Martin Spann

Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management)

Ludwigstr. 28

Munich, 80539

Germany

SCHOLARLY PAPERS

29

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CITATIONS
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54

Scholarly Papers (29)

1.

Measuring the Effectiveness of Location-Based Advertising: A Randomized Field Experiment

Number of pages: 61 Posted: 17 Aug 2015 Last Revised: 28 Jun 2019
Fordham University - Gabelli School of Business, Ludwig Maximilians University of Munich - Faculty of Business Administration (Munich School of Management), Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) and New York University (NYU) - Leonard N. Stern School of Business
Downloads 1,621 (10,171)
Citation 6

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Location-Based Advertising, Field Experiment, Mobile Analytics, Behavioral Effects, Interface Design, Choice Architecture

2.

Mobile Advertising: A Framework and Research Agenda

Journal of Interactive Marketing, Forthcoming , Northeastern U. D’Amore-McKim School of Business Research Paper No. 2707300
Number of pages: 38 Posted: 22 Dec 2015
Babson College - Marketing Division, Northeastern University - D'Amore-McKim School of Business, Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) and Tel Aviv University - Coller School of Management
Downloads 599 (43,702)

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Advertising, Mobile Marketing, Mobile Advertising

3.

Digitizing Offline Search: An Empirical Analysis of Search Behavior on the Mobile Internet

Ross School of Business Paper No. 1275
Number of pages: 58 Posted: 08 May 2015 Last Revised: 22 Nov 2018
Fordham University - Gabelli School of Business, DHBW Ravensburg, Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) and University of Michigan, Stephen M. Ross School of Business
Downloads 570 (46,619)

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Consumer Search, Mobile Marketing, Consideration Sets, Location-Based Services, Big Data

Pay What You Want as a Marketing Strategy in Monopolistic and Competitive Markets

Forthcoming in Management Science
Number of pages: 39 Posted: 21 Dec 2012 Last Revised: 03 Mar 2014
Ludwig Maximilian University of Munich (LMU) - Faculty of Economics, Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) and University of California, Los Angeles (UCLA) - Anderson School of Management
Downloads 312 (95,479)
Citation 6

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customer-driven pricing mechanisms, pay what you want, revenue management, price discrimination, social preferences

Pay What You Want as a Marketing Strategy in Monopolistic and Competitive Markets

CESifo Working Paper Series No. 5069
Number of pages: 40 Posted: 02 Dec 2014
Ludwig Maximilian University of Munich (LMU) - Faculty of Economics, Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) and University of California, Los Angeles (UCLA) - Anderson School of Management
Downloads 100 (265,338)
Citation 1

Abstract:

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customer-driven pricing mechanisms, pay what you want, price discrimination, revenue management, social preferences

5.

Skimming or Penetration? Strategic Dynamic Pricing for New Products

Number of pages: 39 Posted: 04 Oct 2014
Martin Spann, Marc Fischer and Gerard J. Tellis
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), University of Cologne and University of Southern California - Marshall School of Business, Department of Marketing
Downloads 320 (93,354)

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Price penetration, price skimming, dynamic pricing strategy, product life cycle, consumer durables, brand competition

6.

Sampling, Discounts or Pay-What-You-Want: Two Field Experiments

International Journal of Research in Marketing, Forthcoming
Number of pages: 26 Posted: 24 Apr 2014
Ju-Young Kim, Martin Natter and Martin Spann
Goethe University Frankfurt - Faculty of Economics and Business Administration, University of Zurich and Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management)
Downloads 304 (98,724)

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sampling, free samples, pay-what-you-want, price discounts, sales promotion

7.

Does the Internet Promote Better Consumer Decisions? The Case of Name-Your-Own-Price Auctions

Journal of Marketing, Vol. 70, No. 1, pp. 65-78, January 2006
Number of pages: 14 Posted: 23 May 2006
Martin Spann and Gerard J. Tellis
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) and University of Southern California - Marshall School of Business, Department of Marketing
Downloads 304 (98,724)

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Internet Auctions, Pricing

8.

Preference Markets: Organizing Securities Markets for Opinion Surveys with Infinite Scalability

Number of pages: 36 Posted: 22 Nov 2007
Ely Dahan, Arina Soukhoroukova and Martin Spann
University of California, Los Angeles (UCLA) - Department of Urology, University of Passau and Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management)
Downloads 191 (157,482)
Citation 3

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Product Testing, New Product Development, Virtual Stock Markets, Product Design, Preference Markets, Information Markets, Scalable Market Research

9.

Delegating Pricing Power to Customers: Pay What You Want or Name Your Own Price?

Number of pages: 47 Posted: 09 May 2015 Last Revised: 21 Jan 2017
Ludwig Maximilian University of Munich (LMU) - Faculty of Economics, Ludwig Maximilian University of Munich (LMU) - Faculty of Economics, Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) and Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management)
Downloads 159 (185,113)
Citation 1

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Customer-driven pricing mechanisms, Pay What You Want, Name Your Own Price, Competitive Strategies, Marketing, Laboratory Experiment

10.

Business Models: An Information Systems Research Agenda

Business & Information Systems Engineering, 1/2014
Number of pages: 10 Posted: 27 Jul 2014
University of Augsburg, University of Pennsylvania - Operations & Information Management Department, Darmstadt University of Technology, Darmstadt University of Technology, Ludwig Maximilian University of Munich (LMU), Business Information Systems, esp.. Digital Markets, University of St. Gallen, Saarland University and Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management)
Downloads 140 (205,565)

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Business model, Research agenda, Information systems, Business process, Strategy

11.

Behavioral Biases in Marketing

Number of pages: 51 Posted: 27 Dec 2017 Last Revised: 01 Aug 2019
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), Humboldt University of Berlin - School of Business and Economics, Humboldt University Berlin - School of Business and Economics, Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) and Humboldt University of Berlin
Downloads 121 (230,358)

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Marketing, Consumer Purchase Decision-Making, Behavioral Economics, Behavioral Biases, Review

12.

The Value of Product Presentation Technologies on Mobile vs. Non-Mobile Devices: A Randomized Field Experiment

Number of pages: 34 Posted: 13 Apr 2017 Last Revised: 21 Nov 2018
Ludwig Maximilian University of Munich (LMU) - Center for Digital Technology and Management, Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) and Fordham University - Gabelli School of Business
Downloads 109 (248,449)

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product presentation, internet commerce, mobile devices, channels, field experiment

13.

The Existence and Persistence of the Pay-Per-Use Bias in Car Sharing Services

Number of pages: 23 Posted: 16 Jul 2018 Last Revised: 07 Oct 2018
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), University of Michigan, Stephen M. Ross School of Business and Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management)
Downloads 107 (251,671)

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Sharing Economy, Car sharing, Pricing, Pay-per-use Bias, Flat-rate Bias

14.

Optimal Reverse-Pricing Mechanisms

Number of pages: 34 Posted: 02 Apr 2010
Martin Spann, Robert Zeithammer and Gerald Häubl
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), University of California, Los Angeles (UCLA) - Anderson School of Management and University of Alberta - Department of Marketing, Business Economics & Law
Downloads 92 (278,300)

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reverse pricing, name-your-own-price, analytical modeling, e-commerce

15.

Institutional Forecasting: The Performance of Thin Virtual Stock Markets

ERIM Report Series Reference No. ERS-2006-028-MKT
Number of pages: 35 Posted: 23 Dec 2006
Erasmus University Rotterdam (EUR) - Rotterdam School of Management (RSM), Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), Pennsylvania State University - Institute for the Study of Business Markets and University of Frankfurt - Department of Marketing
Downloads 81 (301,218)

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Forecasting, Electronic Markets, Information Markets, Virtual Stock Markets

16.

The Impact of Location-Based Games on the Entertainment Industry

Number of pages: 24 Posted: 10 Nov 2018 Last Revised: 23 Feb 2019
Goethe University Frankfurt, Goethe University Frankfurt, Goethe University Frankfurt - Faculty of Economics and Business Administration and Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management)
Downloads 24 (496,187)

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Entertainment Industry, Augmented Reality, Location-based Games, Mobile Devices, Mobile Networks, Cinemas, TV, PC gaming

17.

An Experimental Analysis of Overconfidence in Tariff Choice

Number of pages: 23 Posted: 30 May 2019
Katharina Dowling, Lucas Stich and Martin Spann
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) and Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management)
Downloads 9 (585,291)

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overconfidence, tariff choice, pay-per-use, flat-rate, experiment

18.

Beyond Posted Prices: The Past, Present, and Future of Participative Pricing Mechanisms

Forthcoming in Customer Needs and Solutions
Posted: 06 Feb 2017 Last Revised: 29 Nov 2017
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), University of California, Los Angeles (UCLA) - Anderson School of Management, ESADE - Ramon Llull University, University of Texas at Dallas - Naveen Jindal School of Management, Emory University - Department of Marketing, London Business School - Department of Marketing, University of Cambridge - Cambridge Judge Business School, University of Queensland - Business School, University of Frankfurt - Department of Marketing and Cornell University - Samuel Curtis Johnson Graduate School of Management

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Pay What You Want, Name Your Own Price, Charity Auctions, Outcome and process satisfaction, consumer behavior

19.

Delegating Pricing Power to Customers: Pay What You Want or Name Your Own Price

CEPR Discussion Paper No. DP10605
Number of pages: 40 Posted: 19 May 2015
Ludwig Maximilian University of Munich (LMU) - Faculty of Economics, Ludwig Maximilian University of Munich (LMU) - Faculty of Economics, Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) and Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management)
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competitive strategies, consumer-driven pricing mechanisms, name your own price, pay what you want

20.

Bid-Elicitation Interfaces and Bidding Behavior in Retail Interactive Pricing

Journal of Retailing, Volume 88, Issue 1, March 2012, Pages 131–144, University of Alberta School of Business Research Paper No. 2013-743
Posted: 18 Sep 2014
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), Independent, University of Frankfurt - Department of Marketing and Berg & Partner

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21.

Sourcing, Filtering, and Evaluating New Product Ideas: An Empirical Exploration of the Performance of Idea Markets

Journal of Product Innovation Management, Vol. 29, Issue 1, 100-112, January 2012
Posted: 30 Aug 2014
Arina Soukhoroukova, Martin Spann and Bernd Skiera
University of Passau, Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) and University of Frankfurt - Department of Marketing

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Idea sourcing, idea filtering, idea evaluation, new product development, prediction markets, virtual stock markets, idea markets, innovation, fuzzy front end

22.

Identification of Lead Users for Consumer Products via Virtual Stock Markets

Journal of Product Innovation Management, Vol. 26, 322-335, 2009
Posted: 27 Aug 2014
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), WHU Otto Beisheim School of Management, University of Frankfurt - Department of Marketing and WHU Otto Beisheim School of Management

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Virtual Stock Markets, Lead user, Innovation, Expert identification, New product development, Internet

23.

The Ability to Compensate for Suboptimal Capacity Decisions by Optimal Pricing Decisions

European Journal of Operational Research, Vol. 118, S. 450-463, 1999
Posted: 20 Aug 2014
Bernd Skiera and Martin Spann
University of Frankfurt - Department of Marketing and Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management)

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Marketing, Pricing, Capacity, Peak-load pricing, Flat maximum principle

24.

Internet-Based Virtual Stock Markets for Business Forecasting

Management Science, Volume 49 Issue 10, October 2003, pp. 1310-1326
Posted: 20 Aug 2014
Martin Spann and Bernd Skiera
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) and University of Frankfurt - Department of Marketing

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Internet, Forecasting, Virtual Stock Market, Design of Virtual Stock Markets, Movies, Virtual Markets

25.

Measuring Individual Frictional Costs and Willingness-to-Pay via Name-Your-Own-Price Mechanisms

Journal of Interactive Marketing, Vol. 18, Issue 4, 22-36, Autumn (Fall) 2004
Posted: 20 Aug 2014
Martin Spann, Bernd Skiera and Björn Schäfers
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), University of Frankfurt - Department of Marketing and Independent

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Pricing, Name-Your-Own-Price, Willingness-to-Pay, Market Design, Frictional Costs

26.

Sports Forecasting: A Comparison of the Forecast Accuracy of Prediction Markets, Betting Odds and Tipsters

Journal of Forecasting, Vol. 28, Issue1, 55-72, January 2009
Posted: 14 Aug 2014
Martin Spann and Bernd Skiera
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) and University of Frankfurt - Department of Marketing

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sports forecasting, prediction markets, combined forecasts, rule-based forecasts

27.

Prediction Markets as Institutional Forecasting Support Systems

Decision Support Systems, Vol. 49, 404-416
Posted: 06 Aug 2014
Erasmus University Rotterdam (EUR) - Rotterdam School of Management (RSM), Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), Pennsylvania State University - Institute for the Study of Business Markets and University of Frankfurt - Department of Marketing

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Prediction Markets, Institutional forecasting

28.

Prediction Market Performance and Market Liquidity: A Comparison of Automated Market Makers

IEEE Transactions on Engineering Management, Vol. 60, Issue 1, 169-185
Posted: 06 Aug 2014
Christian Slamka, Bernd Skiera and Martin Spann
Goethe University Frankfurt, University of Frankfurt - Department of Marketing and Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management)

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Engineering management, decision making, engineering management:, electronic commerce, mathematics, prediction algorithms

29.

Location-Based Advertising: Measuring the Impact of Context-Specific Factors on Consumers’ Choice Behavior

Posted: 24 Jul 2012 Last Revised: 13 Sep 2013
Fordham University - Gabelli School of Business, Ludwig Maximilians University of Munich - Faculty of Business Administration (Munich School of Management) and Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management)

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Mobile Internet, Location-Based Services, Mobile Commerce