Exploring Peer Effects Associated with User Retention in a Socially Connected Business

Published Online:https://doi.org/10.1287/mksc.2023.0391

References

  • Ascarza E (2018) Retention futility: Targeting high-risk customers might be ineffective. J. Marketing Res. 55(1):80–98.CrossrefGoogle Scholar
  • Ascarza E, Ebbes P, Netzer O, Danielson M (2017) Beyond the target customer: Social effects of customer relationship management campaigns. J. Marketing Res. 54(3):347–363.CrossrefGoogle Scholar
  • Banerjee A, Chandrasekhar AG, Duflo E, Jackson MO (2013) The diffusion of microfinance. Science 341(6144):1236498.CrossrefGoogle Scholar
  • Boccaletti S, Latora V, Moreno Y, Chavez M, Hwang D-U (2006) Complex networks: Structure and dynamics. Phys. Rep. 424(4–5):175–308.CrossrefGoogle Scholar
  • Burt RS (2002) Bridge decay. Soc. Networks 24(4):333–363.CrossrefGoogle Scholar
  • Chen X, van der Lans R, Trusov M (2021) Efficient estimation of network games of incomplete information: Application to large online social networks. Management Sci. 67(12):7575–7598.LinkGoogle Scholar
  • Crane DA, Hoffman JM, Reyes MR (2017) Benefits of an exercise wellness program after spinal cord injury. J. Spinal Cord Medicine 40(2):154–158.CrossrefGoogle Scholar
  • DellaVigna S, Malmendier U (2006) Paying not to go to the gym. Amer. Econom. Rev. 96(3):694–719.CrossrefGoogle Scholar
  • Godinho de Matos M, Pedro F, Rodrigo B (2018) Target the ego or target the group: Evidence from a randomized experiment in proactive churn management. Marketing Sci. 37(5):793–811.LinkGoogle Scholar
  • Goldsmith-Pinkham P, Imbens GW (2013) Social networks and the identification of peer effects. J. Bus. Econom. Statist. 31(3):253–264.CrossrefGoogle Scholar
  • Granovetter MS (1973) The strength of weak ties. Amer. J. Sociol. 78(6):1360–1380.CrossrefGoogle Scholar
  • Hartmann WR (2010) Demand estimation with social interactions and the implications for targeted marketing. Marketing Sci. 29(4):585–601.LinkGoogle Scholar
  • Hartmann WR, Manchanda P, Nair H, Bothner M, Dodds P, Godes D, Hosanagar K, Tucker C (2008) Modeling social interactions: Identification, empirical methods and policy implications. Marketing Lett. 19(3–4):287–304.CrossrefGoogle Scholar
  • Iyengar R, Van den Bulte C, Lee JY (2015) Social contagion in new product trial and repeat. Marketing Sci. 34(3):408–429.LinkGoogle Scholar
  • Iyengar R, Van den Bulte C, Valente TW (2011) Opinion leadership and social contagion in new product diffusion. Marketing Sci. 30(2):195–212.LinkGoogle Scholar
  • Krackhardt D, Nohria N, Eccles B (1992) The strength of strong ties: The importance of phiros in organizations. Networks in the Knowledge Economy, Networks and Organizations: Structure, Form, and, Action (Harvard Business School Press, Brighton, MA), 216–239.Google Scholar
  • Kumar V, Sudhir K (2025) Can random friends seed more buzz and adoption? Leveraging the friendship paradox. Management Sci. 71(1):942–953.AbstractGoogle Scholar
  • Lemmens A, Gupta S (2020) Managing churn to maximize profits. Marketing Sci. 39(5):956–973.LinkGoogle Scholar
  • Manski CF (1993) Identification of endogenous social effects: The reflection problem. Rev. Econom. Stud. 60(3):531–542.CrossrefGoogle 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.CrossrefGoogle Scholar
  • Nikolajsen H, Sandal LF, Juhl CB, Troelsen J, Juul-Kristensen B (2021) Barriers to, and facilitators of, exercising in fitness centres among adults with and without physical disabilities: A scoping review. Internat. J. Environ. Res. Public Health 18(14):7341.CrossrefGoogle Scholar
  • Nitzan I, Libai B (2011) Social effects on customer retention. J. Marketing 75(6):24–38.CrossrefGoogle Scholar
  • Park HM, Manchanda P (2015) When Harry bet with Sally: An empirical analysis of multiple peer effects in casino gambling behavior. Marketing Sci. 34(2):179–194.LinkGoogle Scholar
  • Suitor JJ, Wellman B, Morgan DL (1997) It’s about time: How, why, and when networks change. Soc. Networks 19(1):1–7.CrossrefGoogle Scholar
  • Toker-Yildiz K, Trivedi M, Choi J, Chang SR (2017) Social interactions and monetary incentives in driving consumer repeat behavior. J. Marketing Res. 54(3):364–380.CrossrefGoogle Scholar
  • Tucker C (2008) Identifying formal and informal influence in technology adoption with network externalities. Management Sci. 54(12):2024–2038.LinkGoogle Scholar
  • Tucker C (2018) Network effects and market power: What have we learned in the last decade? Antitrust 32(2):72–79.Google Scholar
  • Uetake K, Yang N (2020) Inspiration from the “biggest loser”: Social interactions in a weight loss program. Marketing Sci. 39(3):487–499.LinkGoogle Scholar
  • Watts DJ, Strogatz SH (1998) Collective dynamics of ‘small-world’ networks. Nature 393(6684):440–442.CrossrefGoogle Scholar
  • Wayment HA, McDonald RL (2017) Sharing a personal trainer: Personal and social benefits of individualized, small-group training. J. Strength Conditioning Res. 31(11):3137–3145.CrossrefGoogle Scholar
  • Yang S, Narayan V, Assael H (2006) Estimating the interdependence of television program viewership between spouses: A Bayesian simultaneous equation model. Marketing Sci. 25(4):336–349.LinkGoogle Scholar
INFORMS site uses cookies to store information on your computer. Some are essential to make our site work; Others help us improve the user experience. By using this site, you consent to the placement of these cookies. Please read our Privacy Statement to learn more.