Referrals between professional service providers
Industrial Marketing ManagementPublished 1 August 1987
Kent Wheiler
Citations54
SJR quartileQ1
SJR score2.62
SNIP1.96
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Abstract
An explanation is provided for referrals as the dominant source of information for buyers of professional services. Considering the importance of referrals as a source of information, several questions are raised regarding the criteria professionals use when making referrals. Finally, the results of a study are presented that provide answers to those questions.
Keywords
Social SciencesBusiness, Management and Accounting
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