Assessing Customers' Moral Disengagement from Reciprocity Concerns in Participative Pricing
Author
Abstract
Suggested Citation
DOI: 10.1007/s10551-021-04782-8
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- Minah H. Jung & Leif D. Nelson & Uri Gneezy & Ayelet Gneezy, 2017. "Signaling Virtue: Charitable Behavior Under Consumer Elective Pricing," Marketing Science, INFORMS, vol. 36(2), pages 187-194, March.
- Rens Meijkamp, 1998. "Changing consumer behaviour through eco‐efficient services: an empirical study of car sharing in the Netherlands," Business Strategy and the Environment, Wiley Blackwell, vol. 7(4), pages 234-244, September.
- Albert Bandura, 2007. "Impeding ecological sustainability through selective moral disengagement," International Journal of Innovation and Sustainable Development, Inderscience Enterprises Ltd, vol. 2(1), pages 8-35.
- Falk, Armin & Fischbacher, Urs, 2006.
"A theory of reciprocity,"
Games and Economic Behavior, Elsevier, vol. 54(2), pages 293-315, February.
- Armin Falk & Urs Fischbacher, "undated". "A Theory of Reciprocity," IEW - Working Papers 006, Institute for Empirical Research in Economics - University of Zurich.
- Falk, Armin & Fischbacher, Urs, 2001. "A Theory of Reciprocity," CEPR Discussion Papers 3014, C.E.P.R. Discussion Papers.
- Armin Falk & Urs Fischbacher, 2001. "A Theory of Reciprocity," CESifo Working Paper Series 457, CESifo.
- Dan Ariely & Anat Bracha & Stephan Meier, 2009.
"Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially,"
American Economic Review, American Economic Association, vol. 99(1), pages 544-555, March.
- Dan Ariely & Anat Bracha & Stephan Meier, 2007. "Doing good or doing well? Image motivation and monetary incentives in behaving prosocially," Working Papers 07-9, Federal Reserve Bank of Boston.
- Ariely, Dan & Bracha, Anat & Meier, Stephan, 2007. "Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially," IZA Discussion Papers 2968, Institute of Labor Economics (IZA).
- David Dubois & Ena Inesi & Simona Botti & Derek D. Rucker & Adam D. Galinsky, 2011. "Power and Choice: Their Dynamic Interplay in Quenching the Thirst for Personal Control," Post-Print hal-00696608, HAL.
- Duffy, Patricia A. & Hite, Diane & Bransby, David & Slaton, Christa, 2007. "Consumer Willingness-to-Pay for Green Energy: Results from Focus Groups," 2007 Annual Meeting, February 4-7, 2007, Mobile, Alabama 34913, Southern Agricultural Economics Association.
- Christian W. Scheiner & Christian V. Baccarella & John Bessant & Kai-Ingo Voigt, 2018. "Participation Motives, Moral Disengagement, And Unethical Behaviour In Idea Competitions," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 22(06), pages 1-24, August.
- Kahneman, Daniel & Knetsch, Jack L., 1992. "Valuing public goods: The purchase of moral satisfaction," Journal of Environmental Economics and Management, Elsevier, vol. 22(1), pages 57-70, January.
- Bandura, Albert, 1991. "Social cognitive theory of self-regulation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 50(2), pages 248-287, December.
- Lucas W. Davis, 2011.
"Evaluating the Slow Adoption of Energy Efficient Investments: Are Renters Less Likely to Have Energy Efficient Appliances?,"
NBER Chapters, in: The Design and Implementation of US Climate Policy, pages 301-316,
National Bureau of Economic Research, Inc.
- Lucas W. Davis, 2010. "Evaluating the Slow Adoption of Energy Efficient Investments: Are Renters Less Likely to Have Energy Efficient Appliances?," NBER Working Papers 16114, National Bureau of Economic Research, Inc.
- Regner, Tobias & Barria, Javier A., 2009.
"Do consumers pay voluntarily? The case of online music,"
Journal of Economic Behavior & Organization, Elsevier, vol. 71(2), pages 395-406, August.
- Tobias Regner & Javier A. Barria, 2007. "Do Consumers Pay Voluntarily? The Case of Online Music," Jena Economics Research Papers 2007-011, Friedrich-Schiller-University Jena.
- Tobias Regner & Javier A. Barria, 2009. "Do Consumers Pay Voluntarily? The Case of Online Music," Post-Print hal-00686341, HAL.
- Eckel, Catherine C. & Herberich, David H. & Meer, Jonathan, 2017.
"A field experiment on directed giving at a public university,"
Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 66(C), pages 66-71.
- Catherine C. Eckel & David Herberich & Jonathan Meer, 2014. "A Field Experiment on Directed Giving at a Public University," NBER Working Papers 20180, National Bureau of Economic Research, Inc.
- Jen Shang & Rachel Croson, 2009.
"A Field Experiment in Charitable Contribution: The Impact of Social Information on the Voluntary Provision of Public Goods,"
Economic Journal, Royal Economic Society, vol. 119(540), pages 1422-1439, October.
- Jen Shang & Rachel Croson, 2009. "A Field Experiment in Charitable Contribution: The Impact of Social Information on the Voluntary Provision of Public Goods," Economic Journal, Royal Economic Society, vol. 119(540), pages 1422-1439, October.
- Uttam Shankar Pawaskar & Rakesh D Raut & Bhaskar B Gardas, 2018. "Assessment of Consumer Behavior Towards Environmental Responsibility: A Structural Equations Modeling Approach," Business Strategy and the Environment, Wiley Blackwell, vol. 27(4), pages 560-571, May.
- Clive L. Spash, 2006. "Non-Economic Motivation for Contingent Values: Rights and Attitudinal Beliefs in the Willingness To Pay for Environmental Improvements," Land Economics, University of Wisconsin Press, vol. 82(4), pages 602-622.
- Krämer, Florentin & Schmidt, Klaus M. & Spann, Martin & Stich, Lucas, 2017.
"Delegating pricing power to customers: Pay What You Want or Name Your Own Price?,"
Journal of Economic Behavior & Organization, Elsevier, vol. 136(C), pages 125-140.
- Schmidt, Klaus & Krämer, Florentin & Spann, Martin & Stich, Lucas, 2015. "Delegating Pricing Power to Customers: Pay What You Want or Name Your Own Price," CEPR Discussion Papers 10605, C.E.P.R. Discussion Papers.
- Krämer, Florentin & Schmidt, Klaus M. & Stich, Lucas, 2017. "Delegating Pricing Power to Customers: Pay What You Want or Name Your Own Price?," Rationality and Competition Discussion Paper Series 8, CRC TRR 190 Rationality and Competition.
- Michael J. Barone & T. J. Bae & Shanshan Qian & Jason d’Mello, 2017. "Power and the appeal of the deal: how consumers value the control provided by Pay What You Want (PWYW) pricing," Marketing Letters, Springer, vol. 28(3), pages 437-447, September.
- Riener, Gerhard & Traxler, Christian, 2012. "Norms, moods, and free lunch: Longitudinal evidence on payments from a Pay-What-You-Want restaurant," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 41(4), pages 476-483.
- Tully, Stephanie M. & Winer, Russell S., 2014. "The Role of the Beneficiary in Willingness to Pay for Socially Responsible Products: A Meta-analysis," Journal of Retailing, Elsevier, vol. 90(2), pages 255-274.
- Iglesias, Oriol & Markovic, Stefan & Rialp, Josep, 2019. "How does sensory brand experience influence brand equity? Considering the roles of customer satisfaction, customer affective commitment, and employee empathy," Journal of Business Research, Elsevier, vol. 96(C), pages 343-354.
- Regner, Tobias, 2015.
"Why consumers pay voluntarily: Evidence from online music,"
Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 57(C), pages 205-214.
- Tobias Regner, 2010. "Why Consumers Pay Voluntarily: Evidence from Online Music," Jena Economics Research Papers 2010-081, Friedrich-Schiller-University Jena, revised 10 Dec 2014.
- Sucharita Chandran & Vicki G. Morwitz, 2005. "Effects of Participative Pricing on Consumers' Cognitions and Actions: A Goal Theoretic Perspective," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 32(2), pages 249-259, September.
- Kenneth Gillingham, Matthew Harding, and David Rapson, 2012.
"Split Incentives in Residential Energy Consumption,"
The Energy Journal, International Association for Energy Economics, vol. 0(Number 2).
- Kenneth Gillingham & Matthew Harding & David Rapson, 2012. "Split Incentives in Residential Energy Consumption," The Energy Journal, , vol. 33(2), pages 37-62, April.
- Moon, Sangkil & Bergey, Paul K. & Bove, Liliana L. & Robinson, Stefanie, 2016. "Message framing and individual traits in adopting innovative, sustainable products (ISPs): Evidence from biofuel adoption," Journal of Business Research, Elsevier, vol. 69(9), pages 3553-3560.
- Kristensson, Per & Wästlund, Erik & Söderlund, Magnus, 2017. "Influencing consumers to choose environment friendly offerings: Evidence from field experiments," Journal of Business Research, Elsevier, vol. 76(C), pages 89-97.
- Derek D. Rucker & Adam D. Galinsky & David Dubois, 2012. "Power and consumer behavior: How power shapes who and what consumers value," Post-Print hal-00724231, HAL.
- Derek D. Rucker & Adam D. Galinsky, 2008. "Desire to Acquire: Powerlessness and Compensatory Consumption," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(2), pages 257-267, April.
- Natter, Martin & Kaufmann, Katharina, 2015. "Voluntary market payments: Underlying motives, success drivers and success potentials," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 57(C), pages 149-157.
- Long Zhang & Yulin Deng, 2016. "Guanxi with Supervisor and Counterproductive Work Behavior: The Mediating Role of Job Satisfaction," Journal of Business Ethics, Springer, vol. 134(3), pages 413-427, March.
- Martin Spann & Robert Zeithammer & Marco Bertini & Ernan Haruvy & Sandy D. Jap & Oded Koenigsberg & Vincent Mak & Peter Popkowski Leszczyc & Bernd Skiera & Manoj Thomas, 2018. "Beyond Posted Prices: the Past, Present, and Future of Participative Pricing Mechanisms," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 5(1), pages 121-136, March.
- Reinartz, Werner & Haenlein, Michael & Henseler, Jörg, 2009. "An empirical comparison of the efficacy of covariance-based and variance-based SEM," International Journal of Research in Marketing, Elsevier, vol. 26(4), pages 332-344.
Citations
Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
Cited by:
- Zaid Oqla Alqhaiwi & Tamer Koburtay & Jawad Syed, 2024. "The Interplay Between Islamic Work Ethic, Unethical Pro Behaviors, and Moral Identity Internalization: The Moderating Role of Religiosity," Journal of Business Ethics, Springer, vol. 193(2), pages 393-408, August.
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- Narwal, Preeti & Rai, Shivam, 2022. "Individual differences and moral disengagement in Pay-What-You-Want pricing," Journal of Business Research, Elsevier, vol. 149(C), pages 528-547.
- Martin Spann & Robert Zeithammer & Marco Bertini & Ernan Haruvy & Sandy D. Jap & Oded Koenigsberg & Vincent Mak & Peter Popkowski Leszczyc & Bernd Skiera & Manoj Thomas, 2018. "Beyond Posted Prices: the Past, Present, and Future of Participative Pricing Mechanisms," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 5(1), pages 121-136, March.
- Aparna Venugopal & Dhirendra Shukla, 2019. "Identifying consumers' engagement with renewable energy," Business Strategy and the Environment, Wiley Blackwell, vol. 28(1), pages 53-63, January.
- Greiff, Matthias & Egbert, Henrik, 2016.
"A Survey of the Empirical Evidence on PWYW Pricing,"
MPRA Paper
68693, University Library of Munich, Germany.
- Matthias Greiff & Henrik Egbert, 2016. "A Survey of the Empirical Evidence on PWYW Pricing," MAGKS Papers on Economics 201605, Philipps-Universität Marburg, Faculty of Business Administration and Economics, Department of Economics (Volkswirtschaftliche Abteilung).
- Matthias Greiff & Henrik Egbert, 2016. "A Survey of the Empirical Evidence on PWYW Pricing," Bulgarian Economic Papers bep-2016-02, Faculty of Economics and Business Administration, Sofia University St Kliment Ohridski - Bulgaria // Center for Economic Theories and Policies at Sofia University St Kliment Ohridski, revised Jan 2016.
- Wang, Cindy Xin & Yuan, Hong & Beck, Joshua T., 2022. "Too tired for a good deal: How customer fatigue shapes the performance of Pay-What-You-Want pricing," Journal of Business Research, Elsevier, vol. 144(C), pages 987-996.
- Ma, Xuejing & Wang, Zetao & Liu, Hongju, 2022. "Do long-life customers pay more in pay-what-you-want pricing? Evidence from live streaming," Journal of Business Research, Elsevier, vol. 142(C), pages 998-1009.
- Hofmann, Elisa & Fiagbenu, Michael E. & Özgümüs, Asri & Tahamtan, Amir M. & Regner, Tobias, 2021. "Who is watching me? Disentangling audience and interpersonal closeness effects in a Pay-What-You-Want context," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 90(C).
- Saccardo, Silvia & Li, Charis X. & Samek, Anya & Gneezy, Ayelet, 2021. "Nudging generosity in consumer elective pricing," Organizational Behavior and Human Decision Processes, Elsevier, vol. 163(C), pages 91-104.
- Christoph Feldhaus & Tassilo Sobotta & Peter Werner, 2019. "Norm Uncertainty and Voluntary Payments in the Field," Management Science, INFORMS, vol. 65(4), pages 1855-1866, April.
- Gerpott, Torsten J. & Schneider, Christina, 2016. "Buying behaviors when similar products are available under pay-what-you-want and posted price conditions: Field-experimental evidence," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 65(C), pages 135-145.
- Park, Sangkon & Nam, Sohyun & Lee, Jungmin, 2017. "Charitable giving, suggestion, and learning from others: Pay-What-You-Want experiments at a coffee shop," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 66(C), pages 16-22.
- Samahita Margaret, 2020.
"Pay-What-You-Want in Competition,"
The B.E. Journal of Theoretical Economics, De Gruyter, vol. 20(1), pages 1-16, January.
- Samahita, Margaret, 2015. "Pay-What-You-Want in Competition," Working Papers 2015:27, Lund University, Department of Economics.
- Vahid Ashrafimoghari & Jordan W. Suchow, 2022. "A Game-theoretic Model of the Consumer Behavior Under Pay-What-You-Want Pricing Strategy," Papers 2207.08923, arXiv.org.
- Sulser, Pascal A., 2021. "Pay-per-minute pricing: A field experiment comparing traditional and participative pricing mechanisms," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 92(C).
- Gerpott Torsten J., 2016. "A review of the empirical literature on Pay-What-You-Want price setting," Management & Marketing, Sciendo, vol. 11(4), pages 566-596, December.
- Britta Butz & Christine Harbring, 2022. "Tipping for charity: a field experiment in charitable giving on free walking tours," Journal of Business Economics, Springer, vol. 92(5), pages 781-808, July.
- Ali Sabbaghnia & Jafar Heydari & Jafar Razmi, 2023. "Participative pricing and donation programs in a socially concerned supply chain," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 30(1), pages 146-164, January.
- Egbert, Henrik & Greiff, Matthias & Xhangolli, Kreshnik, 2014. "PWYW Pricing ex post Consumption: A Sales Strategy for Experience Goods," MPRA Paper 53376, University Library of Munich, Germany.
- Emili Vizuete-Luciano & Oktay Güzel & José M. Merigó, 2023. "Bibliometric research of the Pay-What-You-Want Topic," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 22(5), pages 413-426, October.
- Reisman, Richard & Payne, Adrian & Frow, Pennie, 2019. "Pricing in consumer digital markets: A dynamic framework," Australasian marketing journal, Elsevier, vol. 27(3), pages 139-148.
More about this item
Keywords
Moral disengagement; Participative pricing; Pay-what-you-want; Reciprocity concerns;All these keywords.
Statistics
Access and download statisticsCorrections
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:kap:jbuset:v:178:y:2022:i:2:d:10.1007_s10551-021-04782-8. See general information about how to correct material in RePEc.
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.