Social Contagion in New Product Trial and Repeat

References

• Albers S, Mantrala MK, Sridhar S (2010) Personal selling elasticities: A meta-analysis. J. Marketing Res. 47:840–853.Crossref, Google Scholar
• Albert A, Anderson JA (1984) On the existence of maximum likelihood estimates in logistic regression models. Biometrika 71:1–10.Crossref, Google Scholar
• Anderson GJ (1987) Prediction tests in limited dependent variable models. J. Econometrics 34(1–2):253–261.Crossref, Google Scholar
• Aral S (2011) Identifying social influence: A comment on opinion leadership and social contagion in new product diffusion. Marketing Sci. 30(2):217–223.Link, Google Scholar
• Aral S, Walker D (2012) Identifying influential and susceptible members of social networks. Science 337(6092):337–341.Crossref, Google Scholar
• Aral S, Muchnik L, Sundararajan A (2013) Engineering social contagions: Optimal network seeding in the presence of homophily. Network Sci. 1:125–153.Crossref, Google Scholar
• Asch SE (1956) Studies of independence and conformity: I. A minority of one against a majority. Psych. Monographs: General Appl. 70(9):1–70.Crossref, Google Scholar
• Baron RS, Vandello JA, Brunsman B (1996) The forgotten variable in conformity research: Impact of task importance on social influence. J. Pers. Soc. Psychol. 71(5):915–927.Crossref, Google Scholar
• Bearden WO, Netemeyer RG, Teel JE (1989) Measurement of consumer susceptibility to interpersonal influence. J. Consumer Res. 15(4):473–481.Crossref, Google Scholar
• Bell DR, Song S (2007) Neighborhood effects and trial on the Internet: Evidence from online grocery retailing. Quant. Market. Econom. 5:361–400.Crossref, Google Scholar
• Bicchieri C (2006) The Grammar of Society: The Nature and Dynamics of Social Norms (Cambridge University Press, Cambridge, UK).Google Scholar
• Bosk CL (2003) Forgive and Remember: Managing Medical Failure, 2nd ed. (University of Chicago Press, Chicago).Crossref, Google Scholar
• Burt RS (1987) Social contagion and innovation: Cohesion versus structural equivalence. Amer. J. Sociol. 92(6):1287–1335.Crossref, Google Scholar
• Chandrashekaran M, Sinha RK (1995) Isolating the determinants of innovativeness: A split-population tobit (SPOT) duration model of timing and volume of first and repeat purchase. J. Marketing Res. 32:444–456.Crossref, Google Scholar
• Chintagunta PK, Goettler RL, Kim M (2012) New drug diffusion when forward-looking physicians learn from patient feedback and detailing. J. Marketing Res. 49:807–821.Crossref, Google Scholar
• Christakis NA, Fowler JH (2011) Contagion in prescribing behavior among networks of doctors. Marketing Sci. 30(2):213–216.Link, Google Scholar
• Cialdini RB, Trost MR (1998) Social influence: Social norms, conformity, and compliance. Gilbert DT, Fiske ST, Lindzey G, eds. Handbook of Social Psychology, 4th ed. Vol. 2 (McGraw-Hill, New York), 151–192.Google Scholar
• Cialdini RB, Reno RR, Kallgren CA (1990) A focus theory of normative conduct: Recycling the concept of norms to reduce littering in public places. J. Pers. Soc. Psychol. 38:1015–1026.Crossref, Google Scholar
• Cochran WG (1965) The planning of observational studies of human populations. J. Roy. Stat. Soc. (A) 128:234–255.Crossref, Google Scholar
• Costenbader E, Valente TW (2003) The stability of centrality measures when networks are sampled. Soc. Networks 25:282–307.Crossref, Google Scholar
• Darley JM (1966) Fear and social comparison as determinants of conformity behavior. J. Pers. Soc. Psychol. 4(1):73–78.Crossref, Google Scholar
• Dawid R (2013) String Theory and the Scientific Method (Cambridge University Press, Cambridge, UK).Crossref, Google Scholar
• Deutsch M, Gerard HB (1955) A study of normative and informational social influences upon individual judgment. J. Abnorm. Soc. Psychol. 51:629–636.Crossref, Google Scholar
• DiMaggio PJ, Powell WW (1983) The iron cage revisited: Institutional isomorphism and collective rationality in organizational fields. Amer. Sociol. Rev. 48:147–160.Crossref, Google Scholar
• Dittes JE, Kelley HH (1956) Effects of different conditions of acceptance upon conformity to group norms. J. Abnorm. Soc. Psychol. 53:100–107.Crossref, Google Scholar
• Downs GW, Mohr LB (1976) Conceptual issues in the study of innovations. Admin. Sci. Quart. 21:704–711.Crossref, Google Scholar
• Du RY, Kamakura WA (2011) Measuring contagion in the diffusion of consumer packaged goods. J. Marketing Res. 48(1):28–47.Crossref, Google Scholar
• Dulleck U, Kershbamer R (2006) On doctors, mechanics, and computer specialists: The economics of credence goods. J. Econom. Lit. 44(1):5–42.Crossref, Google Scholar
• Fader PS, Schmittlein DC (1993) Excess behavioral loyalty for high-share brands: Deviations from the Dirichlet model for repeat purchasing. J. Marketing Res. 30:478–493.Crossref, Google Scholar
• Gielens K, Steenkamp JBEM (2007) Drivers of consumer acceptance of new packaged goods: An investigation across products and countries. Int. J. Res. Marketing 24:97–111.Crossref, Google Scholar
• Gnambs T, Batanic B (2012) The roots of interpersonal influence: A mediated moderation model for knowledge and traits as predictors of opinion leadership. Appl. Psychol. 62:597–618.Crossref, Google Scholar
• Godes D (2011) Invited comment on “Opinion leadership and social contagion in new product diffusion”. Marketing Sci. 30(2):224–229.Link, Google Scholar
• Godes D, Mayzlin D (2009) Firm-created word-of-mouth communication: Evidence from a field test. Marketing Sci. 28(4):721–739.Link, Google Scholar
• Goldenberg J, Han S, Lehmann DR, Hong JW (2009) The role of hubs in the adoption process. J. Marketing 73(2):1–13.Crossref, Google Scholar
• Haenlein M (2013) Social interactions in customer churn decisions: The impact of relationship directionality. Int. J. Res. Marketing 30(3):236–248.Crossref, Google Scholar
• Haenlein M, Libai B (2013) Targeting revenue leaders for a new product. J. Marketing 77(3):65–80.Crossref, Google Scholar
• Hahn M, Park S, Krishnamurthi L, Zoltners A (1994) Analysis of new product diffusion using a four-segment trial-repeat model. Marketing Sci. 13(3):224–247.Link, Google Scholar
• Harvey OJ, Consalvi C (1960) Status and conformity to pressures in informal groups. J. Abnorm. Soc. Psychol. 60:182–187.Crossref, Google Scholar
• Hill AB (1965) The environment and disease: Association or causation. Proc. Roy. Soc. Med. 58:295–300.Crossref, Google Scholar
• Hinz O, Skiera B, Barrot C, Becker JU (2011) Seeding strategies for viral marketing: An empirical comparison. J. Marketing 75(6):55–71.Crossref, Google Scholar
• Hodas NO, Lerman K (2014) The simple rules of social contagion. Scientific Reports 4:4343.Crossref, Google Scholar
• Hogg MA (2010) Influence and leadership. Fiske ST, Gilbert DT, Lindzey G, eds. Handbook of Social Psychology, 5th ed. (John Wiley, Hoboken, NJ), 1166–1207.Crossref, Google Scholar
• Holland PW (1986) Statistics and causal inference. J. Amer. Stat. Assoc. 81:945–960.Crossref, Google Scholar
• Hollander EP (1958) Conformity, status, and idiosyncrasy credit. Psychol. Rev. 65:117–127.Crossref, Google Scholar
• Hu Y, Van den Bulte C (2014) Non-monotonic status effects in new product adoption. Marketing Sci. 33(4):509–533.Link, Google Scholar
• Iyengar R, Ansari A, Gupta S (2007) A model of consumer learning for service quality and usage. J. Marketing Res. 44:529–544.Crossref, Google Scholar
• Iyengar R, Van den Bulte C, Valente TW (2011a) Opinion leadership and social contagion in new product diffusion. Marketing Sci. 30(2):195–212.Link, Google Scholar
• Iyengar R, Van den Bulte C, Valente TW (2011b) Further reflections on studying social influence in new product diffusion. Marketing Sci. 30(2):230–232.Link, Google Scholar
• Jacoby J (1974) The construct validity of opinion leadership. Public Opinion Quart. 38(1):81–89.Crossref, Google Scholar
• Janis JL (1972) Victims of Groupthink (Houghton-Mifflin, Boston).Google Scholar
• Katona Z, Zubcsek PP, Sarvary M (2011) Network effects and personal influences: The diffusion of an online social network. J. Marketing Res. 48:425–443.Crossref, Google Scholar
• Kelman HC (1958) Compliance, identification, and internalization: Three processes of attitude change. J. Conflict Resolution 2(1):51–60.Crossref, Google Scholar
• Kelman HC (2006) Interests, relationships, identities: Three central issues for individuals and groups in negotiating their environment. Annu. Rev. Psychol. 57:1–16.Crossref, Google Scholar
• Kennedy MY, Fiss PC (2009) Institutionalization, framing, and diffusion: The logic of TQM adoption and implementation decisions among U.S. hospitals. Acad. Management J. 52:897–918.Crossref, Google Scholar
• Knoke D, Burt RS (1983) Prominence. Burt RS, Minor MJ, eds. Applied Network Analysis: A Methodological Introduction (Sage, Beverly Hills, CA), 195–222.Google Scholar
• Krackhardt D (1988) Predicting with networks: Nonparametric multiple-regression analysis of dyadic data. Soc. Networks 10:359–381.Crossref, Google Scholar
• Land KC, Deane G (1992) On the large-sample estimation of regression models with spatial or network effects terms: A two-stage least squares approach. Sociol. Methodol. 22:221–248.Crossref, Google Scholar
• Landon BE, Keating NL, Barnett ML, Onnela JP, Paul S, O’Malley AJ, Keegan T, Christakis NA (2012) Variation in patient-sharing networks of physicians across the United States. J. Amer. Med. Assoc. 308:265–273.Crossref, Google Scholar
• Lee SH, Cotte J, Noseworthy TJ (2010) The role of network centrality in the flow of consumer influence. J. Consumer Psychol. 20:66–77.Crossref, Google Scholar
• Levin SG, Levin SL, Meisel JB (1992) Market structure, uncertainty, and intrafirm diffusion: The case of optical scanners in grocery stores. Rev. Econ. Stat. 74(2):345–350.Crossref, Google Scholar
• Lewis K, Gonzalez M, Kaufman J (2012) Social selection and peer influence in an online social network. Proc. Nat. Acad. Sci. 109:68–72.Crossref, Google Scholar
• Libai B, Bolton R, Bügel MS, de Ruyter K, Götz O, Risselada H, Stephen AT (2010) Customer-to-customer interactions: Broadening the scope of word of mouth research. J. Service Res. 13:267–282.Crossref, Google Scholar
• Lien D, Rearden D (1990) A remark on “An advantage of the linear probability model over probit or logit”. Oxford B. Econ. Stat. 52(2):223–225.Crossref, Google Scholar
• Lin DY, Wei LJ (1989) The robust inference for the cox proportional hazards model. J. Amer. Stat. Assoc. 84:1074–1078.Crossref, Google Scholar
• Liu Q, Gupta S (2012) A micro-level diffusion model for new drug adoption. J. Prod. Innov. Manag. 29(3):372–384.Crossref, Google Scholar
• Lodish LM, Abraham M, Kalmenson S, Livelsberger J, Lubetkin B, Richardson B, Stevens ME (1995) How TV-advertising works: A meta-analysis of 389 real-world split cable TV-advertising experiments. J. Marketing Res. 32:125–139.Crossref, Google Scholar
• Lu Y, Jerath K, Singh PV (2013) The emergence of opinion leaders in a networked online community: A dyadic model with time dynamics and a heuristic for fast estimation. Management Sci. 59(8):1783–1799.Link, Google Scholar
• Martin WC, Lueg JE (2013) Modeling word-of-mouth usage. J. Bus. Res. 66:801–808.Crossref, Google Scholar
• McShane BB, Bradlow ET, Berger J (2012) Visual influence and social groups. J. Marketing Res. 49:854–871.Crossref, Google Scholar
• Menchik DA, Meltzer CO (2010) The cultivation of esteem and retrieval of scientific knowledge in physician networks. J. Health Soc. Behavior 51:137–152.Crossref, Google Scholar
• Menzel H (1957) Public and private conformity under different conditions of acceptance in the group. J. Abnorm. Psychol. 55(3):398–402.Crossref, Google Scholar
• Molitor D, Hinz O, Wegmann S (2011) The interplay between psychometric and sociometric data and the willingness to adopt innovations. Z. Betriebwirtsch. 81:29–59.Crossref, Google Scholar
• Montoya R, Netzer O, Jedidi K (2010) Dynamic allocation of pharmaceutical detailing and sampling for long-term profitability. Marketing Sci. 29(5):909–924.Link, Google Scholar
• Nair HS, Manchanda P, Bhatia T (2010) Asymmetric social interactions in physician prescription behavior: The role of opinion leaders. J. Marketing Res. 47(5):883–895.Crossref, Google Scholar
• Nitzan I, Libai B (2011) Social effects on customer retention. J. Marketing 75(6):24–28.Crossref, Google Scholar
• Oksanen EH (1986) A note on observation-specific dummies and logit analysis. J. Roy. Stat. Soc. D-Sta. 35(4):413–416.Google Scholar
• Oster E, Thornton R (2012) Determinants of technology adoption: Peer effects in menstrual cup take-up. J. Eur. Econ. Assoc. 10:1263–1293.Crossref, Google Scholar
• Parfitt JH, Collins BJK (1968) Use of consumer panels for brand-share prediction. J. Marketing Res. 5:131–145.Crossref, Google Scholar
• Perrin S, Spencer C (1981) Independence or conformity in the Asch experiment as a reflection of cultural and situational factors. Brit. J. Soc. Psychol. 20:205–209.Crossref, Google Scholar
• Phillips DJ, Zuckerman EW (2001) Middle-status conformity: Theoretical restatement and empirical demonstration in two markets. Amer. J. Sociol. 107:379–429.Crossref, Google Scholar
• Poirier DJ, Ruud PA (1981) On the appropriateness of endogenous switching. J. Econometrics 16:249–256.Crossref, Google Scholar
• Prosser H, Walley T (2006) New drug prescribing by hospital doctors: The nature and meaning of knowledge. Soc. Sci. Med. 62:1565–1578.Crossref, Google Scholar
• Rogers EM, Svenning L (1969) Modernization Among Peasants: The Impact of Communication (Holt, Rinehart and Winston, New York).Google Scholar
• Rosenbaum PR (2002) Observational Studies (Springer-Verlag, New York).Crossref, Google Scholar
• Rossman G (2014) The diffusion of the legitimate and the diffusion of legitimacy. Sociol. Sci. 1(March):49–69.Crossref, Google Scholar
• Sauder M, Lynn F, Podolny JM (2012) Status: Insights from organizational sociology. Annu. Rev. Sociol. 38:267–283.Crossref, Google Scholar
• Schmitt P, Skiera B, Van den Bulte C (2011) Referral programs and customer value. J. Marketing 75(1):46–59.Crossref, Google Scholar
• Scott J (1996) Stratification and Power: Structures of Class, Status and Command (Polity Press, Cambridge, UK).Google Scholar
• Sethuraman R, Tellis GJ, Briesch RA (2011) How well does advertising work? Generalizations from meta-analysis of brand advertising elasticities. J. Marketing Res. 48:457–471.Crossref, Google Scholar
• Sgourev S (2011) Leaving in droves: Exit chains in network attrition. Sociol. Quart. 52:421–441.Crossref, Google Scholar
• Shadish WR, Cook TD, Campbell DT (2002) Experimental and Quasi-Experimental Designs for Generalized Causal Inference (Houghton Mifflin, Boston).Google Scholar
• Shih C, Venkatesh A (2004) Beyond adoption: Development and application of a use-diffusion model. J. Marketing 68(1):59–72.Crossref, Google Scholar
• Sinha P, Zoltners AA (2001) Sales-force decision models: Insights from 25 years of implementation. Interfaces 31(3 suppl):S8–S44.Link, Google Scholar
• Stanford PK (2006) Exceeding Our Grasp: Science, History, and the Problem of Unconceived Alternatives (Oxford University Press, Oxford, UK).Crossref, Google Scholar
• Struthers CA, Kalbfleisch JD (1986) Misspecified proportional hazard models. Biometrika 73:363–369.Crossref, Google Scholar
• Szymanowski M, Gijsbrechts E (2013) Patterns in consumption-based learning about brand quality for consumer packaged goods. Int. J. Res. Marketing 30:219–235.Crossref, Google Scholar
• Tolbert PS, Zucker LG (1983) Institutional sources of change in the formal structure of organizations: The diffusion of civil-service reform, 1880–1935. Admin. Sci. Quart. 28(1):22–39.Crossref, Google Scholar
• Train K (2003) Discrete Choice Methods with Simulation (Cambridge University Press, Cambridge, UK).Crossref, Google Scholar
• Trusov M, Boadapati AV, Bucklin RE (2010) Determining influential users in Internet social networks. J. Marketing Res. 47:643–658.Crossref, Google Scholar
• Turner JC (1991) Social Influence (Brooks/Cole, Pacific Grove, CA).Google Scholar
• Van den Bulte C, Iyengar R (2011) Tricked by truncation: Spurious duration dependence and social contagion in hazard models. Marketing Sci. 30(2):233–248.Link, Google Scholar
• Van den Bulte C, Joshi YV (2007) New product diffusion with influentials and imitators. Marketing Sci. 26(3):400–421.Link, Google Scholar
• Van den Bulte C, Lilien GL (2001) Medical innovation revisited: Social contagion versus marketing effort. Amer. J. Sociol. 106:1409–1435.Crossref, Google Scholar
• Van den Bulte C, Stremersch S (2004) Social contagion and income heterogeneity in new product diffusion: A meta-analytic test. Marketing Sci. 23(4):530–544.Link, Google Scholar
• Warren DI (1968) Power, visibility and conformity in formal organizations. Amer. Sociol. Rev. 33:951–970.Crossref, Google Scholar
• Wasserman S, Faust K (1994) Social Network Analysis: Methods and Applications (Cambridge University Press, Cambridge, UK).Crossref, Google Scholar
• Westphal JD, Gulati R, Shortell SM (1997) Customization or conformity? An institutional and network perspective on the content and consequences of TQM adoption. Admin. Sci. Quart. 42:366–394.Crossref, Google Scholar
• Wood SL, Moreau CP (2006) From fear to loathing? How emotion influences the evaluation and early use of innovations. J. Marketing 70(3):44–57.Crossref, Google Scholar
• Wooldridge JM (2002) Econometric Analysis of Cross Section and Panel Data (MIT Press, Cambridge, MA).Google Scholar