Customer Referral Incentives and Social Media

Ilan Lobel, Evan Sadler, Lav R. Varshney
2015 Proceedings of the Sixteenth ACM Conference on Economics and Computation - EC '15  
We study how to optimally attract new customers using a referral program. Whenever a consumer makes a purchase, the firm gives her a link to share with friends, and every purchase coming through that link generates a referral payment. The firm chooses the referral payment function and consumers play an equilibrium in response. The optimal payment function is nonlinear and not necessarily monotonic in the number of successful referrals. If we approximate the optimal policy using a linear payment
more » ... ng a linear payment function, the approximation loss scales with the square root of the average consumer degree. Using a threshold payment, the approximation loss scales proportionally to the average consumer degree. Combining the two, using a linear payment function with a threshold bonus, we can achieve a constant bound on the approximation loss. * We thank IBM (OCR grant) for its support of this research project.
doi:10.1145/2764468.2764514 dblp:conf/sigecom/LobelSV15 fatcat:7efaf6wrlvbctawaes6c2yvzry