DelVecchio, Devon; Heath, Timothy B.; Chauvin, Max - In: Journal of Product & Brand Management 26 (2017) 7, pp. 750-758
Purpose Multi-unit discounts (MUDs, e.g. “3 for $4”) typically increase sales relative to other discounting frames. This study demonstrates the value of MUDs by showing that positive multi-unit price/quantity signals are potent enough to match and even exceed the sales produced by larger...