Reference entries (12)
- reference Research gaps and source caveats — trust / referral networks / in-group reputation brief (May 2026 Brief #3)
- 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 Warm-intro hierarchy — 8 levels from cold inbound to family-equivalent referral; closest tie ≠ best referrer unless it carries domain-competent trust
- reference Trusov, Bucklin, Pauwels 2009 (JoM) — WOM elasticity on signups ≈ 0.53, roughly 20× marketing-events elasticity, 30× media-appearance elasticity
- reference Van den Bulte, Bayer, Skiera, Schmitt 2018 (JMR) — referred-customer LTV decomposes into "better matching" (temporary) + "social enrichment" (persistent)
- reference Schmitt, Skiera, Van den Bulte 2011 (JoM) — referred customers ≥16% higher LTV than matched non-referred; retention persists, margin decays
- reference Brokers in Ontario trades — three roles span structural holes: supplier outside sales reps, specialist subs, peer-coach implementers
- 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)
