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Customer Referral Management: Optimal Reward Programs

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Cited by:

  1. Dan Zhou & Zhong Yao, 2015. "Optimal Referral Reward Considering Customer’s Budget Constraint," Future Internet, MDPI, vol. 7(4), pages 1-14, December.
  2. Ilan Lobel & Evan Sadler & Lav R. Varshney, 2017. "Customer Referral Incentives and Social Media," Management Science, INFORMS, vol. 63(10), pages 3514-3529, October.
  3. Tolga Akcura & Kemal Altinkemer & Hailiang Chen, 2018. "Noninfluentials and information dissemination in the microblogging community," Information Technology and Management, Springer, vol. 19(2), pages 89-106, June.
  4. Caixia Hao & Lei Yang, 2024. "Fission marketing on social media platforms with consumer sentiment considerations," Electronic Commerce Research, Springer, vol. 24(3), pages 2143-2173, September.
  5. Oksana Loginova & Andrea Mantovani, 2019. "Price competition in the presence of a web aggregator," Journal of Economics, Springer, vol. 126(1), pages 43-73, January.
  6. David Godes & Dina Mayzlin & Yubo Chen & Sanjiv Das & Chrysanthos Dellarocas & Bruce Pfeiffer & Barak Libai & Subrata Sen & Mengze Shi & Peeter Verlegh, 2005. "The Firm's Management of Social Interactions," Marketing Letters, Springer, vol. 16(3), pages 415-428, December.
  7. Ishita Chakraborty & Joyee Deb & Aniko Oery, 2020. "When Do Consumers Talk?," Cowles Foundation Discussion Papers 2254R, Cowles Foundation for Research in Economics, Yale University, revised Mar 2021.
  8. Ariel BenYishay & A. Mushfiq Mobarak, 2014. "Social Learning and Communication," NBER Working Papers 20139, National Bureau of Economic Research, Inc.
  9. Fontecha, John E. & Nikolaev, Alexander & Walteros, Jose L. & Zhu, Zhenduo, 2022. "Scientists wanted? A literature review on incentive programs that promote pro-environmental consumer behavior: Energy, waste, and water," Socio-Economic Planning Sciences, Elsevier, vol. 82(PA).
  10. Kuester, Madlen & Benkenstein, Martin, 2014. "Turning dissatisfied into satisfied customers: How referral reward programs affect the referrer׳s attitude and loyalty toward the recommended service provider," Journal of Retailing and Consumer Services, Elsevier, vol. 21(6), pages 897-904.
  11. Laura J. Kornish & Qiuping Li, 2010. "Optimal Referral Bonuses with Asymmetric Information: Firm-Offered and Interpersonal Incentives," Marketing Science, INFORMS, vol. 29(1), pages 108-121, 01-02.
  12. Carlos Fernández-Loría & Maxime C. Cohen & Anindya Ghose, 2023. "Evolution of Referrals over Customers’ Life Cycle: Evidence from a Ride-Sharing Platform," Information Systems Research, INFORMS, vol. 34(2), pages 698-720, June.
  13. Xiaoqing Jing & Jinhong Xie, 2011. "Group Buying: A New Mechanism for Selling Through Social Interactions," Management Science, INFORMS, vol. 57(8), pages 1354-1372, August.
  14. Arbatskaya, Maria & Konishi, Hideo, 2016. "Consumer referrals," International Journal of Industrial Organization, Elsevier, vol. 48(C), pages 34-58.
  15. Inyoung Chae & Andrew T. Stephen & Yakov Bart & Dai Yao, 2017. "Spillover Effects in Seeded Word-of-Mouth Marketing Campaigns," Marketing Science, INFORMS, vol. 36(1), pages 89-104, January.
  16. Rodrigo Belo & Ting Li, 2022. "Social Referral Programs for Freemium Platforms," Management Science, INFORMS, vol. 68(12), pages 8933-8962, December.
  17. Heike M. Wolters & Christian Schulze & Karen Gedenk, 2020. "Referral Reward Size and New Customer Profitability," Marketing Science, INFORMS, vol. 39(6), pages 1166-1180, November.
  18. Eckert, C. & J. Hohberger (Jan) & Franses, Ph.H.B.F., 2022. "Gaussian Copula Regression in the Presence of Thresholds," Econometric Institute Research Papers 2022-02, Erasmus University Rotterdam, Erasmus School of Economics (ESE), Econometric Institute.
  19. Lili Wang & Zoey Chen, 2022. "The effect of incentive structure on referral: the determining role of self-construal," Journal of the Academy of Marketing Science, Springer, vol. 50(5), pages 1091-1110, September.
  20. Yuichiro Kamada & Aniko Öry, 2020. "Contracting with Word-of-Mouth Management," Management Science, INFORMS, vol. 66(11), pages 5094-5107, November.
  21. Elias Carroni & Paolo Pin & Simone Righi, 2020. "Bring a Friend! Privately or Publicly?," Management Science, INFORMS, vol. 66(5), pages 2269-2290, May.
  22. Xintong Han & Pu Zhao, 2019. "Pay for Content or Pay for Marketing? An Empirical Study on Content Pricing," Working Papers 19-03, NET Institute.
  23. Steven M. Shugan, 2005. "Brand Loyalty Programs: Are They Shams?," Marketing Science, INFORMS, vol. 24(2), pages 185-193.
  24. Kutsal Doğan & Yonghua Ji & Vijay S. Mookerjee & Suresh Radhakrishnan, 2011. "Managing the Versions of a Software Product Under Variable and Endogenous Demand," Information Systems Research, INFORMS, vol. 22(1), pages 5-21, March.
  25. Williams, Martin & Buttle, Francis, 2011. "The Eight Pillars of WOM management: Lessons from a multiple case study," Australasian marketing journal, Elsevier, vol. 19(2), pages 85-92.
  26. BenYishay, Ariel & Mobarak, A. Mushfiq, 2013. "Communicating with Farmers through Social Networks," Working Papers 121, Yale University, Department of Economics.
  27. Xiao, Ping & Tang, Christopher S. & Wirtz, Jochen, 2011. "Optimizing referral reward programs under impression management considerations," European Journal of Operational Research, Elsevier, vol. 215(3), pages 730-739, December.
  28. Lin, Chen & Bowman, Douglas, 2022. "The impact of introducing a customer loyalty program on category sales and profitability," Journal of Retailing and Consumer Services, Elsevier, vol. 64(C).
  29. Vijay Viswanathan & Sebastian Tillmanns & Manfred Krafft & Daniel Asselmann, 2018. "Understanding the quality–quantity conundrum of customer referral programs: effects of contribution margin, extraversion, and opinion leadership," Journal of the Academy of Marketing Science, Springer, vol. 46(6), pages 1108-1132, November.
  30. Antonia Köster & Christian Matt & Thomas Hess, 2021. "Do All Roads Lead to Rome? Exploring the Relationship Between Social Referrals, Referral Propensity and Stickiness to Video-on-Demand Websites," Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, Springer;Gesellschaft für Informatik e.V. (GI), vol. 63(4), pages 349-366, August.
  31. Simona Cicognani & Sebastian Stein & Mirco Tonin & Michael Vlassopoulos, 2023. "Symbolic incentives and the recruitment of volunteers for citizen science projects," Oxford Economic Papers, Oxford University Press, vol. 75(4), pages 923-940.
  32. Elias Carroni & Simone Righi, 2015. "Pricing in Social Networks under Limited Information," Working Papers 1503, University of Namur, Department of Economics.
  33. Amedeo Piolatto, 2015. "Online booking and information: competition and welfare consequences of review aggregators," Working Papers 2015/11, Institut d'Economia de Barcelona (IEB).
  34. Cheah, Isaac & Zainol, Zahirah & Phau, Ian, 2016. "Conceptualizing country-of-ingredient authenticity of luxury brands," Journal of Business Research, Elsevier, vol. 69(12), pages 5819-5826.
  35. Bing Jing, 2011. "Social Learning and Dynamic Pricing of Durable Goods," Marketing Science, INFORMS, vol. 30(5), pages 851-865, September.
  36. Tavasoli, Ali & Fazli, Mehrdad & Ardjmand, Ehsan & Young, William A. & Shakeri, Heman, 2023. "Competitive pricing under local network effects," European Journal of Operational Research, Elsevier, vol. 311(2), pages 545-566.
  37. O. Loginova & A. Mantovani, 2015. "Information and Online Reviews," Working Papers wp996, Dipartimento Scienze Economiche, Universita' di Bologna.
  38. Ishita Chakraborty & Joyee Deb & Aniko Oery, 2020. "When Do Consumers Talk?," Cowles Foundation Discussion Papers 2254R2, Cowles Foundation for Research in Economics, Yale University, revised Jun 2022.
  39. Tolga Akcura & Kemal Altinkemer & Hailiang Chen, 0. "Noninfluentials and information dissemination in the microblogging community," Information Technology and Management, Springer, vol. 0, pages 1-18.
  40. Sinan Aral & Dylan Walker, 2011. "Creating Social Contagion Through Viral Product Design: A Randomized Trial of Peer Influence in Networks," Management Science, INFORMS, vol. 57(9), pages 1623-1639, February.
  41. Ralf van der Lans & Gerrit van Bruggen & Jehoshua Eliashberg & Berend Wierenga, 2010. "A Viral Branching Model for Predicting the Spread of Electronic Word of Mouth," Marketing Science, INFORMS, vol. 29(2), pages 348-365, 03-04.
  42. Armelini, Guillermo & Barrot, Christian & Becker, Jan U., 2015. "Referral programs, customer value, and the relevance of dyadic characteristics," International Journal of Research in Marketing, Elsevier, vol. 32(4), pages 449-452.
  43. Cai, Gangshu (George) & Chen, Ying-Ju, 2011. "In-Store Referrals on the Internet," Journal of Retailing, Elsevier, vol. 87(4), pages 563-578.
  44. Stuart Read & Stefan Michel & Jan H. Schumann & Kumar Rakesh Ranjan, 2019. "Pricing co-created value: an integrative framework and research agenda," AMS Review, Springer;Academy of Marketing Science, vol. 9(3), pages 155-183, December.
  45. Guangwen Kong & Ankur Mani & Yuanchen Su, 2018. "Referral, Learning and Inventory Decision Making in a Social Network," Working Papers 18-15, NET Institute.
  46. Jin, Liyin & Huang, Yunhui, 2014. "When giving money does not work: The differential effects of monetary versus in-kind rewards in referral reward programs," International Journal of Research in Marketing, Elsevier, vol. 31(1), pages 107-116.
  47. Atabek Atayev & Maarten Janssen, 2024. "Information Acquisition And Diffusion In Markets," International Economic Review, Department of Economics, University of Pennsylvania and Osaka University Institute of Social and Economic Research Association, vol. 65(2), pages 729-753, May.
  48. David Godes & Dina Mayzlin, 2009. "Firm-Created Word-of-Mouth Communication: Evidence from a Field Test," Marketing Science, INFORMS, vol. 28(4), pages 721-739, 07-08.
  49. Abhijeet Ghoshal & Subodha Kumar & Vijay Mookerjee, 2020. "Dilemma of Data Sharing Alliance: When Do Competing Personalizing and Non‐Personalizing Firms Share Data," Production and Operations Management, Production and Operations Management Society, vol. 29(8), pages 1918-1936, August.
  50. Hu, Nan & Liu, Ling & Tripathy, Arindam & Yao, Lee J., 2011. "Value relevance of blog visibility," Journal of Business Research, Elsevier, vol. 64(12), pages 1361-1368.
  51. Roland T. Rust & Tuck Siong Chung, 2006. "Marketing Models of Service and Relationships," Marketing Science, INFORMS, vol. 25(6), pages 560-580, 11-12.
  52. Teck-Hua Ho & Young-Hoon Park & Yong-Pin Zhou, 2006. "Incorporating Satisfaction into Customer Value Analysis: Optimal Investment in Lifetime Value," Marketing Science, INFORMS, vol. 25(3), pages 260-277, 05-06.
  53. Upender Subramanian & Ram C. Rao, 2016. "Leveraging Experienced Consumers to Attract New Consumers: An Equilibrium Analysis of Displaying Deal Sales by Daily Deal Websites," Management Science, INFORMS, vol. 62(12), pages 3555-3575, December.
  54. Yifan Dou & Marius F. Niculescu & D. J. Wu, 2013. "Engineering Optimal Network Effects via Social Media Features and Seeding in Markets for Digital Goods and Services," Information Systems Research, INFORMS, vol. 24(1), pages 164-185, March.
  55. Meyners, Jannik & Barrot, Christian & Becker, Jan U. & Bodapati, Anand V., 2017. "Reward-scrounging in customer referral programs," International Journal of Research in Marketing, Elsevier, vol. 34(2), pages 382-398.
  56. Yangyang Xie & Lei Xie & Meng Lu & Houmin Yan, 2021. "Performance‐Price‐Ratio Utility: Market Equilibrium Analysis and Empirical Calibration Studies," Production and Operations Management, Production and Operations Management Society, vol. 30(5), pages 1442-1456, May.
  57. Stephen, Andrew T. & Lehmann, Donald R., 2016. "How word-of-mouth transmission encouragement affects consumers' transmission decisions, receiver selection, and diffusion speed," International Journal of Research in Marketing, Elsevier, vol. 33(4), pages 755-766.
  58. David Godes, 2012. "The Strategic Impact of References in Business Markets," Marketing Science, INFORMS, vol. 31(2), pages 257-276, March.
  59. Di Kuang & Xiao-Fei Li & Wen-Wen Bi, 2021. "How to Effectively Design Referral Rewards to Increase the Referral Likelihood for Green Products," Sustainability, MDPI, vol. 13(13), pages 1-16, June.
  60. Walsh, Gianfranco & Elsner, Ralf, 2012. "Improving referral management by quantifying market mavens’ word of mouth value," European Management Journal, Elsevier, vol. 30(1), pages 74-81.
  61. Tavasoli, Ali & Shakeri, Heman & Ardjmand, Ehsan & Young, William A., 2021. "Incentive rate determination in viral marketing," European Journal of Operational Research, Elsevier, vol. 289(3), pages 1169-1187.
  62. Tianshu Sun & Siva Viswanathan & Elena Zheleva, 2021. "Creating Social Contagion Through Firm-Mediated Message Design: Evidence from a Randomized Field Experiment," Management Science, INFORMS, vol. 67(2), pages 808-827, February.
  63. Yubo Chen & Jinhong Xie, 2008. "Online Consumer Review: Word-of-Mouth as a New Element of Marketing Communication Mix," Management Science, INFORMS, vol. 54(3), pages 477-491, March.
  64. Atabek Atayev & Maarten Janssen, 2021. "Information Acquisition and Diffusion in Markets," Papers 2109.15288, arXiv.org.
  65. Qi Wang & Yunxia Mao & Ji Zhu & Xiaohang Zhang, 2018. "Receiver responses to referral reward programs in social networks," Electronic Commerce Research, Springer, vol. 18(3), pages 563-585, September.
  66. Lim, Weng Marc & Ahmed, Pervaiz Khalid & Ali, Md Yunus, 2022. "Giving electronic word of mouth (eWOM) as a prepurchase behavior: The case of online group buying," Journal of Business Research, Elsevier, vol. 146(C), pages 582-604.
  67. Reckmann, Tobias, 2017. "Intellectual Structure and Emancipation of Word of Mouth Research: A Bibliometric Analysis of a Multidisciplinary Research Field," EconStor Preprints 179913, ZBW - Leibniz Information Centre for Economics.
  68. Wang, Ruibing & Wang, Qiao & Chiang, Wei-yu Kevin, 2024. "Optimal promotional mix and pricing when faced with uncertain product value," European Journal of Operational Research, Elsevier, vol. 313(2), pages 637-651.
  69. Ishita Chakraborty & Joyee Deb & Aniko Oery, 2020. "When Do Consumers Talk?," Cowles Foundation Discussion Papers 2254R3, Cowles Foundation for Research in Economics, Yale University, revised Feb 2023.
  70. Atayev, Atabek & Janssen, Maarten C. W., 2021. "Information acquisition and diffusion in markets," ZEW Discussion Papers 21-091, ZEW - Leibniz Centre for European Economic Research.
  71. Ina Garnefeld & Sabrina Helm & Ann-Kathrin Grötschel, 2020. "May we buy your love? psychological effects of incentives on writing likelihood and valence of online product reviews," Electronic Markets, Springer;IIM University of St. Gallen, vol. 30(4), pages 805-820, December.
  72. Sinan Aral, 2011. "Commentary--Identifying Social Influence: A Comment on Opinion Leadership and Social Contagion in New Product Diffusion," Marketing Science, INFORMS, vol. 30(2), pages 217-223, 03-04.
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