Managing consequential word of mouth involves using the insights provided by word-ofmouth
equity to maximize the return on marketing activities. By understanding the wordof-
mouth effects of the range of channels and messages employed and allocating marketing
activities accordingly, companies can equip consumers to spread marketing messages and
drive their reach and impact. In fact, McKinsey research shows that marketing-induced
consumer-to-consumer word of mouth generates more than twice the sales of paid
advertising in categories as diverse as skincare and mobile phones.