Publications by authors named "Martin Spann"

[Dynamic Pricing in a Digitized World].

Schmalenbach Z Betriebswirtsch Forsch

June 2020

Digital technologies favor the use of dynamic pricing, i.e., prices that vary unannounced for a product that basically remains unchanged.

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Massive Open Online Courses (MOOCs) allow lecturers to overcome spatiotemporal boundaries and reach large numbers of participants. However, the completion rates of MOOCs are relatively low, a critical obstacle to their ultimate success. Existing literature suggests that strengthening student interaction has the potential to increase student commitment.

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Pay What You Want (PWYW) and Name Your Own Price (NYOP) are customer-driven pricing mechanisms that give customers (some) pricing power and that have been used in service industries with high fixed costs to price discriminate without setting a reference price. This paper describes buyer and seller data in a series of induced-value laboratory experiments that compare PWYW and NYOP in monopoly and competitive situations. Sellers are in a one-shot interaction with buyers.

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