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Klaus M. Miller, Reto Hofstetter, Harley Krohmer and Z. John Zhang

References Anders Gustaffsson, Andreas Herrmann, and Frank Huber, eds (2003): Conjoint Measurement. Methods and Applications, Berlin: Springer Orme, Bryan K. (2003), “Which Conjoint Method Should I Use?” Sawtooth Software, ResearchPaper Series. Voelckner, Franziska (2006), “An Empirical Comparison of Methods for Measuring Consumers ’Willingness to Pay“, Marketing Letters, 17 (2), 137 - 149. Wertenbroch, Klaus and Bernd Skiera (2002), “Measuring Consumers’ Willingness to Pay at the Point of

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Lucio Cappelli, Fabrizio D’ascenzo, Roberto Ruggieri, Francesca Rossetti and Alessandra Scalingi

References Anholt, S. (2007), Competitive identity: The new brand management for nations, cities and regions, Palgrave Macmillan, New York. Ankamah-Yeboah, I., Nielsen, M. and Nielsen, R. (2016). Price premium of organic salmon in Danish retail sale. Ecological Economics, 122, 54-60 Becattini, G. (2000), Dal distretto industriale allo sviluppo locale, Bollati Boringhieri, Torino. Bernard, Y. and Zarrouk-Karoui, S. (2014). Reinforcing willingness to buy and to pay due to consumer affinity towards a foreign country. International Management

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Hilary Ndambiri, Eric Mungatana and Roy Brouwer

estimation of non-market resource values with payment card interval data. Journal of Environmental Economics and Management, 17(3), 230-246. doi:10.1016/0095-0696(89)90018-1. Carlsson, F., & Johansson-Stenman, O. (2000). Willingness to pay for improved air quality in Sweden. Journal of Applied Economics, 32(6), 661-669. doi:10.1080/000368400322273. Carson, R.T. (2000). Contingent valuation: a user’s guide. Environmental Science and Technology, 34(8), 1413-1418. doi:10.1021/es990728j. Central Bureau of Statistics - CBS. (2009

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Urban Šebjan and Polona Tominc

social responsibility, perceived quality and corporate reputation on purchase intention: Implications for brand management. Journal of Brand Management, 20(1), 65-76, http://dx.doi.org/10.1057/bm.2012.2 Graham, M. E., & Bansal, P. (2007). Consumers‘ Willingness to Pay for Corporate Reputation: The Context of Airline Companies. Corporate Reputation Review, 10, 189-200, http://dx.doi.org/10.1057/palgrave.crr.1550052 Gulati, N. C. (2007), Principles of insurance management, New Delhi: Excel Books. Hair, J. F., Anderson, R. E

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Ty Henderson and Neeraj Arora

product type and donation magnitude on willingness to pay more for a charity-linked brand,” Journal of Consumer Psychology, 8 (3), pp. 215 - 241.

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MIR Editors

Abstract

Product innovation has become increasingly important as a means for ensuring a competitive advantage, growth and financial success in today’s ultracompetitive business environment. To build a competitive advantage, pay off development and start-up costs and to generate cash, it is desirable to be successful from the start. In B2B markets, in particular, the sales force plays a key role in making sales grow quickly and generating cash to fuel further growth. It is therefore in companies’ interest to support their sales force as effectively as possible to enable them to fulfill this key task. According to a study on the sales of two different innovations at a global industrial company, the recipe for high sales performance is fairly straightforward: if salespeople are willing to try harder, their higher levels of effort lead to higher performance. But the simplest and most frequently used attempt to motivate is not the most effective: producing considerable management attention and promotion opportunities for salespeople who meet and exceed established expectations both show limited success. Rather, increased sales are facilitated by an approach that builds on the principle of intrinsic motivation. If management puts emphasis on increasing the inherent attractiveness of selling the new product, as well as on increasing a salesperson’s belief in his or her ability to sell the product, the positive impact on sales is stronger. Therefore, managers should apply normative incentives judiciously. For better new product performance, it seems more advisable to treat salespeople as the first “customers” and reinforce a positive attitude towards the task in early selling attempts.

Open access

Torsten J. Gerpott

Decision Making , in Press, DOI: 10.1002/bdm.1970. Small, D.A. and Cryder, C. (2016), “Prosocial consumer behavior”, Current Opinion in Psychology , Vol. 10, pp. 107-111. Stegemann, M. (2014)*, Success factors of pay what you want pricing , Dissertation University of Muenster. Steiner, F. (1997), “Optimal pricing of museum admission”, Journal of Cultural Economics , Vol. 21, pp. 307-333. Thomas, S. and Gierl, H. (2014)*, “Pay what you want: How to affect the price consumers are willing to pay”, in: Proceedings of the 13th International

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Matthias Greiff and Henrik Egbert

-1236. Schons, L.M., Rese, M., Wieseke, J., Rasmussen, W., Weber, D. and Strotmann, W.C. (2013), “there is nothing permanent except change: analyzing individual price dynamics in ‘pay-what-you-want’ situations”, Marketing Letters, Vol. 25, No. 1, pp. 25-36. Slonim, R. and Garbarino, E. (2008), “Increases in trust and altruism from partner selection: Experimental evidence”, Experimental Economics, Vol. 11, No. 2, pp. 134-153. Thomas, S. and Gierl, H. (2014), “Pay what you want: how to affect the price consumers are willing to pay”, Proceedings

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Senthil Nathan Chockalingam and Densingh Joshua Isreal

), “Opportunities for green marketing: young consumers”, Marketing Intelligence & Planning , Vol. 26, No. 6, pp. 573-586. Smith, K.T. (2010), ”An examination of marketing techniques that influence Millennials’ perceptions of whether a product is environmentally friendly”, Journal of Strategic Marketing , Vol. 18, No. 6, pp. 437-450. Laroche, M., Bergeron, J. and Barbaro-Forleo, G. (2001), “Targeting consumers who are willing to pay more for environmentally friendly products”, Journal of Consumer Marketing, Vol. 18, No. 6, pp. 503-520. Essoussi, L.H. and