Word-of-mouth equity
A starting point has been to count the number of recommendations and dissuasions for a
given product. There’s an appealing power and simplicity to this approach, but also
a challenge: it’s difficult for marketers to account for variability in the power of different
kinds of word-of-mouth messages. After all, a consumer is significantly more likely to buy
a product as a result of a recommendation made by a family member than by a stranger.