Themes Vol. 5 No. 1 / 2013

Do Referral Programs Increase Profits?

Philipp Schmitt, Bernd Skiera and Christophe Van den Bulte

What’s Your Experience With … ? C2C Communication
Helps Sell Your Products

Mavis T. Adjei, Stephanie M. Noble and Charles H. Noble

pp. 12-17

Emotion and Virality:
What Makes Online Content Go Viral?

Jonah Berger and Katherine L. Milkman

pp. 18-23

Demystifying Disruption:
On the Hazard of Being Replaced by New Technology

Ashish Sood and Gerard J. Tellis

pp. 24-30

Line Extension Asymmetry:
Higher Quality Line Extensions Help, Lower Quality Extensions Do Only a Little Harm

Timothy B. Heath, Devon DelVecchio and Michael S. McCarthy

pp. 31-37

Gut Liking for the Ordinary:
How Product Design Features Help Predict Car Sales

Jan R. Landwehr, Aparna A. Labroo and Andreas Herrmann

pp. 38-43

Motivating Salespeople to Sell New Products: What Makes Them Try Harder to Spur on Sales?

Managerial Summary by GfK-MIR

pp. 44-48

Buy One, Get One Free: How Framing Sales Promotions Affects the Whole Shopping Basket

Managerial Summary by GfK-MIR

pp. 49-52