Marketing to online crowds requires new approach

Abstract crowd of social media account iconsCrowds have wisdom, so the theory goes. But new research suggests that wisdom is mostly focused on survival. It turns out than when we are in a crowded situation our brains are primed for information on safety. That makes logical sense of course and you can see the evolutionary advantage in such a situation.

However, a new study from the University of Kansas shows that this focus of our mental attitude also changes our reception to marketing messages. In a crowded retail situation it turned out, for example, that people were more receptive to a message that a toothpaste prevented cavities than a toothpaste that made teeth whiter.  Generally, a series of tests showed that people were more conservative in crowded settings and much less risk-taking.

For traditional, bricks-and-mortar retailers this is important. It means that sales could be increased by using advertising and promotions that are focused on safety or preventative notions. Anything that suggests some kind of risk should be avoided.

Online, it is also important. The kind of marketing message you might use on a sales page, read by just one individual at a time, can promote more risk-taking than when you promote the same product or service in a social media site, where people are in a more crowded situation.

The researchers are so confident in their findings they believe they can be transferred to a number of situations, including what kind of message a politician gives in a crowded rally compared with talking to you on the doorstep.

It all suggests that our messaging in business needs to be much more subtle than is often the case. Companies usually have a series of messages they want to get across, but this research suggests we need to take  into account the size of the audience when selecting such messages.


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Graham Jones
Graham Jones is an Internet Psychologist who studies the way people use the online world, in particular how people engage with businesses. He uses this knowledge to help companies improve their online connections to their customers and potential customers and offers consultancy, workshops, masterclasses and webinars. He also speaks regularly at conferences and business events. Graham is an award-winning writer and the author of 32 books, several of which are about various aspects of the Internet. For more information connect with me on Google+
Graham Jones


Graham Jones is an Internet Psychologist, professional speaker and author of 32 books who helps businesses understand the online behaviour of their customers
Take note Google, Facebook and the like. People don't like algorithms. "Public Attitudes Toward Computer Algorithms… - 22 mins ago
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