Working Papers

The Impact of Referral Coupons on Customer Behavior and Firm Revenues: Evidence from Field Experiments

Raghuram Iyengar and Young-Hoon Park

Aug 5, 2016

Inspired by the success of referral campaigns in the service industry, retailers have begun offering coupons redeemable by target customers and their friends. How well do they work? The evidence is surprising.

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