Faculty of Economics and Business Administration Publications Database

Beyond Posted Prices: The Past, Present, and Future of Participative Pricing Mechanisms

Spann, Martin
Zeithammer, Robert
Bertini, Marco
Haruvy, Ernan
Jap, Sandy D.
Koenigsberg, Oded
Mak, Vincent
Popkowski Leszczyc, Peter
Thomas, Manoj
Link External Source: Online Version
Year: 2018
Keywords: Pay What You Want; Name Your Own Price; Charity Auctions; Outcome and process satisfaction; Consumer behavior

Driven by the low transaction costs and interactive nature of the internet, customer participation in the price-setting process has increased. Today, platforms such as eBay have popularized online auctions on a global scale, Priceline has made headlines with its name-your-own-price (NYOP) business model, and Humble Bundle has enabled independent musicians and game developers to market their works through pay-what-you-want (PWYW) pricing. Advertising exchanges conduct several hundred million individual auctions per day to sell online advertising slots. The present paper contributes to the literature on participative pricing in three ways. First, we propose a definition of participative pricing mechanisms, as well as a useful taxonomy. Second, we discuss the current understanding by synthesizing conceptual and empirical academic literature. Third, we outline promising research questions with a key focus on the related behavioral aspects of buyers and sellers.