Reactions of clients to referral requests

Marketing Letters

Volumn 4, Issue 1, 1993, Pages 71-79

  Pettit O'Malley, Kathy L ^a   Bozman, Carl S ^b   Umesh, U N ^c  

^a UNIVERSITY OF IDAHO   (United States)

^b GONZAGA UNIVERSITY   (United States)

^c WASHINGTON STATE UNIVERSITY   (United States)

Author keywords

endless chain; prospecting; prospects; Referral(s); snowballing

Indexed keywords

EID: 34250079280     PISSN: 09230645     EISSN: 1573059X     Source Type: Journal    
DOI: 10.1007/BF00994189     Document Type: Article

References (17)

1. Snowball Sampling: Problems and Techniques of Chain Referral Sampling
2. Social Ties and Word-of-Mouth Referral Behavior
3. Effectiveness of Multiple Request Strategies: A Synthesis of Research Results
4. Circle of ‘Friends’ Rounds Out MCI Base: Database Program Skirts Privacy Problems
5. Effects of Word-of-Mouth and Product Attribute Information on Persuasion: An Accessibility-Diagnosticity Perspective
6. Category Accessibility and Impression Formation
7. Cognitive Thoughts Mediating Compliance in Multiple Request Situations
8. Interactive Impact of Informational and Normative Influence on Donation
9. Toward Increasing Fund-Raising Efficiency: An Exploratory Study of Use of the Referral Method by a Non-profit Organization
10. Arousal, Activation and Effort in the Control of Attention
11. Analysis of Referral Networks in Marketing: Methods and Illustration
12. Self-Reference and Encoding of Personal Information
13. Relationship between Compliance in the Foot-in-the-Door Paradigm and Size of the First Request
14. Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople
15. Information Availability as a Determinant of Multiple Request Effectiveness
16. Shopping Model of the Time-Sensitive Consumer