The Strategic Impact of References in Business Markets
Published Online:1 Mar 2012https://doi.org/10.1287/mksc.1110.0695
References
- (Noisy) communication. Quant. Marketing Econom. (2007) 5(3):211–237Crossref, Google Scholar
- Incentives versus transaction costs: A theory of procurement contracts. RAND J. Econom. (2001) 32(3):387–407Crossref, Google Scholar
- Optimal taxes without commitment. J. Econom. Theory (1997) 77(2):231–259Crossref, Google Scholar
- Customer referral management: Optimal reward programs. Marketing Sci. (2001) 20(1):82–95Link, Google Scholar
- Third-party product review and firm marketing strategy. Marketing Sci. (2005) 24(2):218–240Link, Google Scholar
- Online consumer review: Word-of-mouth as a new element of marketing communication mix. Management Sci. (2008) 54(3):477–491Link, Google Scholar
- The effect of word of mouth on sales: Online book reviews. J. Marketing Res. (2006) 43(3):345–354Crossref, Google Scholar
- Signaling games and stable equilibria. Quart. J. Econom. (1987) 102(2):179–221Crossref, Google Scholar
- Medical Innovation: A Diffusion Study (1966) (Bobbs-Merrill, Indianapolis) Google Scholar
- The efficiency of incomplete contracts: An empirical analysis of air force engine procurement. RAND J. Econom. (1993) 24(1):126–146Crossref, Google Scholar
- Strategic manipulation of Internet opinion forums: Implications for consumers and firms. Management Sci. (2006) 52(10):1577–1593Link, Google Scholar
- Exploring the value of online product reviews in forecasting sales: The case of motion pictures. J. Interactive Marketing (2007) 21(4):23–45Crossref, Google Scholar
- Multiple messages to retain retailers: Signaling new product demand. Marketing Sci. (2000) 19(4):381–389Link, Google Scholar
- The role of information and social interactions in retirement plan decisions: evidence from a randomized experiment. Quart. J. Econom. (2003) 118(3):815–842Crossref, Google Scholar
- Planning under incomplete information and the ratchet effect. Rev. Econom. Stud. (1985) 52(2):173–191Crossref, Google Scholar
- Game Theory (1991) (MIT Press, Cambridge, MA) Google Scholar
- Referrals. Amer. Econom. Rev. (2004) 94(3):499–525Crossref, Google Scholar
- The firm's management of social interactions. Marketing Lett. (2005) 16(3/4):415–428Crossref, Google Scholar
- Using online conversations to study word of mouth communication. Marketing Sci. (2004) 23(4):545–560Link, Google Scholar
- Firm-created word of mouth: Evidence from a field test. Marketing Sci. (2009) 28(4):721–739Link, Google Scholar
- Initial reference customer selection for high technology products. Management Decision (2007) 45(6):982–990Crossref, Google Scholar
- Advertising spending and quality for services: The role of capacity. Quant. Marketing Econom. (2003) 1(3):337–365Crossref, Google Scholar
- Opinion leadership and social contagion in new product diffusion. Marketing Sci. (2011) 30(2):195–212Link, Google Scholar
- Markets for product modification information. Marketing Sci. (2000) 19(3):203–225Link, Google Scholar
- Market research and innovation strategy in a duopoly. Marketing Sci. (2009) 28(2):373–396Link, Google Scholar
- The role of within-brand and cross-brand communications in competitive growth. J. Marketing (2009) 73(3):19–34Crossref, Google Scholar
- Word of mouth for movies: Its dynamics and impact on box office revenue. J. Marketing (2006) 70(3):74–89Crossref, Google Scholar
- The role of targeted communication and contagion in new product adoption. Marketing Sci. (2008) 27(6):961–976Link, Google Scholar
- Promotional chat on the Internet. Marketing Sci. (2006) 25(2):155–163Link, Google Scholar
- Price and advertising signals of product quality. J. Political Econom. (1986) 94(4):796–821Crossref, Google Scholar
- Signaling quality with a money-back guarantee: The role of transactions costs. Marketing Sci. (1995) 14(4):442–466Link, Google Scholar
- Advertising as information. J. Political Econom. (1974) 82(4):729–754Crossref, Google Scholar
- OHUG (Oracle HCM Users Group) Oracle Fusion integration: An introduction. (2011) . Accessed May 7, 2011, http://ohug.org/index.php/fusion-early-adopter-programGoogle Scholar
- Phelon Group, The Customer reference program benchmarking study. (2005) . Report, Phelon Group, Palo Alto, CAGoogle Scholar
- Mixing behavior in cross-country diffusion. Marketing Sci. (1997) 16(4):354–369Link, Google Scholar
- Reference Point The best ideas in customer reference management from 2009. (2010) January). http://customerreference-forum.com/newsletters/?date=2010-01-01Google Scholar
- A penny for your thoughts: Referral reward programs and referral likelihood. J. Marketing (2007) 71(1):84–94Crossref, Google Scholar
- Losses from horizontal merger: The effects of an exogenous change in industry structure on Cournot-Nash equilibrium. Management Sci. (1983) 98(2):185–199Google Scholar
- Experimental study of inequality and unpredictability in an artificial cultural market. Science (2006) 311(5762):854–856Crossref, Google Scholar
- Marketing science, models, monopoly models, and why we need them. Marketing Sci. (2002) 21(3):223–228Link, Google Scholar
- Signal price image using advertised prices. Marketing Sci. (1995) 14(2):166–188Link, Google Scholar
- Medical Innovation revisited: Social contagion versus marketing effort. Amer. J. Sociol. (2001) 106(5):1409–1435Crossref, Google Scholar
- Customers or sellers? The role of persuasion knowledge in customer referral. Adv. Consumer Res. (2004) 31:304–305Google Scholar
- Advertising content when brand choice is a signal. J. Bus. (1990) 63(1):91–98Crossref, Google Scholar
- On the nature and scope of the firm: An adjustment-cost theory. J. Bus. (1997) 70(4):489–514Crossref, Google Scholar
- Renegotiation facilitates incompleteness. J. Econom. Management Strategy (2007) 16(4):893–910Crossref, Google Scholar
- Signaling success: Strategically-positive word of mouth. (2011) . Working paper, University of Maryland, College ParkGoogle Scholar
- The sound of silence: Observational learning in the U.S. kidney market. Marketing Sci. (2010) 29(2):315–335Link, Google Scholar

