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Exploring the role of spotlight effect in pay‐what‐you‐want (PWYW) pricing—An anchoring and adjustment perspective
16 references·12 citing·50 second hop
Exploring the role of spotlight effect in pay‐what‐you‐want (PWYW) pricing—An anchoring and adjustment perspective (2021)Exploring the role of spotlight effect in…Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially (2009)Doing Good or Doing Well? Ima…The Anchoring-and-Adjustment Heuristic (2006)The Anchoring-and-Adjustment …Reference Price Research: Review and Propositions (2005)Reference Price Research: Rev…Egocentric Biases in Availability and Attribution (2004)Egocentric Biases in Availabi…Effort for Payment (2004)Effort for PaymentEmbarrassment in Consumer Purchase: The Roles of Social Presence and Purchase Familiarity: Table 1 (2001)Embarrassment in Consumer Pur…The spotlight effect in social judgment: An egocentric bias in estimates of the salience of one's own actions and appearance. (2000)The spotlight effect in socia…The illusion of transparency: Biased assessments of others' ability to read one's emotional states. (1998)The illusion of transparency:…Constructive Consumer Choice Processes (1998)Constructive Consumer Choice …Explaining the enigmatic anchoring effect: Mechanisms of selective accessibility. (1997)Explaining the enigmatic anch…Measures of Anchoring in Estimation Tasks (1995)Measures of Anchoring in Esti…Modeling Loss Aversion and Reference Dependence Effects on Brand Choice (1993)Modeling Loss Aversion and Re…Do people know how others view them? An empirical and theoretical account. (1993)Do people know how others vie…A Reference Price Model of Brand Choice for Frequently Purchased Products (1986)A Reference Price Model of Br…Mental Accounting and Consumer Choice (1985)Mental Accounting and Consume…Egocentric biases in availability and attribution. (1979)Egocentric biases in availabi…A systematic literature review of the Pay-What-You-Want pricing under PRISMA protocol (2024)A systematic literature revie…Erroneous consumer evaluations in the marketplace: How consumer evaluations are biased by raw performance scores (2023)Erroneous consumer evaluation…Too tired for a good deal: How customer fatigue shapes the performance of Pay-What-You-Want pricing (2022)Too tired for a good deal: Ho…To sell or not to sell? Pricing strategies of newly-graduated artists (2022)To sell or not to sell? Prici…Individual differences and moral disengagement in Pay-What-You-Want pricing (2022)Individual differences and mo…Consumer reactions to pay‐what‐you‐want and name‐your‐own‐price mechanisms (2022)Consumer reactions to pay‐wha…Bibliometric research of the Pay-What-You-Want Topic (2022)Bibliometric research of the …“I will pay you more, as long as you are transparent!”: An investigation of the pick-your-price participative pricing mechanism (2022)“I will pay you more, as long…The role of contextual factors in increasing Pay-What-You-Want payments: Evidence from field experiments (2021)The role of contextual factor…Examining the impact of external reference prices on seller price image dimensions and purchase intentions in pay what you want (PWYW) (2021)Examining the impact of exter…Contextual differences in the moderating effects of price consciousness and social desirability in pay-what-you-want (PWYW) pricing (2021)Contextual differences in the…Adopting revenue management strategies and data sharing to cope with crises (2021)Adopting revenue management s…Motivation reconsidered: The concept of competence. 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References

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498 cited
  • 2001Embarrassment in Consumer Purchase: The Roles of Social Presence and Purchase Familiarity: Table 1424 cited
  • Cited by

    • 2022Too tired for a good deal: How customer fatigue shapes the performance of Pay-What-You-Want pricing28 cited
    • 2021Adopting revenue management strategies and data sharing to cope with crises25 cited
    • 2021Contextual differences in the moderating effects of price consciousness and social desirability in pay-what-you-want (PWYW) pricing20 cited
    • 2022“I will pay you more, as long as you are transparent!”: An investigation of the pick-your-price participative pricing mechanism20 cited
    • 2022Individual differences and moral disengagement in Pay-What-You-Want pricing18 cited
    • 2021The role of contextual factors in increasing Pay-What-You-Want payments: Evidence from field experiments18 cited
    • 2022To sell or not to sell? Pricing strategies of newly-graduated artists15 cited
    • 2024A systematic literature review of the Pay-What-You-Want pricing under PRISMA protocol15 cited
    • 2022Consumer reactions to pay‐what‐you‐want and name‐your‐own‐price mechanisms13 cited
    • 2022Bibliometric research of the Pay-What-You-Want Topic12 cited
    • 2021Examining the impact of external reference prices on seller price image dimensions and purchase intentions in pay what you want (PWYW)12 cited
    • 2023Erroneous consumer evaluations in the marketplace: How consumer evaluations are biased by raw performance scores4 cited