Do Your Online Friends Make You Pay? A Randomized Field Experiment on Peer Influence in Online Social Networks

Published Online:https://doi.org/10.1287/mnsc.2014.2081

References

  • Aldrich J, Nelson F (1984) Linear Probability, Logit, and Probit Models, Vol. 45 (Sage, Beverly Hills, CA).Google Scholar
  • Anderson C (2008) The Long Tail: Why the Future of Business is Selling Less of More (Hyperion Books, New York).Google Scholar
  • Angrist J, Pischke J (2008) Mostly Harmless Econometrics: An Empiricist’s Companion (Princeton University Press, Princeton, NJ).CrossrefGoogle Scholar
  • Annesi I, Moreau T, Lellouch J (1989) Efficiency of the logistic regression and Cox proportional hazards models in longitudinal studies. Statist. Medicine 8(12):1515–1521.CrossrefGoogle 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.LinkGoogle Scholar
  • Aral S, Walker D (2011) Creating social contagion through viral product design: A randomized trial of peer influence in networks. Management Sci. 57(9):1623–1639.LinkGoogle Scholar
  • Aral S, Walker D (2012) Identifying influential and susceptible members of social networks. Science 337(6092):337–341.CrossrefGoogle Scholar
  • Aral S, Walker D (2014) Tie strength, embeddedness and social influence: Evidence from a large-scale networked experiment. Management Sci. 60(6):1352–1370.LinkGoogle Scholar
  • Aral S, Muchnik L, Sundararajan A (2009) Distinguishing influence-based contagion from homophily-driven diffusion in dynamic networks. Proc. Natl. Acad. Sci. 106(51):21544–21549.CrossrefGoogle Scholar
  • Aral S, Dellarocas C, Godes D (2013)Introduction to the special issue—social media and business transformation: A framework for research. Inform. Systems Res. 24(1):3–13.LinkGoogle Scholar
  • Ariely D (2010) Predictably Irrational: The Hidden Forces That Shape Our Decisions (HarperCollins, New York).Google Scholar
  • Bakshy E, Eckles D, Yan R, Rosenn I (2012a) Social influence in social advertising: Evidence from field experiments. Proc. 13th ACM Conf. Electronic Commerce (ACM, New York),146–161.CrossrefGoogle Scholar
  • Bakshy E, Rosenn I, Marlow C, Adamic L (2012b) The role of social networks in information diffusion. Proc. 21st Internat. Conf. World Wide Web (ACM, New York), 519–528.CrossrefGoogle Scholar
  • Bapna R, Gupta A, Rice S, Sundararajan A (2014) Trust, reciprocity and the strength of social ties: An online social network based field experiment. Working paper, University of Minnesota, Minneapolis.Google Scholar
  • Bramoullé Y, Djebbari H, Fortin B (2009) Identification of peer effects through social networks. J. Econometrics 150(1):41–55.CrossrefGoogle Scholar
  • Camerer C, Lovallo D (1999) Overconfidence and excess entry: An experimental approach. Amer. Econom. Rev. 89(1):306–318.CrossrefGoogle Scholar
  • Centola D (2010) The spread of behavior in an online social network experiment. Science 329(5996):1194–1197.CrossrefGoogle Scholar
  • Dou Y, Niculescu MF, Wu DJ (2013) Engineering optimal network effects via social media features and seeding in markets for digital goods and services. Inform. Systems Res. 24(1):164–185.LinkGoogle Scholar
  • Godes D, Mayzlin D (2004) Using online conversations to study word-of-mouth communication. Marketing Sci. 23(4):545–560.LinkGoogle Scholar
  • Godes D, Mayzlin D (2009) Firm-created word-of-mouth communication: Evidence from a field test. Marketing Sci. 28(4):721–739.LinkGoogle Scholar
  • Harrison G, Lau M, Elisabet Rutström E (2009) Risk attitudes, randomization to treatment, and self-selection into experiments. J. Econom. Behav. Organ. 70(3):498–507.CrossrefGoogle Scholar
  • Hildebrand C, Häubl G, Herrmann A, Landwehr J (2013) When social media can be bad for you: Community feedback stifles consumer creativity and reduces satisfaction with self-designed products. Inform. Systems Res. 24(1):14–29.LinkGoogle Scholar
  • Hill S, Provost F, Volinsky C (2006) Network-based marketing: Identifying likely adopters via consumer networks. Statist. Sci. 21(2):256–276.CrossrefGoogle 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
  • Kuiper S, Sklar J (2012) Practicing Statistics: Guided Investigations for the Second Course (Pearson Higher Education, Boston).Google Scholar
  • Long J (1997) Regression Models for Categorical and Limited Dependent Variables, Vol. 7 (Sage, Beverly Hills, CA).Google Scholar
  • Manchanda P, Xie Y, Youn N (2008) The role of targeted communication and contagion in product adoption. Marketing Sci. 27(6):961–976.LinkGoogle Scholar
  • Manski CF (1995) Identification Problems in the Social Sciences (Harvard University Press, Cambridge, MA).Google Scholar
  • Mayzlin D (2006) Promotional chat on the Internet. Marketing Sci. 25(2):155–163.LinkGoogle Scholar
  • Miners Z, CMO Staff (2013) Mobile ad spending leaps at Facebook. CMO (October 31), http://www.cmo.com.au/article/print/530579/mobile_ad_spending_leaps_facebook/.Google Scholar
  • Moffit RA (2001) Policy interventions, low-level equilibria and social interactions. Durlauf SN, Young HP, eds. Social Dynamics (MIT Press, Cambridge, MA), 45–82.Google Scholar
  • Oestreicher-Singer G, Sundararajan A (2010) The visible hand of peer networks in electronic markets. Working paper, New York University, New York.Google Scholar
  • Oestreicher-Singer G, Zalmanson L (2013) Content or community? A digital business strategy for content providers in the social age. Management Inform. Systems Quart. 37(2):591–616.CrossrefGoogle Scholar
  • Parameswaran M, Whinston AB (2007) Research issues in social computing. J. Assoc. Inform. Systems 8(6):336–350.Google Scholar
  • Pauwels K, Weiss A (2008) Moving from free to fee: How online firms market to change their business model successfully. J. Marketing 72(3):14–31.CrossrefGoogle Scholar
  • Shampanier K, Mazar N, Ariely D (2007) Zero as a special price: The true value of free products. Marketing Sci. 26(6):742–757.LinkGoogle Scholar
  • Susarla A, Oh J-H, Tan Y (2012) Social networks and the diffusion of user-generated content: Evidence from YouTube. Inform. Systems Res. 23(1):23–41.LinkGoogle Scholar
  • Sweney M (2010) Last.fm moves closer to profit. The Guardian (blog) (December 3), http://www.guardian.co.uk/media/2010/dec/03/lastfm-protit-2009-figures.Google Scholar
  • Tucker C (2008) Identifying formal and informal influence in technology adoption with network externalities. Management Sci. 54(12):2024–2038.LinkGoogle Scholar
  • Van den Bulte C, Lilien GL (2001) Medical innovation revisited: Social contagion versus marketing effort. Amer. J. Sociology 106(5):1409–1435.CrossrefGoogle 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.LinkGoogle Scholar
  • Van Etten R (2011) 2010 music website heat map. Virtual Music (blog). Last modified January 15, 2013, http://virtualmusic.tv/2011/02/2010-music-website-heat-map/.Google Scholar
  • Xie Y, Brand JE, Jann B (2012) Estimating heterogeneous treatment effects with observational data. Sociol. Methodology 42(1):314–347.CrossrefGoogle 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.