Pay-What-You-Want (PWYW) is a new participative pricing mechanism whereby consumershave maximum control over the price they pay. Previous research suggests that participativepricing increases consumers’ intent to purchase. Sellers using PWYW face the risk, however,that consumers exploit their...

tele.ring is a mobile phone organization selling contracts and cell phones in the Austrian market. Themarket situation in 2005 was highly competitive and dynamic resulting in relatively short tariff lifecycles. Excessively long lead times made tele.ring’s management feel dissatisfied with...

Eine Analyse relevanter Kriterien für die Nutzer von Segmentierungs-, ZielmarktfestlegungsundPositionierungstools zeigt, dass die Wahl einer zweckmäßigen grafischen Darstellung derKundensegmente und ihrer Präferenzen von entscheidender Bedeutung ist, wenn es um dieKommunikation von...

Pay-What-You-Want (PWYW) is a participative pricing mechanism which is characterizedby the fact that consumers have maximum control over the price they pay. We discuss thebusiness relevance of PWYW and extend the findings of Kim et al. (2009) using latentclass regression. Two different classes...