The Science

Used Studies

The Ventranet relationship algorithm wasn’t built on gut feeling. It rests on peer-reviewed research from four scientific fields — memory and forgetting research, network and tie-strength sociology, communication and channel research, and empirical work on reciprocity and trust. In total, more than 60 scientific studies and specialist sources were reviewed.

Memory & forgetting research27
Network, tie-strength & sociology research19
Communication, channel & trust research21
Total scientific studies67
Plus: applied CRM / practice sources13
Total (incl. practice sources)80

Memory & Forgetting Research

27 studies

Basis for the exponential decay model, the “stability” parameters, half-lives, the spacing effect and the reactivation windows.

  1. Ebbinghaus, H. — On Memory: the classic forgetting curve (reprint)
  2. Murre, J. M. J. & Dros, J. (2015) — Replication and Analysis of Ebbinghaus’ Forgetting Curve, PLOS ONE
  3. Wixted, J. T. & Ebbesen, E. B. (1997) — Genuine power curves in forgetting
  4. Murre, J. M. J. & Chessa, A. G. (2011) — Power laws from averaging over individual exponential forgetting curves
  5. Wixted, J. T. (2004) — The psychology and neuroscience of forgetting
  6. Cepeda, N. J. et al. (2006) — Distributed practice / the spacing effect: a meta-analysis of 317 experiments
  7. Cepeda, N. J. et al. (2008) — Optimizing distributed practice (over 1,350 participants)
  8. Cepeda et al. (2008) — Spacing effects in learning (the temporal ridgeline)
  9. Bahrick, H. P. & Hall, L. K. (2005) — The importance of retrieval failures to long-term retention
  10. Bahrick, H. P. — Fifty years of memory for names and faces (the permastore)
  11. Maddox, G. B. et al. (2015) — Spacing and testing effects / retrieval difficulty
  12. Craik, F. I. M. & Tulving, E. — Depth of processing / levels-of-processing
  13. Peng, P. et al. (2024) — Levels of processing in immediate and delayed recognition
  14. McGaugh, J. L. (1996) — Emotional arousal and amygdala-mediated memory modulation
  15. Paré, D. (2023) — Emotional memory mechanisms (review)
  16. Phelps, E. A. & Sharot, T. (2008) — Emotion, vividness and subjective memory
  17. Hirst, W. & Phelps, E. A. (2016) — Flashbulb memories
  18. Pantelis, P. C. et al. (2008) — Distinctiveness and interference in face memory
  19. Kramer, R. S. S. (2021) — Forgetting newly learned faces (570 participants, first 24 hours)
  20. Paller, K. A. et al. (2003) — Person recognition and person-specific information
  21. MacKenzie, G. & Donaldson, D. I. (2016) — Person identification vs. face recognition
  22. Brédart, S. (2018) — The fragility of proper names in memory (review)
  23. James, L. E. et al. (2008) — Face–occupation vs. face–name associations
  24. Fogler, K. A. & James, L. E. (2010) — Learning descriptive vs. non-descriptive names
  25. Hamilton, L. J. & Krendl, A. C. (2023) — Social cognition and face–name memory
  26. Klein, S. B. et al. (2009) — The social functions of episodic memory
  27. Georgiou, A. et al. (2023) — Separating acquisition, retention and retrieval in memory

Additional consolidation research: Squire et al. (2015); “The Yin and Yang of memory consolidation”; time-dependent consolidation in distributed learning.

Network, Tie-Strength & Sociology Research

19 studies

Basis for the definition of relationship strength, the importance bands, Dunbar layers, the reactivation of dormant contacts and the value of weak and strong ties.

  1. Granovetter, M. S. (1973) — The Strength of Weak Ties, American Journal of Sociology
  2. Marsden, P. V. & Campbell, K. E. (2012) — Reflections on Conceptualizing and Measuring Tie Strength, Social Forces
  3. Marsden, P. V. & Campbell, K. E. (1984) — Measuring Tie Strength, Social Forces
  4. Levin, D. Z., Walter, J. & Murnighan, J. K. (2011) — Dormant Ties: The Value of Reconnecting
  5. Levin, Walter & Murnighan — How to Reconnect for Maximum Impact, MIT Sloan Management Review
  6. Roberts, S. G. B. & Dunbar, R. I. M. (2015) — Managing relationship decay
  7. Hill, R. A. & Dunbar, R. I. M. (2003) — Social network size in humans
  8. Miritello, G. et al. — Time as a limited resource: communication strategy in social networks
  9. Tamarit, I. et al. — Cognitive resource allocation and Dunbar circles
  10. Onnela, J.-P. et al. — Structure and tie strengths in mobile communication networks
  11. Aiello, L. M., Joglekar, S. & Quercia, D. — Multidimensional tie-strength analysis
  12. Mattie, H. et al. — Social network structure and relationship dynamics
  13. Burt, R. S. — Structural Holes (chapter)
  14. Wellman, B. & Wortley, S. (1990) — Different Strokes from Different Folks: Community Ties and Social Support
  15. Hall, J. A. & Baym, N. K. (2012) — Calling & texting: (hyper)coordination and friendship maintenance
  16. Tie-strength study — Science (2022): a weak-ties field experiment
  17. Scientific Reports (2023) — network and tie-strength analysis
  18. Dunbar layers — the fractal structure of social networks (arXiv)
  19. Relationship-maintenance study — Personal Relationships

Communication, Channel & Trust Research

21 studies

Basis for the interaction weights (like < comment < message < call < meeting), channel depth (DEPTH_RANK), reciprocity factors and the cross-channel sequence bonus.

  1. Daft, R. L. & Lengel, R. H. (1986) — Media Richness Theory, Management Science
  2. Dennis, A. R., Fuller, R. M. & Valacich, J. S. (2008) — Media Synchronicity Theory, MIS Quarterly
  3. Walther, J. B. (1996) — Computer-Mediated Communication / the Hyperpersonal Model
  4. Burke, M. & Kraut, R. E. — Communication and relationship strength on social platforms
  5. Scissors, L., Burke, M. & Wengrovitz, S. — What’s in a Like?
  6. Bos, N. et al. — Effects of four computer-mediated channels on trust development
  7. Kumar, A. & Epley, N. (2021) — It’s Surprisingly Nice to Hear You: voice and connection
  8. Schroeder, J., Kardas, M. & Epley, N. — The Humanizing Voice
  9. “They Like to Hear My Voice” — a voice-message study, MobileHCI 2020
  10. Channel Expansion Theory — an empirical test
  11. Social Information Processing Theory — Wiley SIP encyclopedia entry
  12. Social Presence — a review, JCMC
  13. Media Configurations — JCMC
  14. Social Presence — conceptualization
  15. Handshaking promotes deal-making — Harvard Business School
  16. Oxytocin & Trust
  17. Social bonding — a review
  18. Ambient Awareness — passive salience through social media
  19. Virtual Work Meetings
  20. Job interview / communication-mode meta-analysis — Journal of Organizational Behavior
  21. LinkedIn Trust Study

On the nonverbal / channel debate we also drew on the Lapakko critique, a SAGE reciprocity study and Cogent Engineering (2022).

Applied CRM & Practice Sources

13 sources

Not peer-reviewed, but used to calibrate the contact cadences and health scores in practice.

Gainsight (health-score models)ChurnZeroOracle (RFM documentation)RAIN GroupNFXApolloOutreachRework (cadence models)Pulse RevOpsARPEDIOVisible.vcFoundersuiteTomba

All figures are verified and deduplicated from the four foundational research reports (Memory, Tie Strength, Interaction Weights and Blueprint).