Customer Referral Incentives and Social Media

Published Online:https://doi.org/10.1287/mnsc.2016.2476

References

  • 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, Muchnik L, Sundararajan A (2013) Engineering social contagions: Optimal network seeding in the presence of homophily. Network Sci. 1(2):125–153.CrossrefGoogle Scholar
  • Ballester C, Calvó-Armengol A, Zenou Y (2006) Who’s who in networks. Wanted: The key player. Econometrica 74(5):1403–1417.CrossrefGoogle Scholar
  • Biyalogorsky E, Gerstner E, Libai B (2001) Customer referral management: Optimal reward programs. Marketing Sci. 20(1):82–95.LinkGoogle Scholar
  • Bloch F, Quérou N (2013) Pricing in social networks. Games Econom. Behav. 80:243–261.CrossrefGoogle Scholar
  • Burke M, Kraut R (2014) Growing closer on Facebook: Changes in tie strength through social network site use. Proc. SIGCHI Conf. Human Factors Comput. Systems (CHI2014) (ACM, New York), 4187–4196.CrossrefGoogle Scholar
  • Buttle FA (1998) Word of mouth: Understanding and managing referral marketing. J. Strategic Marketing 6(3):241–254.CrossrefGoogle Scholar
  • Campbell A (2013) Word-of-mouth communication and percolation in social networks. Amer. Econom. Rev. 103(6):2466–2498.CrossrefGoogle Scholar
  • Campbell J (2015) Localized price promotions as a quality signal in a publicly observable network. Quant. Market Econom. 13(1):27–57.CrossrefGoogle Scholar
  • Candogan O, Bimpikis K, Ozdaglar A (2012) Optimal pricing in networks with externalities. Oper. Res. 60(4):883–905.LinkGoogle Scholar
  • Chatterjee K, Dutta B (2014) Credibility and strategic learning in networks. Working paper, Pennsylvania State University, State College.Google Scholar
  • Chu S-C, Kim Y (2011) Determinants of consumer engagement in electronic word-of-mouth (eWOM) in social network sites. Internat. J. Advertising 30(1):47–75.CrossrefGoogle Scholar
  • Cohen MC, Harsha P (2015) Designing price incentives in a network with social interactions. Working paper, Google Research, New York.Google Scholar
  • Galeotti A, Goyal S, Jackson M, Vega-Redondo F, Yariv L (2010) Network games. Rev. Economic Stud. 77(1):218–244.CrossrefGoogle Scholar
  • Godes D, Mayzlin D (2004) Using online conversations to study word-of-mouth communcation. Marketing Sci. 23(4):545–560.LinkGoogle Scholar
  • Goldenberg J, Libai B, Muller E (2001) Talk of the network: A complex systems look at the underlying process of word-of-mouth. Marketing Lett. 12(3):211–223.CrossrefGoogle Scholar
  • Houston D (2010) Dropbox—Startup lessons learned. Presentation slides, April 23, http://www.slideshare.net/gueste94e4c/dropbox-startup-lessons-learned-3836587.Google Scholar
  • Jackson M, Yariv L (2007) Diffusion of behavior and equilibrium properties in network games. Amer. Econom. Rev. 97(2):92–98.CrossrefGoogle Scholar
  • Kempe D, Kleinberg J, Tardos É (2003) Maximizing the spread of influence through a social network. Proc. Ninth ACM SIGKDD Internat. Conf. Knowledge Discovery and Data Mining (ACM, New York), 137–146.CrossrefGoogle Scholar
  • Kumar V, Petersen A, Leone R (2007) How valuable is word of mouth? Harvard Bus. Rev. 85(10):139–144.Google Scholar
  • Leskovec J, Adamic LA, Huberman BA (2007) The dynamics of viral marketing. ACM Trans. Web 1(1):Article 5.CrossrefGoogle Scholar
  • Libai B, Biyalogorsky E, Gerstner E (2003) Setting referral fees in affiliate marketing. J. Service Res. 5(4):303–315.CrossrefGoogle Scholar
  • Mobius M, Niehaus P, Rosenblat T (2011) Social networks and consumer demand. Working paper, Microsoft Research, Cambridge, MA.Google Scholar
  • Myerson R (1981) Optimal auction design. Math. Oper. Res. 6(1):58–73.LinkGoogle Scholar
  • Sundararajan A (2007) Local network effects and complex network structure. B. E. J. Theor. Econom. 7(1):Article 46.Google Scholar
  • Ugander J, Karrer B, Backstrom L, Marlow C (2012) The anatomy of the Facebook social graph. Working paper, Stanford University, Stanford, CA.Google 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.