Key Words: Social media, word of mouth (WOM), consumer behaviour, business development.
INTRODUCTION
The Internet and especially social media have changed how consumers and marketers communicate. The Internet has distinct characteristics, such as:
- The ability to inexpensively store vast amounts of information at different virtual locations
- The availability of powerful and inexpensive means of searching, organizing, and disseminating such information
- Interactivity and the ability to provide information on demand
- The ability to serve as a transaction medium
- The ability to serve as a physical distribution medium for certain goods (e.g. software)
- Relatively low entry and establishment costs for sellers.
One of the advantages of internet is that it enables businesses to reach a worldwide customer population, so that customers can analyse, select, and purchase products and services from businesses around the world.
In particular, peer communication through social media, a new form of consumer socialization, has profound impacts on consumer decision making and thus marketing strategies. Consumer socialization theory predicts that communication among consumers affects their cognitive, affective, and behavioural attitudes. Social media, especially social networking sites, provide a virtual space for people to communicate through the Internet, which also might be an important agent of consumer socialization. With this research it provide insights to the social media literature and online consumer behaviour, in general, and merits and demerits of Social media on business, which are interesting for both academics and online marketing practitioners.
SOCIAL MEDIA
Social media provides numerous venues for consumers to share their views, preferences, or experiences with others about brand, as well as opportunities for make decision based on other consumer’s decisions. It allowed people to share their ideas (e.g. Twitter), or form connection (e.g., Linkedin). It is some of the most powerful ever devise. Consumers can be linked together easily and spread their favourite brand by sharing pictures, videos, blog. It has created opportunities for consumers as well as marketers who have made demands for new brands to help of comments and observation to be posted by others in the social media. It has brought into the mix a wide range of online, word of mouth (WOM) forums which now play important role in influencing consumers who are searching for a new brand and product. Extension of WOM on social media provides remarkable power of information for new market where each one of consumer can influence on the conversations with another in cyberspace.
Social media as an online interactive platform without any special and temporal restrictions, have changed the nature of the relationship between brands and customers, thus ultimately impact upon the consumer decision and behaviour. According to a fresh HT-MaRS Youth Survey 2013, 46% youth in India log onto the networking sites daily. With cheapest mobile phones (Rs. 2000 onwards) in the market allowing users to access social media websites, this trend is not surprising. Social media has gained huge popularity in last few years, especially among the youth. And the reason is simple, it’s powerful and a great fun at the same time. It brings the world at your disposal. Social networking has allowed people to connect with a larger world. From news and views to pictures and even ordinary updates about their daily life, people share everything on the social networking sites. However, the use of social media is growing for several reasons, especially because of its massive business potential. Companies are using social media for web marketing and creating a brand value. Nobody can deny the power of social media.
IMPORTANCE OF SOCIAL MEDIA IN BUSINESS DEVELOPMENT
Using social networking for marketing and promotion is the latest tool employed by almost all organizations – big or small – these days. Equipped with features such as share and like, social networking sites viz Facebook, Google+, Twitter allows you to showcase and promote your products and services to a huge number of target audiences. Social media marketing campaigns stand on building and developing a relationship and credibility, and connecting with your target audience. Humans being social animals always feel a natural need to socialize, share their feelings and stay connected.
The consumer as researcher: Social networking allows for the dissemination of a great deal of information about a company or product. This information isn’t limited to what your company alone puts out there, because many sites within a social media network are devoted to consumer-collected information. The increased availability has changed the common consumer into a researcher. Before making a purchase, the consumer can log on to a social media network and see what other people think about your products and how you handle customer service. The more information available, the more likely the consumer will make the buying choice that fits his or her needs -- and that might not be your company's goods if others have reported negative experiences.
A consumer’s loyalty: Being able to communicate directly with a brand representative online can increase a consumer’s loyalty to your company by establishing a personal connection that the consumer might not be able to achieve with other companies. Even when the consumer has a complaint, if your representative is professional, compassionate and understanding, much of the consumer’s anger can be abated. Although this is no different from a customer service worker operating in a store with an angry patron present, the online environment allows your company to take its time in formulating the best response and ensures consistency in responses to different consumers.
Consumer advertising: Word-of-mouth advertising has always been an important part of achieving sales for a company. No ad is as convincing as having someone you trust recommends a product or service. With social media, word-of-mouth advertising can go worldwide in an instant with a single message sent from a single consumer. With some networks, the consumer can communicate with thousands of people at the click of a button, easily spreading a message about your company. Of course, this has its drawbacks, as negative information is just as easily spread by this ultra version of word-of-mouth as positive information is.
Product research: One major change the Internet and smart phones brought to the business world was the ability for consumers to look up product reviews at home or while standing in a store. While businesses can't stop negative reviews, a study showed that 51 percent of online shoppers consider social media as a credible source for information while researching a product. By promoting products directly on social networks and by interacting with potential customers, businesses can turn these searchers into buyers.
Engaging consumers: Interacting with consumers on social networks engages potential customers and dramatically increases the likelihood of turning potential customers into actual buyers. A survey by research firm Chadwick Martin Bailey found that people were 51 percent more likely to buy from a company after engaging with it on Facebook and 67 percent more likely after following it on Twitter.
Addressing concerns: Beyond marketing and consumer engagement on social networks, other facets of online social media also allow businesses to influence consumer opinion. Some review websites such as Reseller Ratings allow businesses to post public replies to customer reviews, giving companies a chance to tell their side of negative experiences to mitigate readers' negative opinions. Some Web stores, such as Newegg, also allow product manufacturers to reply to customer reviews, addressing concerns or offering solutions while improving their public image.
Personal touch: While large corporations are trying to manage new market automation technologies, the small business may have a comparative advantage by using social media to reach out in a more intimate way to their customers. Christine Dugas writes in "USA Today" that local businesses use social media tools, such as Google alerts and customer relationship management, to solidify client loyalty. Small businesses often rely heavily on repeat business, and having a tool that can make communications easier and more convenient add value. This personal touch is lost by big corporations that are unable to develop such relationships.
Customer service: Social media allows two-way communication that also provides a permanent record. Small businesses can use it to gather intelligence on existing and potential customers, to build their brand or to enhance their reputation. New sales leads can be tracked and revisited, and news of your impeccable client service may well beat out the bigger competition. Developing social media relationships with your customers could prove the best marketing strategy you could have.
TYPES OF SOCIAL MEDIA
Facebook is frequently cited as the ideal first stop for businesses establishing a social-media presence. Facebook's enormous network, combined with its flexibility and simplicity of use, make it a good fit for most businesses.
Google+ has gained traction in the social-media world and offers unique benefits. Businesses with a Google+ presence enjoy increasingly favourable rankings in Google's search results as Google works to integrate the network throughout its products, and the platform's somewhat smaller size can create more intimate, tailored conversations with customers.
Twitter can be a useful platform for companies with a steady flow of news flashes or links to share with followers. For businesses with a regular stream of image and short video content, Instagram -- now owned by Facebook -- enables a visual style of storytelling and boasts a huge audience of users. Outside of these behemoths of social media, other platforms can offer marketing opportunities for the right type of businesses. Pinterest has a steadily growing, predominantly female user base for its visual, "scrapbooking"-style content; LinkedIn is popular among freelancers as a networking tool to find clients.
YouTube is a repository for podcasts and video clips, with a viewership of millions around the globe. And Blogs are online journals written by users, which can be influential in spreading news and information.
ADVANTAGES OF SOCIAL MEDIA FOR BUSINESS DEVELOPMENT
Social Media Marketing (SMM) along with Social Media Optimization aims at getting maximum web traffic and developing a mass appeal about company’s offerings. The popularity of social media sites like Facebook, Twitter, Google Plus, LinkedIn, etc. has simply gone up since the past few years. If you check the number of users over these sites, Facebook alone has around 1 billion users, whereas other sites like Twitter and Google Plus too are gearing up in terms of number of people using it. Owing to the massive amount of people present over these sites, the online marketers have started targeting these platforms to promote and market their businesses. Social-media marketing is an excellent way for businesses to broaden their exposure to the public at a much lower cost than traditional marketing.
The main advantage of social media marketing is cost-related. The majority of social media sites are free to access, create a profile and post information. The advantage of reaching your targeted market for little or no cash investment is substantial, and the audience wanting your information voluntarily joins or follows you.
1. To create cost effective strategies and campaigns that can create viral results.
2. It allows people from the different geographical location to meet at a single point and express their views.
3. To build loyalty and long-term relations with your audience
4. Generates enormous website traffic.
5. Provides brand recognition.
6. Increases your brand value.
7. Helps you get users’ feedback.
8. Gathers relevant information pertaining to trends and customers’ behaviour.
9. Builds healthy client-brand relationship.
10. Helps you know the reach and success of your existing and latest products.
11. Helps you keep an eye on social interaction to identify issues and nip them at bud.
12. Compelling and relevant content will grab the attention of potential customers and increase brand visibility.
13. It can be much cheaper than traditional advertising and promotional activities.
14. Social content can indirectly boost links to website content by appearing in universal search results, improving search traffic and online sales.
15. You can deliver improved customer service and respond effectively to feedback.
DISADVANTAGES OF SOCIAL MEDIA FOR BUSINESS DEVELOPMENT
While social media can be a powerful marketing tool, it's not entirely risk-free. Fans and followers are free to post their comments on these platforms, exposing your business to the possibility of negative publicity. A quick response can help minimize the damage from these comments, but it can't erase the criticism from your business's page or feed. Hackers pose another threat to businesses on social media: an attacker can take over a company's page or feed and share false information that can quickly go viral. Even large, respected businesses have fallen victim to hackers; small businesses need to take security precautions when creating passwords and sharing password information with employees. The major disadvantages include:
2. Using social media for marketing and advertising could be more time consuming than companies expect.
3. In order to get social media’s full effect, you need to understand how it works, when and how to use it and which channels to focus on depending on your end goal of using social media.
4. Social media can have a negative influence on worker productivity. Employees may waste valuable time using social media channels such as Facebook and Twitter. They can also use social media to attack the company’s reputation!
5. When social media is used excessively or in the wrong way, it could have serious detrimental outcomes on both mental and even physical health of individuals.
6. you will need to commit resources to managing your social media presence, responding to feedback and producing new content
7. it can be difficult to quantify the return on investment and the value of one channel over another
8. ineffective use - for example, using the network to push for sales without engaging with customers, or failing to respond to negative feedback - may damage your reputation
Social media marketing carries several risks. Unless you have someone check your social media accounts several times a day, dissatisfied customers or employees can publish negative comments that are not always removable. For example, every post on Twitter is public and you have no control over what people say. Bad news can go viral as easily as good news and can do your business irreparable harm. IT governance group the Information Systems Audit and Control Association released a report in June 2010 ranking viruses and malware, brand hijacking, lack of control over corporate content, unrealistic customer expectations and non-compliance with record management regulations as the top five risks of social media.
Even before the Internet, word of mouth played a major role in promoting products. With the popularity of social networks such as Facebook and Twitter, every person's word of mouth can now reach hundreds or thousands of followers a day. On these sites, businesses can interact directly with their most loyal buyers, and thereby expose an extended network of friends and acquaintances to products they may not have previously sought out. Social Media Marketing (SMM) along with Social Media Optimization aims at getting maximum web traffic and developing a mass appeal about company’s offerings. Social-media marketing is an excellent way for businesses to broaden their exposure to the public at a much lower cost than traditional marketing. However, it's not entirely risk-free. Fans and followers are free to post their comments on these platforms, exposing your business to the possibility of negative publicity. A quick response can help minimize the damage from these comments, but it can't erase the criticism from your business's page or feed. So nobody can deny the power of social media.
Research papers / reports
1. Beatriz Peña Acuña (2010) “The Power of Social Media Image”, Journal of Alternative Perspectives in the Social Sciences, Vol 2, No 1, 298-308
2. Dariene Fichter and Cheryl Avery (2012) “Strategic use of social media”, Journal of Money, Credit & Banking (Wiley-Blackwell)
3. Dehghani Milad, Abarde Homa Choubtarash and Nourani Salber (2013)“The impact of information cascade on consumer’s decision making in the frame of brand image within social media” , http://mmi.fem.sumdu.edu.ua/
4. Veikko Halttunen, Markus Makkonen, Lauri Frank and Pasi Tyrväinen, (2010) “Perspectives on Digital Content Markets: A Literature Review of Trends in Technologies, Business and Consumer Behaviour”, Article ID 498727, Communications of the IBIMA, 14 pages. DOI: 10.5171/2010.498727
5. Simona Vinerean, Iuliana Cetina, Luigi Dumitrescu2 & Mihai Tichindelean, (2013) “The Effects of Social Media Marketing on Online Consumer Behavior”, International Journal of Business and Management; Vol. 8, No. 14
Websites
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