Optimal decision making for online referral marketing

Decision Support Systems

Volumn 52, Issue 2, 2012, Pages 373-383

  Guo, Zhiling ^a  

^a CITY UNIVERSITY OF HONG KONG   (Hong Kong)

Author keywords

Dynamic pricing; Optimal control; Referral marketing; Word of mouth

Indexed keywords

ANALYTICAL MODEL; BUSINESS PRACTICES; CASH PAYMENTS; DEMAND-SIDE; DYNAMIC PRICING; MARKET SITUATION; MARKETING PROGRAM; MARKETING STRATEGY; MYOPIC STRATEGIES; OPTIMAL CONTROLS; OPTIMAL DECISION MAKING; PRACTICAL IMPLEMENTATION; PRODUCT INTRODUCTION; PRODUCT PRICE; PRODUCT PRICING; SELLING STRATEGIES; SOCIAL NETWORKS; USER EXPERIENCE; WEB 2.0; WEB PAGE; WORD OF MOUTH;

COSTS; DECISION MAKING; DYNAMICS; MATHEMATICAL MODELS; OPTIMIZATION; PROFITABILITY; SALES; SOCIAL SCIENCES COMPUTING; WEBSITES;

OPTIMAL CONTROL SYSTEMS;

EID: 82255175642     PISSN: 01679236     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.dss.2011.09.004     Document Type: Article

References (25)

1. F.M. Bass A new-product growth model for consumer durables Management Science 15 1 1969 215 227
2. E. Biyalogorsky, E. Gerstner, and B. Libai Customer referral management: optimal reward programs Marketing Science 20 1 2001 82 95
3. F.A. Buttle Word of mouth: understanding and managing referral marketing Journal of Strategic Marketing 6 1998 241 254
4. K.W. Chiang, and Z. Guo Leveraging the digital network for incentive-based product diffusion Working paper 2010
5. A. De Bruyn, and G.L. Lilien A multi-stage model of word-of-mouth influence through viral marketing International Journal of Research in Marketing 25 3 2008 151 163
6. J. Dean Pricing pioneering products Journal of Industrial Economics 17 1969 165 179
7. R.J. Dolan, and A.P. Jeuland Experience curves and dynamic demand models: implications for optimal pricing strategies Journal of Marketing 45 1981 52 62
8. J. Eliashberg, and A. Jeuland The impact of competitive entry in a developing market upon dynamic pricing strategies Marketing Science 5 1986 20 36
9. J. Eliashberg, and R. Steinberg Marketing-production decisions in an industrial channel of distribution Management Science 33 1987 981 1000 (Pubitemid 17656069)
10. S. Helm Viral marketing: establishing customer relationships by 'word of mouse' Electronic Markets 10 3 2000 158 161
11. Y.H. Huang, S.C.T. Chou, and G.H. Tzeng Knowledge management adoption and assessment for SMEs by a novel MCDM approach Decision Support Systems 51 2 2011 270 291
12. S. Kalish Monopolist pricing with dynamic demand and production cost Marketing Science 2 2 1983 135 159
13. E. Kelly This is one virus that you want to spread Fortune 2000 297 300
14. C. Kiss, and M. Bichler Identification of influencers - measuring influence in customer networks Decision Support Systems 46 1 2008 233 253
15. L. Kuandykov, and M. Sokolov Impact of social neighborhood on diffusion of innovation S-curve Decision Support Systems 48 4 2010 531 535
16. M. Law Customer referral management: the implications of social networks The Service Industries Journal 28 5 2008 669 683
17. V. Mahajan, and R.A. Peterson Models for Innovation Diffusion 1985 Sage Publications Beverly Hills
18. T.W. McGuire, and R. Staelin An industry equilibrium analysis of downstream vertical integration Marketing Science 2 2 1983 161 191
19. D. Pekelman Simultaneous price-production decisions Operations Research 22 4 1974 788 794
20. B. Robinson, and C. Lakhani Dynamic price models for new-product planning Management Science 21 10 1975 1113 1122
21. S.P. Sethi, and G.L. Thompson Optimal Control Theory: Applications to Management Science and Economics 2000 Springer New York, NY
22. R. Van der Lans, G. van Bruggen, J. Eliashberg, and B. Wierenga A viral branching model for predicting the spread of electronic word of mouth Marketing Science 29 2 2010 348 365
23. D.J. Watts, and J. Peretti Viral marketing for the real world Harvard Business Review 85 2007 22 23
24. R.A. Westbrook Product/consumption-based affective responses and postpurchase processes Journal of Marketing Research 24 3 1987 258 270
25. M.A. Zaffar, R.M. Kumar, and K. Zhao Diffusion dynamics of open source software: an agent-based computational economics approach Decision Support Systems Research 51 3 2011 597 608