A penny for your thoughts: Referral reward programs and referral likelihood

Journal of Marketing

Volumn 71, Issue 1, 2007, Pages 84-94

  Gangseog, Ryu ^a   Feick, Lawrence ^b  

^a Korea University   (South Korea)

^b UNIVERSITY OF PITTSBURGH   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 34247177413     PISSN: 00222429     EISSN: None     Source Type: Journal    
DOI: 10.1509/jmkg.71.1.84     Document Type: Article

References (46)

1. Aaker, Jennifer L. and Angela Y. Lee (2001), "T Seek Pleasures and 'We' Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion," Journal of Consumer Research, 28 (June), 33-49.
2. Arndt, Johan (1967), "Word of Mouth Advertising and Informal Communication" in Risk Taking and Information Handling in Consumer Behavior, Donald F. Cox, ed. Boston: Division of Research, Graduate School of Business Administration, Harvard University, 188-239.
3. Austin, William and Elaine Walster (1974), "Reactions to Confirmations and Disconfirmations of Expectancies of Equality and Inequality," Journal of Personality and Social Psychology, 30 (2), 208-216.
4. Beach, Lee Roy and William B. Carter (1976), "Appropriate and Equitable Repayment of Social Debts," Organizational Behavior and Human Performance, 16 (2), 280-93.
5. Bem, Daryl (1965), "An Experimental Analysis of Self-Persuasion, " Journal of Experimental Social Psychology, 1 (August), 199-218.
6. _ (1972), "Self-Perception Theory," in Advances in Experimental Social Psychology, Vol. 6, Leonard Berkowitz, ed. New York: Academic Press, 1-62.
7. Biyalogorsky, Eyal, Eitan Gerstner, and Barak Libai (2000), "Customer Referral Management: Optimal Reward Programs," Marketing Science, 20 (Winter), 82-95.
8. Blattberg, Robert C. and Kenneth Wisniewski (1989), "Price-Induced Patterns of Competition," Marketing Science, 8 (Fall), 291-309.
9. Blodgett, Jeffrey G., Donna J. Hill, and Stephen S. Tax (1997), "The Effects of Distributive, Procedural, and Interactional Justice on Postcomplaint Behavior," Journal of Retailing, 73 (Summer), 185-210.
10. Bolton, Ruth N., P.K. Kannan, and Mathew D. Bramlett (2000), "Implication of Loyalty Program Membership and Service Experiences for Customer Retention and Value," Journal of the Academy of Marketing Science, 28 (Winter), 95-108.
11. Brown, Jacqueline Johnson and Peter H. Reingen (1987), "Social Ties and Word-of-Mouth Referral Behavior," Journal of Consumer Research, 14 (December), 350-62.
12. Chen, Yuxin and Mengze Shi (2001), "The Design and Implications of Customer Recommendation Programs," working paper, Stern School of Business, New York University.
13. Clark, Margaret S. (1984), "Record Keeping in Two Types of Relationships," Journal of Personality and Social Psychology, 47 (September), 549-57.
14. _, Judson Mills, and Martha C. Powell (1986), "Keeping Track of Needs in Communal and Exchange Relationships," Journal of Personality and Social Psychology, 51 (August), 333-38.
15. Crosby, Lawrence A. and Nancy Stephens (1987), "Effects of Relationship Marketing on Satisfaction, Retention, and Prices in the Life Insurance Industry," Journal of Marketing Research, 24 (November), 401-411.
16. Dichter, Ernest (1966), "How Word-of-Mouth Advertising Works," Harvard Business Review, 44 (November-December), 147-66.
17. Ekeh, Peter P. (1974), Social Exchange Theory: The Two Traditions. Cambridge, MA: Harvard University Press.
18. Feick, Lawrence and Robin A. Higie (1992), "The Effects of Preference Heterogeneity and Source Characteristics on Ad Processing and Judgments About Endorsers," Journal of Advertising, 21 (June), 9-24.
19. _ and Linda Price (1987), "The Market Maven: A Diffusion of Market Place Information," Journal of Marketing, 51 (January), 83-97.
20. Festinger, Leon (1957), A Theory of Cognitive Dissonance. Stanford, CA: Stanford University Press.
21. Folkes, Valerie S. (1984), "Consumer Reactions to Product Failure: An Attributional Approach," Journal of Consumer Research, 10 (March), 398-409.
22. Freistad, Marian and Peter Wright (1994), "The Persuasion Knowledge Model: How People Cope with Persuasion Attempts," Journal of Consumer Research, 21 (June), 1-31.
23. Frenzen, K. Jonathan and Harry L. Davis (1990), "Purchasing Behavior in Embedded Markets," Journal of Consumer Research, 17 (June), 1-12.
24. _ and Kent Nakamoto (1993), "Structure, Cooperation, and the Flow of Market Information," Journal of Consumer Research, 20 (December), 360-75.
25. Gatignon, Hubert and Thomas S. Robertson (1986), "An Exchange Theory Model of Interpersonal Communication," in Advances in Consumer Research, Vol. 13, Richard J. Lutz, ed. Provo, UT: Association for Consumer Research, 534-38.
26. Granovetter, Mark S. (1973), "The Strength of Weak Ties," American Journal of Sociology, 78 (May), 1360-80.
27. Heath, Timothy B., Gangseog Ryu, Subimal Chatterjee, Michael S. McCarthy, David L. Mothersbaugh, Sandra Milberg, and Gary J. Gaeth (2000), "Asymmetric Competition in Choice and the Leveraging of Competitive Disadvantages," Journal of Consumer Research, 27 (December), 291-308.
28. Higgins, E. Tory and William S. Rholes (1978), "Saying Is Believing: Effects of Message Modification on Memory and Liking for the Person Described," Journal of Experimental Social Psychology, 14 (July), 363-78.
29. Hogan, John, Katherine N. Lemon, and Barak Libai (2003), "What Is the True Value of a Lost Customer?" Journal of Service Research, 5 (February), 196-208.
30. Kamakura, Wagner A. and Gary J. Russell (1989), "A Probabilistic Choice Model for Market Segmentation and Elasticity Structures," Journal of Marketing Research, 35 (February), 16-29.
31. Keller, Kevin Lane (1993). "Conceptualizing, Measuring, and Managing Customer-Based Brand Equity," Journal of Marketing, 57 (January), 1-22.
32. Kelly, Harold H. (1979), Close Relationships: Their Structures and Processes. Hillsdale, NJ: Lawrence Erlbaum Associates.
33. _ and John W. Thibaut (1978), Interpersonal Relations: A Theory of Interdependence. New York: John Wiley & Sons.
34. Kivetz, Ran and Itamar Simonson (2002), "Earning the Right to Indulge: Effort as a Determinant of Customer Preferences Toward Frequency Program Reward," Journal of Marketing Research, 39 (May), 155-70.
35. Lichtenstein, Donald R., Peter H. Bloch, and William C. Black (1988), "Correlates of Price Acceptability," Journal of Consumer Research, 15 (September), 59-74.
36. Mittal, Vikas and Wagner Kamakura (2001), "Satisfaction, Repurchase Intent, and Repurchase Behavior: Investigating the Moderating Effect of Customer Characteristics," Journal of Marketing Research, 38 (February), 131-42.
37. Mummert, Hallie (2000), "The Year's Best Bells & Whistles," Target Marketing, 23 (11), 3-5.
38. Reingen, Peter H. and Jerome B. Kernan (1986), "Analysis of Referral Networks in Marketing: Methods and Illustration," Journal of Marketing Research, 13 (November), 449-54.
39. Rosen, Emanuel (2000), The Anatomy of Buzz: How to Create Word of Mouth Marketing. New York: Doubleday.
40. Rust, Roland T., Katherine N. Lemon, and Valarie A. Zeithaml (2004), "Return on Marketing: Using Customer Equity to Focus Marketing Strategy," Journal of Marketing, 68 (January), 109-127.
41. Simonson, Itamar (1992), "The Influence of Anticipating Regret and Responsibility on Purchase Decisions," Journal of Consumer Research, 19 (June), 105-118.
42. Smith, Amy K., Ruth N. Bolton, and Janet Wagner (1999), "A Model of Customer Satisfaction with Service Encounters Involving Failure and Recovery," Journal of Marketing Research, 36 (August), 356-72.
43. Törnblom, Kjell Y. and Björn O. Nilsson (1993), "The Effects of Matching Resources to Source on Their Perceived Importance and Sufficiency," in Resource Theory: Explorations and Applications, Uriel G. Foa, John Converse Jr., Kjell Y. Törnblom, and Edna B. Foa, eds. San Diego: Academic Press, 81-96.
44. Walster, Elaine, Ellen Berscheid, and G. William Walster (1973), "New Directions in Equity Research," Journal of Personality and Social Psychology, 25 (2), 151-76.
45. _, G. William Walster, and Ellen Berscheid (1978), Equity: Theory and Research. Boston: Allyn and Bacon.
46. Wiener, Joshua L. and John C. Mowen (1986), "Source Credibility: On the Independent Effects of Trust and Expertise," in Advances in Consumer Research, Vol. 13, Richard J. Lutz, ed. Provo, UT: Association for Consumer Research, 306-310.