We investigate a business-to-business context and ask <i>when</i> and <i>why</i> a firm should announce a "reference program" that commits the firm to facilitating the flow of information about the efficacy of its products from early adopters to potential late adopters. We model a monopolist manufacturer with...

Recent research has empirically characterized the buyer-seller relationship as dynamically evolving from one discrete state to another. Conventional wisdom would suggest that a customer in a higher relationship state that has a higher transaction value would also have greater lifetime value to...