Social Motives

Research: Customer Referrals Are Contagious
New research reveals the surprising power of “referral contagion,” where referred customers not only buy more but also refer 30-57% …
Rachel Gershon, Zhenling Jiang, Will Fraser, Jitendra Gupta
HBR Link
Referral Contagion: Downstream Benefits of Customer Referrals
Word-of-mouth (WOM) has proven a valuable marketing tool for acquiring new customers and companies frequently invest in referral reward …
Rachel Gershon, Zhenling Jiang
DOI Abstract Harvard Business Review