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Customer Referral Reward-Brand-Fit : A Schema Congruity Perspective

Title data

Stumpf, Christian ; Baum, Matthias:
Customer Referral Reward-Brand-Fit : A Schema Congruity Perspective.
In: Psychology & Marketing. Vol. 33 (2016) Issue 7 . - pp. 542-558.
ISSN 1520-6793
DOI: https://doi.org/10.1002/mar.20896

Abstract in another language

Customer referral programs (CRPs) are widely applied as an effective means to stimulate word‐of‐mouth. While previous research mainly focuses on CRPs’ impact of acquiring new customers, this study introduces referral programs as a strategic brand management tool. In doing so, this article emphasizes what has been largely neglected by scholars: A “recommenders‐perspective.” Guided by two competing theoretical perspectives, this article proposes that the perceived congruity between a reward and the recommended brand is an essential driver of referral program performance outcomes. The results show that rewards that conform to the image of the recommended brand yield more favorable reward attractiveness perceptions. Furthermore, the authors show that reward attractiveness perceptions inevitably affect the brand customers are asked to recommend in exchange for receiving this reward. The research reported here extends the literature on judgmental evaluations resulting from schema‐based processing and provides novel insights into the design of CRPs.

Further data

Item Type: Article in a journal
Refereed: Yes
Institutions of the University: Faculties > Faculty of Law, Business and Economics > Department of Business Administration
Faculties
Faculties > Faculty of Law, Business and Economics
Faculties > Faculty of Law, Business and Economics > Department of Business Administration > Chair Business Administration XVI > Chair Business Administration XVI - Univ.-Prof. Dr. Matthias Baum
Result of work at the UBT: No
DDC Subjects: 300 Social sciences > 330 Economics
Date Deposited: 06 Apr 2020 08:32
Last Modified: 10 Aug 2020 10:13
URI: https://eref.uni-bayreuth.de/id/eprint/54798