Michael Haenlein and his co-authors analyzed the use of customers as micro-influencers to drive sales of everyday consumer products.
For years, celebrities have represented brands and helped sell their products. Today, consumer packaged goods (CPG) manufacturers are also investing in word-of-mouth programs and encouraging customers to market their products. But do these programs really help increase sales of consumer products?
This is the question that Michael Haenlein, professor of marketing at ESCP Europe, tried to answer with Florian Dost, professor at the University of Lancaster, Ulrike Phieler, PhD student at the European Viadrina University, and Barak Libai, professor at the Arison School of Business, in an article they published in the Journal of Marketing and in a managerial version published by the American Marketing Association.
