Paying More When Paying for Others

@article{Jung2014PayingMW,
  title={Paying More When Paying for Others},
  author={Minah H. Jung and Leif D. Nelson and Ayelet Gneezy and Uri Gneezy},
  journal={Consumer Social Responsibility eJournal},
  year={2014}
}
Social behavior is heavily influenced by the perception of the behaviors of others. We considered how perceptions (and misperceptions) of kindness can increase generosity in economic transactions. We investigated how these perceptions can alter behavior in a novel real-life situation that pitted kindness against selfishness. That situation, consumer elective pricing, is defined by an economic transaction allowing people to purchase goods or services for any price (including zero). Field and lab… Expand
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58 Citations
Highly Influential Citations
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Background Citations
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Methods Citations
4
Results Citations
1

58 Citations

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People often make judgments about their own and others’ valuations and preferences. Across 12 studies (N=17,939), we find a robust bias in these judgments such that people tend to believe that others… Expand
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Pay-what-you-want (PWYW) pricing has attracted much attention recently. Current research focused on influencing factors and their power across social contexts and countries. This article… Expand
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This study examines the role of reference prices as set by different sources in influencing users’ motivation to pay for digital goods. Prior research has shown that a firm can best capture the… Expand
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