Social and attitudinal determinants of viral marketing dynamics

At this time of uncertainty, viral marketing is emerging as one of the most intriguing communication strategies, due to low cost and the results it obtains. However, the success of this kind of practice depends on a range of factors including what we explore and refer to in the present research as the individual’s “viral dynamics”. We thus propose a causal model in which viral dynamics is determined by the individual’s social capital and prior attitudes. Based on a survey of young adults, the authors test the effects of structural and relational capital as well as attitudes on viral dynamics. The results evidence that the individual’s connectedness in the email network does not impact viral dynamics, whereas the individual’s integration and relationship with the network and the attitudes towards viral messages prove critical to the individual involved in the receiving-forwarding process.

► Viral dynamics is determined by the individual’s social capital and prior attitudes.
► Connectedness in the email network does not impact viral dynamics.
► Integration in the email network favors receiving and forwarding messages.
► Close relationships encourage opening and forwarding messages.
► The attitudes towards viral messages are critical to opening-forwarding messages.