Diffusion as an Integral Part of Innovation Strategy
The diffusion of innovation is the process by which new products are adopted (or not) by their intended audiences. It allows designers and marketers to examine why it is that some inferior products are successful when some superior products are not.
The idea of diffusion is not new; in fact it was originally examined by Gabriel Tarde, a French sociologist, in the 19th century. However, it wasn’t until the 1920s and 1930s that the phenomenon began to be investigated in depth by researchers.
One of the most significant early studies was conducted by Ryan and Gross in 1943. This solidified previous research into the adoption of seeds in agricultural communities and provided a strong basis for diffusion research in the future.
In his book, Diffusion of Innovations published in 1962, Everett Rogers, a sociology professor, provides a full framework for diffusion of innovation based on over 500 studies into the phenomenon in many different disciplines. Rogers’ text, to this day, provides the formal understanding on which modern research into the diffusion of innovation is based.
The Process for Diffusion of Innovation
Rogers’ draws on Ryan and Gross’s work to deliver a 5 stage process for the diffusion of innovation.
- Knowledge
The first step in the diffusion of innovation is knowledge. This is the point at which the would-be adopter is first exposed to the innovation itself. They do not have enough information to make a decision to purchase on and have not yet been sufficiently inspired to find out more.
As it was once said (by whom we’re not sure); “If the user can’t find it, it doesn’t exist.”
- Persuasion
Persuasion is the point at which the prospective adopter is open to the idea of purchase. They are actively seeking information which will inform their eventual decision.
This is the point at which marketers will be seeking to convey the benefits of the product in detail. There will be a conscious effort to sell the product to someone at this stage of the diffusion of innovation.
Eventually the would-be adopter must make a decision. They will weigh up the pros and cons of adoption and either accept the innovation or reject it.
It is worth noting that this is the most opaque part of the process. Rogers cites this as the most difficult phase on which to acquire intelligence. This is, at least in part, due to the fact that people do not make rational decisions in many instances. They make a decision based on their underlying perceptions and feelings and following the decision they attempt to rationalize that decision. Thus, obtaining an understanding of the decision making process is challenging the reasons given following a decision are not likely to be representative of the actual reasons that a decision was made.
- Implementation
Once a decision to adopt a product has been made the product will, in most cases, be used by the purchaser. This stage is when the adopter makes a decision as to whether or not the product is actually useful to them. They may also seek out further information to either support the use of the product or to better understand the product in context.
This phase is interesting because it suggests that designers and marketers alike need to consider the ownership process in detail. How can a user obtain useful information in the post-sale environment? The quality of the implementation experience is going to be determined, to a lesser or greater extent, by the ease of access to information and the quality of that information.
- Confirmation
This is the point at which the user evaluates their decision and decides whether they will keep using the product or abandon use of the product. This phase can only be ended by abandonment of a product otherwise it is continual. (For example, you may buy a new car today you are highly likely to keep using the car for a number of years – eventually, however, you will probably sell the car and buy a new one).
Diffusion and Adoption
It is worth noting that adoption is the process by which a user begins and continues to use a product; diffusion is a measure of the rate of adoption. It considers the relationship not just between any given user and a product but the relationship between all users, each other and the product.
Rogers’ diffusion studies offered some interesting advice for driving the rate of diffusion including:
Examining social networks (it’s worth noting that Rogers wasn’t talking about Facebook or LinkedIn here though the idea applies in a similar way in digital networks but rather “real life” social networks) and finding highly respected individuals and working with them to create desire for an innovation
- Determining a representative group of desired users and “injecting” the innovation into that group to gain positive feedback, case studies, etc. to help make the decision making process easier for other would-be early adopters
- Diffusion recognizes that adoption is not an isolated process but rather one which is influenced heavily by other members of the adoption cycle.
Failure of Diffusion
A product’s inability to spread over a market does not necessarily indicate that it has a fault. It might suggest that the product failed as a result of competition from other developments or simply due to ignorance or lack of information.
Las Molinas is a settlement in Peru that Rogers mentions. Disease was prevalent in this impoverished area. The villagers were ignorant of the link between personal hygiene and health.
Given that the locals had the means to invest in cleanliness, this should have been a simple problem to solve. To provide such assistance, a campaign crew showed up. They provided instruction on how to build and operate toilets, how to burn trash to keep it from contaminating clean materials, and how to boil water for drinking.
No problem, isn’t it? A success of the campaign, then? No. The locals were perplexed by the educational initiatives. For instance, many had the perception that only ill individuals need heated water. This led to a societal stigma around the intake of boiling water by healthy people.