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ArticleOptimizing referral reward programs under impression management considerations

Ping Xiao2011

Article2011

Optimizing referral reward programs under impression management considerations

Ping Xiao · Christopher S. Tang · Jochen Wirtz

59 citations·0/0 files stored·European Journal of Operational Research

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Supply Chain and Inventory Management Digital Marketing and Social Media Consumer Market Behavior and Pricing

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References

2000Intrinsic and Extrinsic Motivations: Classic Definitions and New Directions 1990Impression management: A literature review and two-component model.1987Social Ties and Word-of-Mouth Referral Behavior 1995Why Satisfied Customers Defect 1995Return on Quality (ROQ): Making Service Quality Financially Accountable 1969Risk Taking and Information Handling in Consumer Behavior 1996Why Satisfied Customers Defect 1985Salesforce Compensation Plans: An Agency Theoretic Perspective

Cited by

2013Receiver responses to rewarded referrals: the motive inferences framework 2012The Role of Metaperception on the Effectiveness of Referral Reward Programs 2015The three-stage model of service consumption 2018Successful referral behavior in referral reward programs 2017The enhanced loyalty drivers of customers acquired through referral reward programs 2014Turning dissatisfied into satisfied customers: How referral reward programs affect the referrer׳s attitude and loyalty toward the recommended service provider

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2013Receiver responses to rewarded referrals: the motive inferences frameworkarticle · 6 shared references 2012The Role of Metaperception on the Effectiveness of Referral Reward Programsarticle · 6 shared references 2011Salesforce Contracting Under Demand Censorshiparticle · 6 shared references 2018Successful referral behavior in referral reward programsarticle · 6 shared references 2020Who Should Compensate the Sales Agent in a Distribution Channel?article · 6 shared references 2007Can We All Get Along? Incentive Contracts to Bridge the Marketing and Operations Dividepreprint · 6 shared references

Details

Year2011

Typearticle

Published2011-05-01

VenueEuropean Journal of Operational Research

ISSN-L0377-2217

Languageen

Citations59

Files0 public / 0

ShelfSupply Chain and Inventory Management

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doi10.1016/j.ejor.2011.05.042

openalex_workW2019659717

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