The effects of social distance on proposer's offer and responder's intention to accept in online referral bonuses programs under Chinese setting
Pages 318 - 325
Abstract
The referral bonuses program is one of the most effective ways to attract potential customers to attend online group-buy sites. This study tends to explore the underlying mechanism on why and how the social distance between a proposer and a responder influences the proposer's sharing behavior and responder's acceptance behavior. Drawing upon the ultimatum game theory as well as social norm and market norm literature, we design three experiments to investigate this problem. The results suggest that the proposers would like to share more to the socially closer people than the distant ones, and the responders are more likely to accept the referrals from their socially closer friends than the socially distant ones. Interestingly, the result also reveals that sharing amount deviates from the fair value when social distance is near rather than far. Theoretical and practical implications are discussed.
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Index Terms
- The effects of social distance on proposer's offer and responder's intention to accept in online referral bonuses programs under Chinese setting
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Published In
August 2012
357 pages
ISBN:9781450311977
DOI:10.1145/2346536
- General Chair:
- Robert J. Kauffman,
- Program Chairs:
- Martin Bichler,
- Hoong Chuin Lau,
- Yinping Yang,
- Christopher Yang
Copyright © 2012 ACM.
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- Singapore Management University: Singapore Management University
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Association for Computing Machinery
New York, NY, United States
Publication History
Published: 07 August 2012
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- Research-article
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ICEC '12
Sponsor:
- Singapore Management University
ICEC '12: Fourteenth International Conference on Electronic Commerce
August 7 - 8, 2012
Singapore, Singapore
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Overall Acceptance Rate 150 of 244 submissions, 61%
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