To influence or not to influence: External reference price strategies in pay-what-you-want pricing

By J. W. Johnson, A. Cui. 2013

115 citations recorded by the source corpus.

Subfields: General Decision Sciences, Marketing

View Paper: https://www.semanticscholar.org/paper/0f509997decfef8072fe4dd3d6f28e4b468727e5

Citations in the corpus

• The impact of buyer–seller relationships and reference prices on the effectiveness of the pay what you want pricing mechanism (2013, unknown): “Other research by Johnson and Cui (2013) also showed that a suggested price resulted in a price that was close to this suggested price, particularly when this price was close to the consumers’ internal reference price.”