{"id":"https://openalex.org/W3129758486","doi":"https://doi.org/10.1080/07421222.2021.1870384","title":"Impact of Incentive Mechanism in Online Referral Programs: Evidence from Randomized Field Experiments","display_name":"Impact of Incentive Mechanism in Online Referral Programs: Evidence from Randomized Field Experiments","publication_year":2021,"publication_date":"2021-01-02","ids":{"openalex":"https://openalex.org/W3129758486","doi":"https://doi.org/10.1080/07421222.2021.1870384","mag":"3129758486"},"language":"en","primary_location":{"id":"doi:10.1080/07421222.2021.1870384","is_oa":false,"landing_page_url":"https://doi.org/10.1080/07421222.2021.1870384","pdf_url":null,"source":{"id":"https://openalex.org/S9954729","display_name":"Journal of Management Information Systems","issn_l":"0742-1222","issn":["0742-1222","1557-928X"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547"],"host_organization_lineage_names":["Taylor & Francis"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Management Information Systems","raw_type":"journal-article"},"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":true,"oa_status":"green","oa_url":"https://autopapers.ssrn.com/sol3/papers.cfm?abstract_id=3746642","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5050983035","display_name":"Jaehwuen Jung","orcid":"https://orcid.org/0000-0002-2558-2428"},"institutions":[{"id":"https://openalex.org/I84392919","display_name":"Temple University","ror":"https://ror.org/00kx1jb78","country_code":"US","type":"education","lineage":["https://openalex.org/I84392919"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Jaehwuen Jung","raw_affiliation_strings":["Department of Management Information Systems, Fox School of Business, Temple University Philadelphia, PA, USA","Temple University - Fox School of Business and Management"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Management Information Systems, Fox School of Business, Temple University Philadelphia, PA, USA","institution_ids":["https://openalex.org/I84392919"]},{"raw_affiliation_string":"Temple University - Fox School of Business and Management","institution_ids":["https://openalex.org/I84392919"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5058644870","display_name":"Ravi Bapna","orcid":"https://orcid.org/0000-0002-5251-7218"},"institutions":[{"id":"https://openalex.org/I130238516","display_name":"University of Minnesota","ror":"https://ror.org/017zqws13","country_code":"US","type":"education","lineage":["https://openalex.org/I130238516"]},{"id":"https://openalex.org/I2800403580","display_name":"University of Minnesota System","ror":"https://ror.org/03grvy078","country_code":"US","type":"education","lineage":["https://openalex.org/I2800403580"]},{"id":"https://openalex.org/I4210133369","display_name":"Decision Sciences (United States)","ror":"https://ror.org/03gcvf773","country_code":"US","type":"company","lineage":["https://openalex.org/I4210133369"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Ravi Bapna","raw_affiliation_strings":["Information & Decision Sciences Department, Carlson School of Management, University of Minnesota, Minneapolis, MN, USA","University of Minnesota - Minneapolis"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Information & Decision Sciences Department, Carlson School of Management, University of Minnesota, Minneapolis, MN, USA","institution_ids":["https://openalex.org/I130238516","https://openalex.org/I4210133369"]},{"raw_affiliation_string":"University of Minnesota - Minneapolis","institution_ids":["https://openalex.org/I2800403580"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5022969857","display_name":"Alok Gupta","orcid":"https://orcid.org/0000-0002-2097-1643"},"institutions":[{"id":"https://openalex.org/I130238516","display_name":"University of Minnesota","ror":"https://ror.org/017zqws13","country_code":"US","type":"education","lineage":["https://openalex.org/I130238516"]},{"id":"https://openalex.org/I4210101327","display_name":"Twin Cities Orthopedics","ror":"https://ror.org/01en4s460","country_code":"US","type":"healthcare","lineage":["https://openalex.org/I4210101327"]},{"id":"https://openalex.org/I4210133369","display_name":"Decision Sciences (United States)","ror":"https://ror.org/03gcvf773","country_code":"US","type":"company","lineage":["https://openalex.org/I4210133369"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Alok Gupta","raw_affiliation_strings":["Information & Decision Sciences Department, Carlson School of Management, University of Minnesota, Minneapolis, MN, USA","University of Minnesota, Twin Cities - Carlson School of Management"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Information & Decision Sciences Department, Carlson School of Management, University of Minnesota, Minneapolis, MN, USA","institution_ids":["https://openalex.org/I130238516","https://openalex.org/I4210133369"]},{"raw_affiliation_string":"University of Minnesota, Twin Cities - Carlson School of Management","institution_ids":["https://openalex.org/I130238516","https://openalex.org/I4210101327"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5101951074","display_name":"Soumya Sen","orcid":"https://orcid.org/0000-0003-1190-477X"},"institutions":[{"id":"https://openalex.org/I130238516","display_name":"University of Minnesota","ror":"https://ror.org/017zqws13","country_code":"US","type":"education","lineage":["https://openalex.org/I130238516"]},{"id":"https://openalex.org/I2800403580","display_name":"University of Minnesota System","ror":"https://ror.org/03grvy078","country_code":"US","type":"education","lineage":["https://openalex.org/I2800403580"]},{"id":"https://openalex.org/I4210133369","display_name":"Decision Sciences (United States)","ror":"https://ror.org/03gcvf773","country_code":"US","type":"company","lineage":["https://openalex.org/I4210133369"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Soumya Sen","raw_affiliation_strings":["Information & Decision Sciences Department, Carlson School of Management, University of Minnesota, Minneapolis, MN, USA","university of minnesota;"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Information & Decision Sciences Department, Carlson School of Management, University of Minnesota, Minneapolis, MN, USA","institution_ids":["https://openalex.org/I130238516","https://openalex.org/I4210133369"]},{"raw_affiliation_string":"university of minnesota;","institution_ids":["https://openalex.org/I2800403580"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":5,"corresponding_author_ids":["https://openalex.org/A5050983035"],"corresponding_institution_ids":["https://openalex.org/I84392919"],"apc_list":null,"apc_paid":null,"fwci":0.5656,"has_fulltext":false,"cited_by_count":2,"citation_normalized_percentile":{"value":0.70899256,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":89,"max":94},"biblio":{"volume":"38","issue":"1","first_page":"59","last_page":"81"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12028","display_name":"Knowledge Management and Sharing","score":0.9764000177383423,"subfield":{"id":"https://openalex.org/subfields/3315","display_name":"Communication"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T12028","display_name":"Knowledge Management and Sharing","score":0.9764000177383423,"subfield":{"id":"https://openalex.org/subfields/3315","display_name":"Communication"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10609","display_name":"Digital Marketing and Social Media","score":0.9740999937057495,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T12392","display_name":"Sharing Economy and Platforms","score":0.9696000218391418,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/referral","display_name":"Referral","score":0.8357234001159668},{"id":"https://openalex.org/keywords/incentive","display_name":"Incentive","score":0.7181724309921265},{"id":"https://openalex.org/keywords/popularity","display_name":"Popularity","score":0.7044260501861572},{"id":"https://openalex.org/keywords/context","display_name":"Context (archaeology)","score":0.6555498838424683},{"id":"https://openalex.org/keywords/field","display_name":"Field (mathematics)","score":0.4128648638725281},{"id":"https://openalex.org/keywords/computer-science","display_name":"Computer science","score":0.3952707052230835},{"id":"https://openalex.org/keywords/psychology","display_name":"Psychology","score":0.38376331329345703},{"id":"https://openalex.org/keywords/actuarial-science","display_name":"Actuarial science","score":0.35443025827407837},{"id":"https://openalex.org/keywords/internet-privacy","display_name":"Internet privacy","score":0.3345677852630615},{"id":"https://openalex.org/keywords/business","display_name":"Business","score":0.33101245760917664},{"id":"https://openalex.org/keywords/economics","display_name":"Economics","score":0.3049984574317932},{"id":"https://openalex.org/keywords/microeconomics","display_name":"Microeconomics","score":0.28161144256591797},{"id":"https://openalex.org/keywords/social-psychology","display_name":"Social psychology","score":0.26112738251686096},{"id":"https://openalex.org/keywords/medicine","display_name":"Medicine","score":0.23145845532417297},{"id":"https://openalex.org/keywords/family-medicine","display_name":"Family medicine","score":0.15614053606987},{"id":"https://openalex.org/keywords/geography","display_name":"Geography","score":0.10501688718795776},{"id":"https://openalex.org/keywords/mathematics","display_name":"Mathematics","score":0.09275290369987488}],"concepts":[{"id":"https://openalex.org/C2776135927","wikidata":"https://www.wikidata.org/wiki/Q5242559","display_name":"Referral","level":2,"score":0.8357234001159668},{"id":"https://openalex.org/C29122968","wikidata":"https://www.wikidata.org/wiki/Q1414816","display_name":"Incentive","level":2,"score":0.7181724309921265},{"id":"https://openalex.org/C2780586970","wikidata":"https://www.wikidata.org/wiki/Q1357284","display_name":"Popularity","level":2,"score":0.7044260501861572},{"id":"https://openalex.org/C2779343474","wikidata":"https://www.wikidata.org/wiki/Q3109175","display_name":"Context (archaeology)","level":2,"score":0.6555498838424683},{"id":"https://openalex.org/C9652623","wikidata":"https://www.wikidata.org/wiki/Q190109","display_name":"Field (mathematics)","level":2,"score":0.4128648638725281},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.3952707052230835},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.38376331329345703},{"id":"https://openalex.org/C162118730","wikidata":"https://www.wikidata.org/wiki/Q1128453","display_name":"Actuarial science","level":1,"score":0.35443025827407837},{"id":"https://openalex.org/C108827166","wikidata":"https://www.wikidata.org/wiki/Q175975","display_name":"Internet privacy","level":1,"score":0.3345677852630615},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.33101245760917664},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.3049984574317932},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.28161144256591797},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.26112738251686096},{"id":"https://openalex.org/C71924100","wikidata":"https://www.wikidata.org/wiki/Q11190","display_name":"Medicine","level":0,"score":0.23145845532417297},{"id":"https://openalex.org/C512399662","wikidata":"https://www.wikidata.org/wiki/Q3505712","display_name":"Family medicine","level":1,"score":0.15614053606987},{"id":"https://openalex.org/C205649164","wikidata":"https://www.wikidata.org/wiki/Q1071","display_name":"Geography","level":0,"score":0.10501688718795776},{"id":"https://openalex.org/C33923547","wikidata":"https://www.wikidata.org/wiki/Q395","display_name":"Mathematics","level":0,"score":0.09275290369987488},{"id":"https://openalex.org/C202444582","wikidata":"https://www.wikidata.org/wiki/Q837863","display_name":"Pure mathematics","level":1,"score":0.0},{"id":"https://openalex.org/C166957645","wikidata":"https://www.wikidata.org/wiki/Q23498","display_name":"Archaeology","level":1,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1080/07421222.2021.1870384","is_oa":false,"landing_page_url":"https://doi.org/10.1080/07421222.2021.1870384","pdf_url":null,"source":{"id":"https://openalex.org/S9954729","display_name":"Journal of Management Information Systems","issn_l":"0742-1222","issn":["0742-1222","1557-928X"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547"],"host_organization_lineage_names":["Taylor & Francis"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Management Information Systems","raw_type":"journal-article"},{"id":"mag:3129758486","is_oa":true,"landing_page_url":"https://autopapers.ssrn.com/sol3/papers.cfm?abstract_id=3746642","pdf_url":null,"source":{"id":"https://openalex.org/S4210172589","display_name":"SSRN Electronic Journal","issn_l":"1556-5068","issn":["1556-5068"],"is_oa":true,"is_in_doaj":false,"is_core":false,"host_organization":"https://openalex.org/I1318003438","host_organization_name":"RELX Group (Netherlands)","host_organization_lineage":["https://openalex.org/I1318003438"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"SSRN Electronic Journal","raw_type":null}],"best_oa_location":{"id":"mag:3129758486","is_oa":true,"landing_page_url":"https://autopapers.ssrn.com/sol3/papers.cfm?abstract_id=3746642","pdf_url":null,"source":{"id":"https://openalex.org/S4210172589","display_name":"SSRN Electronic Journal","issn_l":"1556-5068","issn":["1556-5068"],"is_oa":true,"is_in_doaj":false,"is_core":false,"host_organization":"https://openalex.org/I1318003438","host_organization_name":"RELX Group (Netherlands)","host_organization_lineage":["https://openalex.org/I1318003438"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"SSRN Electronic Journal","raw_type":null},"sustainable_development_goals":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":30,"referenced_works":["https://openalex.org/W1579363129","https://openalex.org/W2085590968","https://openalex.org/W2087661106","https://openalex.org/W2111312199","https://openalex.org/W2113880421","https://openalex.org/W2115250165","https://openalex.org/W2117852767","https://openalex.org/W2136789464","https://openalex.org/W2137607454","https://openalex.org/W2138081378","https://openalex.org/W2140950724","https://openalex.org/W2143098196","https://openalex.org/W2145509563","https://openalex.org/W2146868725","https://openalex.org/W2153651237","https://openalex.org/W2157909376","https://openalex.org/W2345948531","https://openalex.org/W2572914196","https://openalex.org/W2606147812","https://openalex.org/W2607047653","https://openalex.org/W2740731669","https://openalex.org/W2898268895","https://openalex.org/W2951187321","https://openalex.org/W2952830335","https://openalex.org/W2966861672","https://openalex.org/W3121315632","https://openalex.org/W3123202449","https://openalex.org/W3123759571","https://openalex.org/W3124648860","https://openalex.org/W4253164461"],"related_works":["https://openalex.org/W2914890086","https://openalex.org/W2890047660","https://openalex.org/W3175093522","https://openalex.org/W3034523064","https://openalex.org/W1980893685","https://openalex.org/W3122561785","https://openalex.org/W2019659717","https://openalex.org/W3122393733","https://openalex.org/W2301796885","https://openalex.org/W66898367","https://openalex.org/W2388314345","https://openalex.org/W2089350273","https://openalex.org/W3149013122","https://openalex.org/W3124524158","https://openalex.org/W3121497529","https://openalex.org/W3122553418","https://openalex.org/W2796035091","https://openalex.org/W2906568636","https://openalex.org/W6209301","https://openalex.org/W3123173048"],"abstract_inverted_index":{"Despite":[0],"the":[1,14,19,55,66,78,82,93,126,150,153,171],"growing":[2],"popularity":[3],"of":[4,33,57,121,152,156],"online":[5,157],"referral":[6,34,89,158,167],"programs,":[7],"a":[8],"minimal":[9],"amount":[10],"is":[11,37,137],"known":[12],"regarding":[13],"theoretical":[15],"foundations":[16],"that":[17,87,111,136],"drive":[18],"key":[20],"actions":[21],"associated":[22],"with":[23],"successful":[24],"referrals.":[25,145],"In":[26],"this":[27],"paper,":[28],"we":[29,53,85,133],"study":[30],"which":[31,132],"type":[32],"reward":[35,62,69,74,168],"structure":[36],"most":[38],"effective":[39,166],"in":[40,48,104,118,170],"maximizing":[41],"word-of-mouth":[42],"by":[43,123],"conducting":[44],"two":[45,83],"randomized":[46],"experiments":[47],"mobile":[49],"gaming":[50],"context.":[51],"Specifically,":[52],"examine":[54],"effect":[56],"three":[58],"incentive":[59,90],"schemes:":[60],"selfish":[61,102],"(inviter":[63],"gets":[64,76],"all":[65,77],"reward),":[67],"equal-split":[68,94,113],"(50-50":[70],"split),":[71],"and":[72,95,114,142,160],"generous":[73,96,115],"(invitee":[75],"reward).":[79],"Consistent":[80],"across":[81],"experiments,":[84],"find":[86],"pro-social":[88],"schemes,":[91,97],"namely":[92],"tend":[98],"to":[99,129,140,149],"dominate":[100],"purely":[101],"schemes":[103,116,169],"creating":[105],"WOM.":[106],"Our":[107,146],"mechanism-level":[108],"analysis":[109],"shows":[110],"both":[112],"result":[117],"higher":[119],"number":[120],"conversions":[122],"significantly":[124],"increasing":[125],"invitee\u2019s":[127],"likelihood":[128],"accept":[130],"referrals,":[131],"further":[134],"show":[135],"partially":[138],"due":[139],"selective":[141],"better":[143],"targeted":[144],"results":[147],"contribute":[148],"understanding":[151],"optimal":[154],"design":[155],"programs":[159],"provide":[161],"important":[162],"implications":[163],"for":[164],"designing":[165],"digital":[172],"world.":[173]},"counts_by_year":[{"year":2023,"cited_by_count":1},{"year":2022,"cited_by_count":1}],"updated_date":"2026-07-22T07:51:19.307946","created_date":"2025-10-10T00:00:00"}