This paper studies two types of threshold-induced effects: a surge of new sign-ups around the time when the thresholds of group-buying deals are reached, and a stronger positive relation between the number of new sign-ups and the cumulative number of sign-ups before the thresholds are reached...

Sweepstakes and contests are an extremely common promotional strategy used by firms. The sweepstakes and contests often differ significantly in the design of reward structure. For example, in 1999, Godiva Chocolates conducted a sweepstakes where one box of chocolates contained a diamond...

This paper investigates the impact of various motivational tactics - tangible or intangible and selfish or altruistic - on online referral rates, utilizing a unique dataset matching a large-scale survey with an online field experiment. The authors develop an economic model of referral and derive...

This paper examines frequency loyalty programs in an asymmetric duopoly market where one firm has more service locations than the other. We have analyzed the empirical data from a quasi-field experiment in a duopoly gasoline market where the larger firm initially started a full-scale loyalty...