The notion that certain ideas spread like viruses is ingrained in everything from product marketing to political campaigning. It is also wrong, say researchers who have studied the spread of Facebook. They say that people are more likely to accept an idea that has been adopted by several social groups. The result has implications for anyone wanting to promote a message.
The theory that ideas can be 鈥渃ontagious鈥� is an old one. In 1884, for example, US senators attacked companies that colluded to keep prices high, claiming that the practice had .
Biological research has since deepened the analogy. When a disease spreads, the chances of a person becoming infected increase with the number of carriers they are exposed to. The same rule 鈥� that a person will adopt an idea if exposed to enough people who believe it 鈥� underpins 鈥渆ssentially all current models鈥� of idea spread, say and at Cornell University in Ithaca, New York.
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鈥淭here鈥檚 definitely a strong intuition that the number of exposures to the message is a key,鈥� says Ugander. 鈥淭his is certainly true for biological contagion. Our findings suggest that social contagion is different.鈥�
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To study contagion, Ugander and Kleinberg teamed up with Cameron Marlow and Lars Backstrom, 鈥渋n-house鈥� sociologists at Facebook. They examined data from Facebook users who uploaded a list of their email contacts to the network. When a user uploads this list, Facebook offers to send email invites to contacts who are not already on the network. The email lists other Facebook users who have the invitee鈥檚 address in their contact list.
If this list is long enough, contagion theory predicts that the person should accept the invite, since many of their friends are already 鈥渋nfected鈥� with Facebook. But after studying more than 50 million invites, Ugander and colleagues found that size did not matter. More important than the length of the list was the number of different social groups it covered. For example, if all the people on a four-person list came from different social groups, the likelihood of the invitee signing up was more than twice that of when all four people belonged to the same group.
The team found the same effect at work when they studied the use of Facebook. New recruits were more likely to become active users 鈥� defined as visiting the site on at least six days out of seven 鈥� if their Facebook friends come from several distinct social groups. If the results hold true in other contexts, messaging techniques may have to be rethought.
鈥淥ur findings suggest that people are much more likely to purchase a book if they are told that both a co-worker and family member have purchased it, rather than two co-workers or two family members,鈥� says Ugander. 鈥淧ublic health interventions may also benefit from approaching people from multiple angles.
鈥淲hen trying to change how people think about things like exercise or nutrition, it may be better to structure messages in such a way that people receive the information in diverse contexts.鈥�
鈥淭hese results have practical implications for marketers and others who seek to amplify their messages via social referrals,鈥� says Duncan Watts at Yahoo Research in New York. 鈥淢oreover, the paper is a striking example of empirical social science that would have been impossible to perform until a few years ago. Even today it is arguably impossible anywhere but at Facebook.鈥�
Journal reference: , DOI: 10.1073/pnas.1116502109
