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ABSTRACT
The consumer purchasing journey has evolved. The current paper revisits the practitioner-led “Moments of Truth” model used by a number of successful multinationals (initially Procter & Gamble and subsequently Google). “Moments of Truth” (MOT) describe key instances of contact between a potential customer and a brand. The new model integrates variables such as shared brand experience and searchable electronic word of mouth (e-WOM). This short paper establishes the cycle of e-WOM influence as recommendations are shared and searched among digitally connected consumers, and explains how marketers can successfully manage these MOTs.
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