Word-of-mouth marketing is recognized as a powerful route from long-tail sales to blockbuster, whether one is talking about the latest gourmet ice cream flavor or a Hollywood romantic comedy.

In the age of social media and online networking sites like Twitter and Facebook, the potential for spreading the word could mean the difference between consumers seeing a product as the best thing since sliced bread — or the most rotten of tomatoes.

John Carter & Paranormal Activity - Using social media to market movies

The power of using social media to market movies

Chong Oh, Assistant Professor of Computer Information Systems at Eastern Michigan University, in Ypsilanti, Michigan, has analyzed social media measures from the well-known microblogging site Twitter, and movie box-office data from boxofficemojo.com.

He found that not only does activity on Twitter, which is a surrogate for — or the online equivalent of — actual word-of-mouth (WOM) chatter, has a direct positive effect on how many people go to see a particular movie. Not surprising given its quarter of a billion global users. Moreover, he also demonstrated on the basis of this analysis that studio-generated content and online engagement with the putative audience has an indirect effect. His research is published in the International Journal of Information Systems and Change Management.

Fundamentally, Oh’s research shows, “The more a movie studio is willing to engage with its followers via social media, the more likely it is to have a higher WOM volume. This subsequently increases the likelihood of having a higher opening-weekend box office performance.”

Two case studies: John Carter & Paranormal Activity

Oh cites two very different outcomes with respect to two well-known movies. The first, John Carter, was a science fiction thriller released in 2012, that lost the studio $200 million and led to the resignation of its president.

By contrast, Paranormal Activity — a low-budget movie from 2009 shot in a week on a $15,000 budget — grossed $107 million at the box office.

These, of course, are stark outliers, there are many more, and most movies lie somewhere between these two extremes. For the marketing department, ensuring that their next movie is a Paranormal rather than a Carter is partly, according to Oh, now down to online word-of-mouth.

Simply having a presence (or profile) on social media is not sufficient. “The key activity of sending outgoing tweets in the seven days leading up to the release weekend was a good indicator that correlated to word-of-mouth volume buzz about the movie,” Oh reports.

(Article continues below ad)

He has some advice for movie marketers based on the findings from this research. “Social media represent an opportunity to reach an audience and establish relationships at a personal level that traditional advertising is not capable of achieving,” he explains. “Incentives to encourage more interactions such as competition or tweets from the movie’s cast members should go hand-in-hand with other advertisements to pump up word-of-mouth.” He also suggests the same approach to social marketing might have a similar impact in other areas, such as music sales

See books created by our team in the Myria shop!

About The Author

The Myria Editors

Myria, originally launched in 1998, strives to deliver more conversation, and less gossip. More intelligence, less eye-rolling. More acceptance, less judgment. And throughout the site: more needle, less haystack. Through life's ups, downs, and everything in between, we want to encourage you, support you, and help guide you. The team behind Myria understands that status updates and selfies never tell the whole story, and that we all have stuff to deal with, and that's nothing you need to hide here. Beyond "been there, done that" - every day, we're still there and still doing it. That's how we know: You've got this.

Original publication date: 23-May-2014

Leave a Reply

Your email address will not be published.

Pin It on Pinterest

Share This
Read previous post:
Face it: Instagram pictures with faces are most popular

Like them or not, 'selfies' aren't going away any time soon. In fact, Instagram pictures with faces are among the...