The Anatomy of Buzz: How to Create Word of Mouth Marketing

Often generated within the hive of the Internet, ""buzz"" has become essential to a product's success in today's fast-paced business environment. As Rosen (a former marketing executive for Niles Software) explains, in pre-Internet days a new product would appear in stores; consumers would buy it or not; and the company would then take however long it wished to evaluate the launch. Today, however, consumers immediately voice their views--on message boards, review sites, company sites, complaint sites, via e-mail or on their own Web site--and so have a strong and immediate influence on whether a launch succeeds. Covering the same territory as Seth Godin in Unleashing the Ideavirus (E-Publishing, Aug. 7), Rosen draws on his own experience with Niles Software's EndNote--a computer program that converts bibliographic annotations from one form to another--to offer an overview of the mechanics of buzz. Topics range from how to seed the market at the grassroots to how to tantalize with scarcity and mystery, to how to accelerate natural contagion. The concluding ""buzz workshop,"" complete with checklists and sidebars, is the most helpful, but marketers and inventors looking for concrete ideas may be disappointed by its brevity. Agent, Daniel Greenberg. (Oct.)