Customer Referral Management: Optimal Reward Programs

By Eyal Biyalogorsky, Eitan Gerstner, Barak Libai. 2000

336 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/9e0903e8644a055c5a9d50bea928fff9c6822275

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Citations in the corpus

Online Consumer Review: Word-of-Mouth as a New Element of Marketing Communication Mix (2004, neutral): “Different from the traditional WOM, the influence of which is typically limited to a local social network (e.g., Brown and Reingen 1987, Biyalogorsky, Gerstner, and Libai 2001, Shi 2003), the impact of online consumer reviews can reach far beyond the local community, since consumers all over the…”
Receiver responses to rewarded referrals: the motive inferences framework (2013, background): “2011) as well as by identifying conditions under which they perform better than other promotional tools (Biyalogorsky et al. 2001; Kornish and Li 2010; Xia et al. 2011). At the level of individual consumers, Ryu and Feick (2007) have examined factors that determine the influence of reward programs o”
Creating Social Contagion through Viral Product Design: A Randomized Trial of Peer Influence in Networks (2011, positive): “2009), using referral programs to create incentives for them to spread the word (Biyalogorsky et al. 2001).”
The Firm's Management of Social Interactions (2005, background): “Biyalogorsky et al. (2001) show that in a monopoly model, it is sensible to reward people for their recommendations only if they are not more delighted by the product than by the rewards. Chen and Shi (2004) build on this work to investigate rewards programs and types of rewards in both monopoly and”
Seeding Strategies for Viral Marketing: An Empirical Comparison (2011, background): “…the high odds ratio estimate, which might explain why extrinsic motivation in the form of monetary incentives is popular for viral marketing (e.g., recruit-a-friend campaigns offering rewards such as price discounts or coupons for successful referrers; Biyalogorsky, Gerstner, and Libai 2001).”
Firm-Created Word-of-Mouth Communication: Evidence from a Field Test (2009, methodology): “What it suggests is that firms interested in designing an exogenous WOM program — for example, refer-a-friend programs such as those investigated by Biyalogorsky et al. (2001) — should not confine themselves to their base of highly-loyal customers.”
Group Buying: A New Mechanism for Selling Through Social Interactions (2011, methodology): “1969, Swan and Oliver 1989) and Referral Rewards programs (Biyalogorsky et al. 2001).”
Quantifying the Ripple: Word-of-Mouth and Advertising Effectiveness (2004, background): “…programs, affiliate marketing, and internet-based viral marketing campaigns emphasizes the need to better understand the value of this important social mechanism (see, for example, Biyalogorsky, Gerstner, and Libai, 2001; Galiaugher, 1999; Kirby, 2004; Libai, Biyalogorsky, and Gerstner, 2003).”
Referral Programs and Customer Value. (2011, background): “Existing studies of customer referral programs have provided guidance about when rewards should be offered (Biyalogorsky, Gerstner, and Libai 2001; Kornish and Li 2010); quantified the impact of rewards and tie strength on referral likelihood (Ryu and Feick 2007; Wirtz and Chew 2002); and…”