Professional Services Referrals: a Model of Information Acquisition
Richard F. Beltramini
(Associate professor of marketing and advertising at Arizona State University. He earned his Ph.D. from the University of Texas at Austin after working for Texas Instruments, Inc.)
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Abstract
Highlights the need for professionals who refer customers among themselves to acquire up‐to‐date information on specialists available in the area and their performance. Develops a model to assist with the understanding of this process. Discusses several managerial implications related to marketing referrals. Concludes that further investigations of the model are needed in other service markets.
Keywords
Citation
Beltramini, R.F. (1989), "Professional Services Referrals: a Model of Information Acquisition", Journal of Services Marketing, Vol. 3 No. 1, pp. 35-43. https://doi.org/10.1108/EUM0000000002480
Publisher
:MCB UP Ltd
Copyright © 1989, MCB UP Limited