Pay-what-you-want pricing research: Review and propositions

Essi Pöyry

Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review


A pricing method “pay-what-you-want” (PWYW) has raised interest among academics but results regarding its use remain ambiguous. Thus, there is a need to better understand the determinants of profitable use of PWYW. This paper reviews PWYW pricing research, summarizes its key findings, identifies unresolved issues, and offers future research propositions.
Original languageEnglish
Title of host publication2015 Summer Marketing Academic Conference, American Marketing Association, Chicago, USA, 14-16 August, 2015
PublisherAmerican Marketing Association (AMA)
Publication statusPublished - 2015
MoE publication typeA4 Article in a conference publication


  • pay-what-you-want
  • pricing
  • profitability
  • revenue drivers


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