Aligning economic and social value creation through pay-what-you-want pricing

Mendoza-Abarca, Karla I.; Mellema, Hillary N.

doi:10.1080/19420676.2015.1015437

Cited by 32 publications

(26 citation statements)

References 80 publications

Supporting

Mentioning

Contrasting

Unclassified

Order By: Relevance

“…In PWYW, Kim et al (2009, p.47) show that social visibility (face-to-face interaction with the seller) makes consumers pay more than a price of zero because "most consumers will conform to social norms and may not want to appear cheap". Others report similar results (e.g., Kunter, 2015;Mendoza-Abarca and Mellema, 2015;Riener and Traxler, 2012) based on which we hypothesize: H1: Social visibility has a positive effect on the allocation of IRP to the prices to be paid (PTP) by the consumers in PWYW context, such that RATIO (PTP/IRP) is higher under public versus private settings.…”

Section: Social Visibility -Private Vs Publicsupporting

confidence: 51%

Exploring the interactions among external reference price, social visibility and purchase motivation in pay-what-you-want pricing

Roy

Rabbanee

Sharma

2016

EJM

View full text Add to dashboard Cite

Purpose-This paper investigates the direct and indirect effects of social visibility (private vs. public), purchase motivation (intrinsic vs. extrinsic vs. altruistic) and external reference price (absent vs. present) on consumers' pricing decisions in pay-what-you-want (PWYW) context. Design/methodology/approach-Two empirical studies with a fitness gym as the research setting were used to test all the hypotheses; first, a lab experiment with undergraduate student participants and the second, an online experiment with a consumer panel. Findings-Both studies show that consumers allocate a higher share (RATIO) of their internal reference prices (IRP) to the prices to be paid (PTP) in PWYW context, in private under intrinsic purchase motivation and in public under extrinsic or altruistic motivation; and this effect is more pronounced in the absence of external reference price (ERP). Research limitations/implications-Future research may validate and extend our findings with other product or service categories, different manipulations for the key variables, other research methods such as field experiments and expand our model by including other relevant variables. Practical implications-Our findings will help managers understand how individual customers' purchase motivation and the social visibility in the PWYW setting affect their pricing decisions and how providing external pricing cues may moderate these effects. Originality/value-Prior research on PWYW shows mixed findings about the direct effects of many variables on consumers' pricing decisions but it ignores the differences in consumers' purchase motivations and offers mixed evidence about the influence of social visibility and external reference prices on payment decisions. We address all these gaps in this paper.

show abstract

Section: Social Visibility -Private Vs Publicsupporting

confidence: 51%

Exploring the interactions among external reference price, social visibility and purchase motivation in pay-what-you-want pricing

Roy

Rabbanee

Sharma

2016

EJM

View full text Add to dashboard Cite

show abstract

“…Several studies have explored the importance of social value creation as the outcome of SE (Srivetbodee, Igel & Kraisornsuthasinee, 2017;Mendoza-Abarca & Mellema, 2016;Dufays & Huybrechts, 2014;Hlady-Rispal & Bonclear, 2010;Dees & Anderson, 2003). In ensuring the maximisation the creation of social values among SE, the organisations (SE) should seek to enhance their performance by utilizing the resources available to them.…”

Section: Introductionmentioning

confidence: 99%

Effects of Organisational Structure on Social Value: Mediating Role of Financial Performance

Shafie¹,

Sanusi²,

Johari³

et al. 2018

MAR

View full text Add to dashboard Cite

Social enterprise (SE) is a hybrid organisation, which combine two different goals in their mission and vision. In an attempt to sustain their operation, social enterprise must ensure that both mission (social and financial) is equally balanced and achievable. The existence of SE is to fill the gap leave behind by traditional profit organisation, non-profit organisations (NPOs) and the government. The aim is to positively impact the social, cultural and environmental issues through their unique business model. Their uniqueness, while can benefit the community and society as a whole is prone to fraud and misuse of funds which would eventually affect the survival of SE. The issues are originated from weak governance particularly the structure of their organisations. Hence, this study is aims to examine the relationship between the organisational structure, financial performance and social value of SE in Malaysia. On the other hand, the study also aim to examine the mediating role of financial performance on the relationship between organisational structure and social value. Organisational structure is vital as carefully selected, well designed and well managed organisational structure will improve the impact of social enterprise on the society. This study is based on the 134 data obtained from the SE in Malaysia and registered as Company Limited by Guarantee (CLBG). The study found that, organisational structure and financial performance significantly influence the social value of SE. Furthermore, it was also found that financial performance indeed mediate the relationship between organisational structure and social value. It is hoped that the study can contribute to the improvement of performance of SE in Malaysia and as well as encourage the development of research in the area of SE.

show abstract

“…On one hand, SEs prioritize the satisfaction of social needs, while, on the other hand, they also need to create enough economic value to sustain and potentially expand their operations (Mendoza-Abarca & Mellema, 2016). The parallel pursuit of these objectives is a source of tension, as best efforts to solve social problems can be hindered by economic efficiency.…”

Section: Snes and The Four Challenges Of Sesmentioning

confidence: 99%

Hybrids Before Nonprofits: Key Challenges, Institutional Logics, and Normative Rules of Behavior of News Media Dedicated to Social Welfare

Sparviero

2020

Journalism & Mass Communication Quarterly

View full text Add to dashboard Cite

This article proposes comparing nonprofit news organizations that prioritize social welfare goals with the hybrid organizational form that mixes the institutional logics of charities and business enterprises: the Social Enterprise. The institutional logic comprises organizing templates, patterns of actions and values. These Social News Enterprises (SNEs) are analyzed as hybrids mixing the institutional logics of commercial, public, and alternative news media. Financed by donations and the revenue from services, SNEs engage in public, investigative, and explanatory journalism. Normative behavioral principles of SNEs are used to compare the impact-based model of ProPublica with the growth-focused model of The Texas Tribune.

show abstract

Aligning economic and social value creation through pay-what-you-want pricing

Cited by 32 publications

References 80 publications

Exploring the interactions among external reference price, social visibility and purchase motivation in pay-what-you-want pricing

Exploring the interactions among external reference price, social visibility and purchase motivation in pay-what-you-want pricing

Effects of Organisational Structure on Social Value: Mediating Role of Financial Performance

Hybrids Before Nonprofits: Key Challenges, Institutional Logics, and Normative Rules of Behavior of News Media Dedicated to Social Welfare

Contact Info

Product

Resources

About