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Ciclo seminarios Management Science

13:30 – 14:25 horas, Sala Asamblea, Beauchef 851, 4to piso, Santiago

Invitado: Ayelet Gneezy,  Profesora Asociada  de Rady School of Management de la Universidad de California San Diego

Título de la conferencia: “Consumer Elective Pricing and Social Preferences”

Abstract

We investigate the factors that influence behavior under Consumer Elective Pricing (CEP), such as pay-what-you-want.

Results obtained in numerous filed experiments, show that often, fewer consumers choose to buy than when the price is fixed and low, and that this behavior is driven largely by individuals’ identity and self-image concerns.  Our results also show that when payments are linked to a charitable cause, payments are scope-insensitive, meaning that customers pay the same amount, independent of the actual percentage of payment that is being forwarded to the cause.  Finally, we show that individuals’ self-interest versus other-regarding motivations in the marketplace, are malleable to seemingly negligible changes to the word of a CEP appeal.

Organizan: Ingeniería Industrial U. Chile e Instituto Sistemas Complejos de Ingeniería (ISCI)

Contacto: Pamela Tapia / ptapia@dii.uchile.cl

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