A six-item unipolar scale measuring the negative psychological states associated with referring a friend or acquaintance for a commercial service or incentive programme. Items tap feelings of selfishness, guilt, deceitfulness, discomfort, sneakiness, and inner conflict arising from the act of referral — capturing the psychological cost dimension that moderates whether consumers engage in prosocial referral behaviour. The scale reflects the tension between financial incentives and social norms of authenticity in referral marketing.
Gershon, Rachel, Cynthia Cryder, and Leslie K. John (2020). Why prosocial referral incentives work: The interplay of reputational benefits and action costs. Journal of Marketing Research, 57(1), 156–172.
Free access to 2023+ psychometric scales at PsychScales