How Networks Shape the Spread of Information

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Viral Marketing and How to Craft Contagious Content

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University of Pennsylvania

Viral Marketing and How to Craft Contagious Content

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Ever wondered why some things become popular, and other don't? Why some products becomes hits while others flop? Why some ideas take off while others languish? What are the key ideas behind viral marketing? This course explains how things catch on and helps you apply these ideas to be more effective at marketing your ideas, brands, or products. You'll learn how to make ideas stick, how to increase your influence, how to generate more word of mouth, and how to use the power of social networks to spread information and influence. Drawing on principles from his best-selling book, "Contagious: Why Things Catch On," Professor Jonah Berger illustrates successful strategies for you to use buzz to create virality so that your campaigns become more shareable on social media and elsewhere. By the end of this course, you'll have a better understanding of how to craft contagious content, build stickier messages, and get any product, idea, or behavior to catch on.

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Social Networks

In this module, you'll learn what social networks are, and how they shape the spread of information and influence. How the patterns of social ties between people determine what we do, and what catches on. How people we’ve never even met can influence our tastes and preferences. You’ll learn about how strong and weak ties help get people jobs, and whether to concentrate or spread out marketing resources when launching a new product. By the end of this module, you'll not only be able to analyze the success of popular products, ideas, and services, but also apply these insights to make your own stuff more likely to catch on.

How Social Networks Spread Information and Influence1:53

What are Social Networks?6:25

How Networks Shape the Spread of Information5:04

Sprinkler vs. Waterfall Strategies3:35

Social Ties and Active Sharing5:26

Course Conclusion0:52

Conheça os instrutores

Jonah Berger
Associate Professor of Marketing
The Wharton School

Let's begin to think about how networks shape the spread of information and

influence.

People often talk about network effects, but

network effects are slightly different than social networks.

What network effects mean is that a product or service is more valuable,

the more other people that are doing it.

So take, for example, a fax machine.

If you were the first person to buy a fax machine,

it probably wasn't very useful cuz there is no one else to send a fax to.

In fact, even if there were 100 people using a fax machine,

it's still not very useful.

Unless those 100 people were people that you knew well and

were the ones you wanted to send a fax, it wasn't very helpful.

And so the value of the fax machine depends on the number of other

people using it.

The same with eBay for example.

eBay and other services marketplaces where buyers and

sellers come to meet are the more useful, the more people that are there.

Does this help or hurt diffusion?

Well, at the beginning, it often hurts.

At the beginning of a fax machine, it's hard to get it off the ground,

to get it to catch on, because no one wants to be the first person to buy it.

Who wants to be the first person or even the 100th person on Facebook?

If no one else is there, it's not very valuable.

So, at the beginning, network effects often slow diffusion, but later on,

they can actually speed it up because once enough people are in there,

once enough people are doing something, it'll catch on even faster.

Slow at the beginning, but helping later on.

But even beyond the number of others, the pattern of social ties matters as well.

As we've started to talk about, social ties are the bridges that help us get

information and influence off an island.

Imagine, for example, that you live in Singapore and

you wanna get a new product to catch on in the US.

You share that information with someone you know in the US, that'll help.

But what if you don't know anybody in the US?

Well, you might go to one of your friends who knows somebody in the US and

try to use them to help spread the word.

That particular friend, or

the few friends you might have that know someone in the US, will be very useful.

But what if instead you wanna get that information to someone in London?

Well, there, there might be a different set of of people in your social network

that know someone in London and will help the information get there.

It's not just about how popular those people are, or how many friends they have,

position matters as well.

Does that specific person happen to know someone else in the social network

that can get your information there?

It's a little bit like bridges between different disconnected islands.

Cars can cross the different bridges, but only certain cars can go over those

bridges, and if there's no bridge between two islands, it's going to be difficult

for the information and the influence to cross over.

You can see this concretely when you look at smoking over time.

Over the number of years,

smoking has been decreasing in its prevalence around the world.

And when researchers looked at people stopping smoking,

they found that it tended to happen in clusters.

If you take a picture of a social network and you look at the number of smokers,

it wasn't just that individual smokers stopped smoking.

Whole clusters of people stopped smoking at similar points in time.

If one friend stopped,

other people that were connected to them became more likely to stop.

Smokers moved to the periphery of the network, and there were three degrees of

influence, as we discussed at the beginning of this section.

People are not only influenced by people they knew, but

by others they knew who knew others who knew others, and so on.

And so influence can spread through a network,

not just from one person to the other.

One great example of this was a study that was done a number of years ago called

the Small World study.

It was done in the early 60s and

researchers were interested in seeing whether information could go from any

person in the world to any other person in the world.

They sent people a number of packages, people who lived in Nebraska and Kansas.

And they asked them to get that package to Boston.

If they knew someone, the person that received the package who lived in Boston,

they could send to that person directly.

But if they didn't know someone, they were supposed to send it to whomever they knew

who could get the package there as quickly as possible.

Any friend or relative who might speed the package along its way.

And the researcher wondered, well, would any of the packages get there?

And if so, how long would it take?

Well, it turned out that many of the package didn't reach their destination.

It's hard to know whether people weren't motivated to share them or

they just didn't know someone.

But those that did took about five or six hops, and

that's where we get the famous phrase, six degrees of separation.

Given the number of friends that people have though, why were there so

many degrees of separation?

You can imagine, well, if each person has 100 friends, and each of those friends has

100 friends, and so on, that number should get very big very quickly.

It should take less than six ties to get that package to its destination.

So why was it so slow?

Well there are two key reasons, the first we talked about previously is homophily,

people tend to be friends with similar others.

But what that means is that they tend to be friends with a lot of their

friends' friends.

Well you may have 100 friends, and your friend may have 100 friends,

some of their friends are the same as your friends.

The number of ties don't just multiply.

It takes longer for things to get from one side of the world to the other.

And the second is that we don't always know the fastest route.

Just like we talked about previously,

it's not easy necessarily to know what our network looks like.

That in part is the power of social media.

Now social media technologies like LinkedIn can tell us who we know who works

at a company, or the fastest path to get that information there.

It becomes much faster to reach particular individuals.

But importantly, 48% of completed chains went through three people.

You might wonder, who are these people?

Are they more infuential or not?

If we had a new product,

should we target these people in terms of getting that product to catch on?

And that's what we'll talk about next.

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