Anderson, Eric T.; Simester, Duncan I. - In: Marketing Science 20 (2001) 3, pp. 315-327
under some pressure to consider installment-billing offers, which allow customers to pay over a series of periods rather … than in a lump sum. Management feared that offering installment billing may adversely affect customers' quality perceptions … installment billing, and conduct a large-scale field test. The general model illustrates how selling to multiple segments may lead …