The rapid penetration of the Internet and the prevalence of various social
media facilitated by new technologies provide new opportunities for how marketing
techniques are developed and refined. The creation of viral marketing has been driven
by technological innovations and cultural changes. Responding to marketing trends
and catering to consumers‘ psychological demands and behavioral changes, viral
marketing represents the latest online customer-centric marketing (Shukla, 2010).
Extending the advertising effects of word-of-mouth (WOM) communication and
Internet marketing, viral marketing has demonstrated considerable success and utility
in a promotional phase and development process of a product and/or service.
This study intends to illustrate the benefits and challenges of viral marketing.
The effects and concerns with the adoption of viral marketing are reinforced by
previous research and findings from marketer and consumer focus groups. This thesis
will contribute to building a theoretical and empirical foundation for viral marketing
research and professional practice.