Essi Pöyry

Aalto Univ School of Business, Department of Marketing

February 2014–April 2014. Hosted by Prof Christian Wheeler, GSB

My research examines interaction psychology in online environments. Due to different psychological premises, online communication and behavior can differ from how individuals interact with others in direct offline contact and the kind of decisions they make. As companies are increasingly interacting with consumers only in digital channels or in multi-channel contexts, understanding these differences is important. During my visit at H-STAR, I focus on studying multi-channel interaction psychology and pay-what-you-want pricing: How do consumers’ behaviors change over different channels and how do contextual features of an online environment affect consumers’ decisions if they are allowed to set a purchase price?