The challenge of the unknown : the effect of pay-what-you-want on the market success of publicly subsidized films

Producers and exhibitors often rely on or emphasize artistic and cultural merit to counter the economic non-viability of publicly-subsidized films. They fail to exploit innovative pricing and promotion mechanisms to increase market acceptance. Pay-what-you-want (PWYW) options, especially, could compensate for small advertising budgets. This option would allow exhibitors of independent films to compete with large chains more successfully. The results of an empirical study show that for relatively unknown films, which were represented by a surprise movie screening in the empirical investigation, pay-what-you-want options lead to higher satisfaction and higher self-generated revenues for subsidized movies than fixed ticket prices. PWYW may be considered a pricing tool to increase movie attendance and word-of-mouth multiplier effects for publicly-subsidized films

The effect of framing on the choice of co-payment policies, reducing moral hazard and post-choice-evaluation

This study analyses the impact of two financially equivalent frames of a co-payment policy on the choice between a co-payment policy and one with full cost recovery. It also examines the incentive effect of the co-payment and the post-choice evaluation on the pay-offs in case of unexpected losses, using the example of health insurance. Two experimental studies form the context for an empirical investigation of the theoretical considerations. We examine the framing-related effects of a rebate compared to a premium reduction frame of a co-payment policy. The results confirm that a rebate frame has a positive effect on the intention to choose a co-payment policy. The intention to avoid claims in the premium reduction frame is greater than in the rebate frame. In case of unexpected losses because of high insurance claims, the rebate frame results in less dissatisfaction and causes fewer regret effects. The results support the theoretical considerations that insurance companies should account for these differences and design their co-payment policies according their priorities, either with a rebate or a premium reduction frame

Prozessoptimierung in der öffentlichen Verwaltung

In der öffentlichen Verwaltung besteht ein zunehmender Veränderungsdruck. Unternehmen und Bürger stellen immer höhere Anforderungen an das System. Gleichzeitig steigt der Druck durch immer knappere finanzielle und personelle Ressourcen. Zur Lösung dieses Dilemmas bietet sich die Disziplin der Prozessoptimierung an. Dieses Kapitel befasst sich mit Prozessoptimierung in der öffentlichen Verwaltung und verdeutlicht deren Notwendigkeit sowie deren Potenzial. Es beschreibt die Eigenschaften und Besonderheiten von Prozessen in diesem Kontext und setzt sich anschlies­send mit den Grundlagen von Prozessoptimierungen auseinander. Dabei beschreibt es den Ablauf von Optimierungsprozessen und bietet praktische Handlungsempfehlungen für deren Umsetzung

Crowding-in or crowding out: An empirical analysis on the effect of subsidies on individual willingness-to-pay for public transportation

Public transportation throughout the world is highly subsidized. User knowledge about public subsidies may affect their willingness to pay for public transport services and alter demand and related passenger fare revenues. This is especially relevant in view of the increasing availability of information about public subsidies. An empirical study reveals a crowding-in effect, on average, on WTP (willingness to pay) as a result of access to information about public subsidies that generates concerns of fairness. Crowding-out effects also occur, caused by considerations of double financing and free-riding, although they are minor. Study results show that public transportation companies as well as financing institutions should highlight the existence of subsidies to produce crowding-in effects in the WTP for public transportation, to maximize public valuation (WTP) of public transportation. This should increase self-generated revenues of public transportation services

Guilt appeals and prosocial behavior : an experimental analysis of the effects of anticipatory vs. reactive guilt appeals on the effectiveness of blood donor appeals

This study investigates the effectiveness of guilt-arousing communication in promoting prosocial behavior. By analyzing the distinct effects of anticipatory versus reactive guilt appeals, we contribute to the discussion of guilt appeals as drivers of prosocial behavior, especially blood donation. Research on persuasive communication provides the theoretical basis of our study and we validate our hypotheses by means of two 2×2 factorial between-subjects designs. We find that anticipatory rather than reactive guilt appeals are more effective in generating prosocial action tendencies. Compared to noninformational reference group influences, messages endorsed by members of informational reference groups yielded more favorable attitudinal responses. Besides their significant main effect, two-sided messages reinforce the favorable impact of anticipatory guilt appeals. The study concludes with practical implications for nonprofit organizations and public blood donor services as well as avenues for future research