Working Paper

The Importance of Selling Formats: When Integrating Purchase and Quantity Decisions Increases Sales

Kristen Duke

University of Toronto

On Amir

University of California, San Diego

Jun 3, 2022


Uses a large-scale field experiment with a Fortune 500 technology company and 36 controlled lab studies with over 20,000 participant observations to determine how sequential versus combined purchase formats affect customers’ decisions on whether and how much to purchase.

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