Abstract Knowledge about a product's willingness-to-pay on behalf of its (potential)
customers plays a crucial role in many areas of marketing management like pricing …

Purpose–In the face of increased pricing pressure, managerial attention for value‐informed
pricing (in which a price is based on the customer's value perception) is on the rise …

Recent years have witnessed the rise of new media channels such as Facebook, YouTube,
Google, and Twitter, which enable customers to take a more active role as market players …

Pay what you want (PWYW) is a new participative pricing mechanism in which consumers
have maximum control over the price they pay. Previous research has suggested that …

Clickstream data are defined as the electronic record of Internet usage collected by Web
servers or third-party services. The authors discuss the nature of clickstream data, noting key …

The enhanced abilities of online retailers to learn about their customers' shop** behaviors
have increased fears of dynamic pricing, a practice in which a seller sets prices based on …

This paper defines a unique type of product or service offering, termed probabilistic goods,
and analyzes a novel selling strategy, termed probabilistic selling (PS). A probabilistic good …

The Internet has enabled consumers to make more informed decisions more conveniently
with apparently more efficient price-clearing mechanisms than was available before its …

This paper presents an initial examination of an emerging business model, the Name-Your-
Own-Price (NYOP) channel, as popularized by priceline. com. Focusing on how to optimally …

The interactive nature of the Internet promotes collaborative business models (eg, auctions)
and facilitates information-sharing via social networks. In Internet auctions, an important …