Consumer Generated: from Mayhem to Marketing

Why WOM is back on marketers’ agenda and how to make it work for their brands.

A 2004 Intelliseek study 1 (PDF) found that consumer–to-consumer recommendations—even online consumer postings to forums—carry a higher trust factor than virtually all other forms of advertising, including TV, radio and print. That did not come as a surprise to many long established businesses. In fact, one of them always understood the value of consumer recommendations; its entire sales strategy relies on turning customers into brand ambassadors and capitalising on their social networks to influence others to purchase. That company is Tupperware and it made a fortune by understanding word-of-mouth’s power 50 years ago. Since then, WOM has been reengineered as “Consumer Generated Marketing” and thanks to blogging, its persuasion power is making business media headlines again through a series of high profile customer relations disasters. Let’s review what the forces driving consumers’ propensity to whine back on marketers’ agenda are and how marketers could reclaim WOM to engage into productive conversations with consumers.

Read more at Global PR Blog Week 2.0