Online consumer’s attachment mode in referral bonus program: An experimental study
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    Abstract:

    The purpose of this paper is to study the impact of online consumer’s attachment mode in referral bonus program which could expand companies’consumer resource by consumers’social relationship using so-cial networks. Based on attachment theory,the paper makes an online consumer classification,and uses experimental research methods to explore the referral behaviors of proposers and responders and the fairness of the bonus division scheme which is impacted by consumers’attachment mode. The research results reveal that the attachment avoidance negatively impacts the bid of proposers and adoption of responders; the attachment anxiety positively impacts the bid of proposers and adoption of responders. Aiming at the success of referral bonus program,companies should design the referral bonus program according to consumers’attachment modes.

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  • Online: April 17,2018
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