Critical States of Influence
in Social Media
Christopher S. Penn
Vice President, Marketing Technology
Who are we?
Who are we?
Hashtag
#critinf
@shiftcomm
What is influence?
streaming ethereal power
from the stars acting upon
character or destiny of men
AristotleTom Webster
Aristotle
Ethos
Pathos
Logos
Ethos
Pathos
Logos
Social Influence
Emotion
Logic / Reason
How does influence
work?
7
0 1
7
Bak-Tang-Wiesenfeld
Stages of influence
Compliance
Identification
Internalization
Compliance
Identification
Internalization
Action Taken
Belief Acceptance
Belief Change
Compliance
Identification
Internalization
Customer
Community
Evangelist
Compliance
Identification
Internalization
Customer
Community
Evangelist
SocialMedia
RESEARCH
CREATIVE
CONTENT EARNED	
  MEDIA ANALYTICS
MESSAGING
OWNED	
  MEDIA
PAID	
  MEDIA
MARKETING
How do you measure
influence?
Popular influence
measures
Klout
PeerIndex
Kred
Aristotle
Only ethos,
kids.
If these don’t work, why
do we use them?
Who did what you
wanted them to do?
Influence Armies
Find intersections of sandpiles
and get value to them
Methods of Influence
Cialdini’s practices work
at any level of influence
Liking
C
Reciprocity

Social Proof

Consistency
D
Authority

Scarcity

When influence
doesn’t work
Visit a website
Follow/Like socially
Subscribe to blog
Subscribe to email
Download eBook
Attend webinar
Already bought
something
6 Ways to Find
Influencers
Google Analytics
Marketing Automation
Facebook Apps
Email Analytics
Webmaster Tools
Webmaster Tools
Sales CRMs
How to handle your
influencers
Social Currency and Day Care
Separate Money and Social
Hashtag
#critinf
@shiftcomm
Discuss!
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Critical Influence in Social Media