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• W1492799016 abstract "The purpose of this paper is to investigate the relationship between referring clients of professional services firms and rewards. An analytical model of referral strength is proposed and includes extrinsic and intrinsic rewards, importance of the reward and referral behaviour (talkers). The findings indicate that extrinsic rewards that are not important to a client can have a significantly negative impact on referral strength. Extrinsic rewards that are valued have a positive and significant indirect impact on talkers. Intrinsic rewards are significantlyassociated with positive word-of-mouth but do not influence the strength of referrals. The paper finishes with a discussion of the theoretical and practical implications of the findings." @default.
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• W1492799016 date "2008-01-01" @default.
• W1492799016 modified "2023-09-27" @default.
• W1492799016 title "The impact of extrinsic and intrinsic rewards on referral strength in a professional service context" @default.
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