Topic: `referral-mechanics`

7 entries tagged referral-mechanics.

Reference entries (7)

reference Expectation transfer + retention by tie strength — strong-tie referrals carry expectation specificity + active social-enrichment retention; weak-tie referrals churn at near-baseline rates
reference Van den Bulte, Bayer, Skiera, Schmitt 2018 (JMR) — referred-customer LTV decomposes into "better matching" (temporary) + "social enrichment" (persistent)
reference Levin & Cross 2004 (Mgmt Sci) — competence- and benevolence-based trust mediate tie-strength → useful knowledge transfer; once trust is controlled for, weak ties re-emerge as valuable
reference Marsden & Campbell 1984 (Social Forces) — closeness is the best tie-strength indicator, NOT frequency or duration
reference Burt 1992 (Structural Holes) / 2004 (AJS) — brokers spanning holes between groups capture information-arbitrage advantage
reference Granovetter 1983 (Sociological Theory) — weak-ties claim walked back; strong ties carry relational guarantees weak ties cannot, esp. for trust under uncertainty
reference Research brief: trust, referral networks, and in-group reputation in Ontario's trades economy (May 2026 — Foundation Brief #3)