, Florian A1 - Ďurbisová, Simona A1 - Cramblet Alvarez, Leslie D. A1 - Feldman, Gilad A1 - Godbersen, Hendrik A1 - Gottfried, Jaroslav A1 - Haeffel, Gerald J. A1 - Hartanto, Andree A1 - Isloi, Chris A1 - McFall, Joseph P. A1 - Milyavskaya, Marina A1 - Moreau, David A1 - Nosáľová, Ester A1 - Papaioannou, Kostas A1 - Ruiz-Fernandez, Susana A1 - Schrötter, Jana A1 - Storage, Daniel A1 - Vezirian, Kevin A1 - Volz, Leonhard A1 - Weisberg, Yanna J. A1 - Xiao, Qinyu A1 - Awlia, Dana A1 - Branit, Hannah W. A1 - Dunn, Megan R. A1 - Groyecka-Bernard, Agata A1 - Haneda, Ricky A1 - Kielinska, Julita A1 - Kolle, Caroline A1 - Lubomski, Paweł A1 - Miller, Alexys M. A1 - Mækelæ, Martin J. A1 - Pantazi, Mytro A1 - Ribeiro, Rafael R. A1 - Ross, Robert M. A1 - Sorokowska, Agnieszka A1 - Aberson, Christopher L. A1 - Vassiliou, Xanthippi Alexi A1 - Baker, Bradley J. A1 - Bognar, Miklos A1 - Cong, Chin Wen A1 - Danvers, Alex F. A1 - Davis, William E. A1 - Dranseika, Vilius A1 - Dumbravă, Andrei A1 - Farmer, Harry A1 - Field, Andy P. A1 - Forscher, Patrick S. A1 - Graton, Aurélien A1 - Hajdu, Nandor A1 - Howlett, Peter A. A1 - Kabut, Radosław A1 - Larsen, Emmett M. A1 - Lee, Sean T. H. A1 - Legate, Nicole A1 - Levitan, Carmel A. A1 - Levy, Neil A1 - Lu, Jackson G. A1 - Misiak, Michał A1 - Morariu, Roxana E. A1 - Novak, Jennifer A1 - Pronizius, Ekaterina A1 - Prusova, Irina A1 - Rathnayake, Athulya S. A1 - Romanova, Marina O. A1 - Röer, Jan P. A1 - Sampaio, Waldir M. A1 - Schild, Christoph A1 - Schulte-Mecklenbeck, Michael A1 - Stephen, Ian D. A1 - Szecsi, Peter A1 - Takacs, Elizabeth A1 - Teeter, Julia N. A1 - Thiele-Evans, Elian H. A1 - Valeiro-Paterlini, Julia A1 - Vilares, Iris A1 - Villafana, Louise A1 - Wang, Ke A1 - Wu, Raymond A1 - Álvarez-Solas, Sara A1 - Moshontz, Hannah A1 - Buchanan, Erin M. T1 - Registered Replication Report: A Large Multilab Cross-Cultural Conceptual Replication of Turri et al. (2015) T2 - Advances in Methods and Practices in Psychological Science Y1 - 2024 U6 - https://doi.org/10.1177/25152459241267902 SN - 2515-2459 VL - 7 IS - 4 SP - 1 EP - 38 PB - SAGE Publications ER - TY - CHAP A1 - Ulrich, Rainer G. A1 - Schlegel, Matthias A1 - Mertens, Marc A1 - Groschup, Martin H. A1 - Schmidt-Chanasit, Jonas A1 - Plenge-Bönig, Anita A1 - Jacob, Jens A1 - Pelz, Hans-Joachim A1 - Freise, Jona A1 - Wenk, Matthias A1 - Thiel, Jörg A1 - Triebenbacher, Cornelia A1 - Schmolz, Eric A1 - Kurth, Andreas A1 - Krüger, Frank A1 - Rühe, Ferdinand A1 - Kiffner, Christian A1 - Ansorge, Hermann A1 - Gerwin, Werner A1 - Wegener, Wolfgang A1 - Müller, Jörg A1 - Bemmann, Margit A1 - Wolf, Ronny A1 - Otto, Lutz-Florian A1 - Oehme, Rainer A1 - Pfeffer, Martin A1 - Heckel, Gerald A1 - Schex, Susanne A1 - Essbauer, Sandra S. T1 - Netzwerk Nagetier-übertragene Pathogene: Monitoring von Hantavirus-Infektionen in Deutschland T2 - Wildhygiene, Wildtierkrankheiten, Parasiten, Epidemiologie Y1 - 2009 SN - 978-378-88131-2-3 SN - 1436-3895 SP - 229 EP - 250 PB - Ges. für Wildtier- und Jagdforschung CY - Halle/Saale ER - TY - GEN A1 - Werner, Bastian A1 - Dost, Florian T1 - Comparing average payments and minimal bounds for lower and higher outcomes among customers in participative pricing mechanisms : an empirical investigation of PWYW, NYOP, and PYP T2 - Proceedings of the European Marketing Academy, EMAC 2025 Spring Conference, Pozuelo (Madrid), Spain, May 25, 2025 N2 - This research uses three online experiments (total n =501) to examine which participative pricing mechanism—Pay What You Want (PWYW), Name Your Own Price (NYOP), or Pick Your Price (PYP)—firms should use to optimize purchase intentions and expected payments. In doing so, we combine the PWYW and NYOP literatures and jointly test relevant mediators: perceived price fairness, price control, and effort. In addition to average total and indirect effects, a novel application of the Kolmogorov-Smirnov test provided lower bounds of consumers paying less or more under each pricing method. Our results show that PWYW leads to the highest purchase intention despite generating the lowest payments. PYP outperforms in terms of expected payments. Mediation analyses indicate that perceived control negatively affects purchase intention for PYP and NYOP. Under PYP and NYOP, at least 10% to 84% of consumers pay more, depending on the study, but very few (single digit percentages) pay less than under PWYW. KW - Participative Pricing Mechanisms KW - Purchase Decisions KW - Kolmogorov-Smirnov KW - Track: Pricing & Promotions Y1 - 2025 UR - https://proceedings.emac-online.org/pdfs/A2025-125952.pdf PB - European Marketing Academy ER -