Wave 6 - The Business of Social

THE BUSINESS
OF SOCIAL
Social media tracker 2012

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3
Contents
Executive summary
What is Wave?
The continuing story of Wave
Social movements
Will data privacy slow social?
The Business Of Social
Connecting with social experiences
The impact: Summary
What does this mean for your business?
About this report
5
7
9
15
27
43
55
67
71
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The business of social | Social media tracker 2012

5
Executive Summary
The story so far in social networking has been the incredible growth in the numbers of people using
them. But Wave 6 shows that in the future the biggest impact will come from the increasing amount
of time people are spending on them. Social networks are now legitimate rivals to all forms of media
and will continue to have a huge effect on online consumption in particular.
Consumers are continuing to move away from increasingly siloed brand websites, viewing it as a one
dimensional experience compared to that offered by social media. Brands will need to reach out to
consumers in the social spaces if they are to connect online.
Attachment to social networks is stronger than ever, with over 40% of people saying they are worried
about missing out if they don’t visit their social network. As a result users are fully prepared to share
their data in return for the benefits they bring.
Social experiences deliver very clear value to brands. Understanding the social experiences the
consumer wants AND which of these experiences deliver the brand’s marketing objectives is the key
to unlocking this value. This is an important part of making social media a legitimate platform for
brand development.
Despite the reluctance of many companies to discuss problems, particularly in social media, our
research has shown that actually responding to a customer’s issues is one of the most powerful social
experiences a brand can deliver. In the future social CRM should be a fundamental part of any brand’s
communication strategy.
The consumer has many devices through which they can interact with a brand digitally but not all of
these devices are a suitable environment for every experience. Tablets and smartphones, for example,
have very different strengths. Marrying the right experience to the right device is key to creating a
compelling social strategy.
This report is a brief snapshot of the insight available. You will find contact details if you require further
information at the end of this report.

7
What is Wave?
Wave is a social media study.
Wave has retained the same methodology from Wave 1 to Wave 6, enabling comparison across
Waves.
All research is conducted by the EMEA Research team in collaboration with the UM network of
agencies.
The survey is carried out using UM’s in-house research system, Intuition.
We have surveyed 41,738 16-54 Active Internet Users in 62 countries.
All surveys are self-completed and the data collected is purely quantitative.
Why the Active Internet User?
Active Internet Users are those that use the internet every day or every other day.
Social media is driven by Active Internet Users.
They drive adoption of platforms and tools and they will determine which tools and platforms
become dominant.

September 2003: LaunchAugust 2003: Launch
January 2003: Launch
June 2003: Launch
March 2002: Launch
December 2004: Launch
August 2005: Google acquire Android
December 2005: Launch
May 2003: Launch
October 1999: Launch
February 2004: Launch
July 2006: Launch
September 2006: Facebook is opened to everyone
January 2007: iPhone launch
September 2008:
First Android phone launch
April 2005: First video uploaded to Youtube
March 2005: Yahoo acquire Flickr
February 2006: Founded
There are now more than 3.6Bn images on Flickr
June 2009: Launch
February 2010:
Facebook Mobile - 100M users
August 2010: Groupon is the
fastest growing company of all time
December 2010: 100M users
just 2.5 months after launch
September 2011:
QQ IM - over
700M active users
October 2010: “The Social Network” film released
April 2010: iPad released
July 2010: 100M check-ins
August 2009: Xiaonei becomes RenRen
June 2011: Launch
March 2011:
100M members
April 2011:
Valued at over £3Bn
December 2011:
Over 845M active users
June 2011:
Over 200M tweets a day
March 2009: Launch
August 2008:
Over 100M users
March 2007: Launch
April 2008:
Facebook overtakes
MySpace in popularity
15 countries
7,500 respondents
29 countries
17,000 respondents
54 countries
37,600 respondents
62 countries
42,000 respondents
21 countries
10,000 respondents
38 countries
23,200 respondents
TEXTUAL
INFLUENTIAL
VISUAL
BUSINESS
SOCIAL
Delicious
MOTIVATIONAL
THE BUSINESS
OF SOCIAL
Social media tracker 2012

9
The continuing story of Wave
In 2006, UM embarked on a project to measure the scale and impact of social media across the globe
and to explore the changes occurring in communication technologies. To date, we have surveyed more
than 136,000 Active Internet Users across 64 countries.
Over the course of this project Wave has taught us that growth in social media is unprecedented.
However, the real story has not just been one of growth but also of evolution. In a few short years social
media has made content creators, sharers and influencers of us all.
Wave 1 (2006): demonstrated that social media was living up to the hype. There was a large and
active community communicating online.
Wave 2 (2007): showed how social media moved from a text-based medium of bloggers and
posters to a fully audio visual one full of content creators and sharers.
Wave 3 (2008): charted the democratisation of influence, how social media was driving greater
means and opportunity for consumers to influence their peers.
Wave 4 (2009): examined the reasons behind the huge growth in social media by understanding
the motivations to use different social media platforms. It showed that consumers engage with a
platform because it meets specific consumer needs and all platforms meet these needs differently.
Wave 5 (2010): told us that there was huge demand for social interaction with brands. However,
the nature and depth of this interaction varied wildly from person to person and category to
category. But those brands that could create the right experience benefited enormously, driving
brand loyalty, endorsement and sales.

The expanding Wave universe
41,738
RESPONDENTS
62
COUNTRIES

11
Australia
China
France
Germany
Italy
Philippines
Russia
South Korea
Spain
UK
US
WAVE 1
Australia
Brazil
China
France
Germany
Greece
India
Italy
Japan
Malaysia
Mexico
Pakistan
Philippines
Russia
Singapore
South Korea
Spain
Taiwan
Thailand
UK
US
WAVE 2
Australia
Austria
Brazil
Canada
China
Czech Republic
Denmark
France
Germany
Greece
Hong Kong
Hungary
India
Italy
Japan
Korea
Mexico
Netherlands
Pakistan
Philippines
Poland
Romania
Russia
Spain
Switzerland
Taiwan
Turkey
UK
US
WAVE 3
Australia
Austria
Belgium
Brazil
Canada
China
Colombia
Czech Republic
Denmark
Ecuador
Finland
France
Germany
Hong Kong
Hungary
India
Italy
Japan
Latvia
Lithuania
Malaysia
Mexico
Netherlands
Norway
Peru
Philippines
Poland
Portugal
Romania
Russia
Singapore
South Africa
South Korea
Spain
Sweden
Turkey
UK
US
WAVE 4
Algeria
Argentina
Australia
Austria
Bahrain
Belgium
Brazil
Canada
Chile
China
Colombia
Czech Republic
Denmark
Ecuador
Egypt
Estonia
France
Germany
Hong Kong
Hungary
India
Italy
Ireland (ROI)
Japan
KSA
Kuwait
Latvia
Lebanon
Lithuania
Malaysia
Mexico
Netherlands
Norway
Oman
Philippines
Poland
Portugal
Qatar
Romania
Russia
Serbia
Singapore
Slovakia
South Africa
South Korea
Spain
Sweden
Taiwan
Thailand
Tunisia
Turkey
UAE
UK
Ukraine
US
WAVE 5 Algeria
Argentina
Australia
Austria
Bahrain
Belgium
Brazil
Canada
Chile
China
Colombia
Croatia
Czech Republic
Denmark
Ecuador
Egypt
Estonia
France
Finland
Germany
Greece
Hong Kong
Hungary
India
Italy
Ireland (ROI)
Japan
KSA
Kuwait
Latvia
Lebanon
Lithuania
Malaysia
Mexico
Netherlands
Norway
Oman
Philippines
Poland
Portugal
Puerto Rico
Qatar
Romania
Russia
Serbia
Singapore
Slovakia
South Africa
South Korea
Spain
Sweden
Switzerland
Taiwan
Thailand
Tunisia
Turkey
UAE
UK
Ukraine
US
Vietnam
WAVE 6

13
Welcome to Wave 6 -
The Business of Social
Social media remains at the top of the agenda for many brands. However, it is clear that as a medium
for marketers it’s still very much in its infancy. Popular measures of success, such as “Likes”, posts or
Tweets, are no more than proxies for other more meaningful brand objectives. In fact, by definition,
setting these goals suggests you may have already confined yourself to creating a one-dimensional
social experience.
Perhaps this is one reason why so many social media strategies look the same, using familiar platforms
in familiar ways to achieve similar goals. With Wave 6 we intend to address this challenge. Wave 5 –
The Socialisation Of Brands told us that people want vastly differing social relationships with brands.
Wave 6 – The Business Of Social tells us what these social relationships can deliver for brands.
Do they make people want to spend more time with the brand, do they make them feel valued as
customers, or do they encourage people to recommend the brand to others?
Our research has revealed a deeply complex environment where different social experiences meet
different marketing objectives. An experience that drives brand advocacy in one category simply
creates awareness in another. An experience that encourages brand participation for one person does
very little for someone else. Knowing the value of an experience means we can build a social media
strategy designed to meet a marketing objective, rather than starting with how to exploit an existing
social platform.
We believe this knowledge is vital if we are to make social media a legitimate platform for the
development of brands.

Wave 6 - The Business of Social

65.2%
GLOBAL
61.4%51.4%45.1%
Wave 6Wave 5
Wave 4
Wave 3
Growth in social networking
has slowed
FIGURE 1:
“Thinking about the internet, which of the following have you done in the last 6 months?
- Manage a profile on an existing social network (eg: facebook.com)”

17
U.S.A.
48.3%33.1% 64.5%58.1%
CHINA
51.4%47.4% 68.9%68.4%
BRAZIL
74.5%63.6% 74.3%53.9%
RUSSIA
66.1%64.8% 77.1%79.8%
U.K.
53.4% 58.6% 62.9%55.5%
SPAIN
59.6%55.5%46.2%29.9%
GERMANY
27.2% 53.1%37.8%36.6%
ITALY
34.4% 61.2%53.9%24%
INDIA
62.8%51.4% 67.1%72.5%
FRANCE
43.4%26.3% 53.5%53.2%
Wave
43 65

But as profile creation begins to
plateau, active management still
grows
The social network is beginning to reach a plateau amongst the active internet universe (see Figure
2). As a result, we are going to see growth at a much slower rate from now on. This will naturally put
pressure on Facebook as it IPOs. Investors will expect a return on their investment and the growth of
the platform will be a key performance indicator. Facebook will need to find ways to get consumers to
spend more time with them and further commercialise their services.
It is clear however, that active management of a social network profile is continuing to rise (see Figure
2) and time spent on a social networking site will continue to grow, at the expense of other platforms
(see Figures 3 & 5).

19
49%
Upload a video
to a video
sharing site
Watch video
clips online
Create
a profile
Manage
a profile
Visit a friend’s
social network
page
Wave 1 Wave 2 Wave 3 Wave 4 Wave 5 Wave 6
49%
75%
77%
81%
88%
FIGURE 2:
“Thinking about the internet, which of the following have you ever done?”

But people are spending more
time than ever on social networks
Television
Radio
Magazines
Newspapers
Internet
Email
Social networks
Microblogging sites
Mobile phone
Blogs
Video sites
Everyone 16 - 24 year olds
10
9
7
6
6
13
7
9
7
10
6
7
6
4
5
13
7
7
6
8
5
6
FIGURE 3:
“Approximately how
much time did you
spend consuming the
following media in the
last 7 days?” Hours per
week

21
And the number of social
contacts continues to grow
FIGURE 4:
“Approximately how many people do you stay in contact with in your personal life through the following means?”
0
10
20
30
40
50
60
70
80
Wave 3
2008
Wave 4
2009
Wave 5
2010
Wave 6
2011
Averagenumberofpeople
SMS
Social network
Instant messenger
Forum/Message board
My personal blog
Phone
Email
Face to face
Text message (SMS)
Post/Letter
i
m

23
2010 may prove to be the peak
for many other social platforms
FIGURE 5:
“Thinking about the internet, which of the following have you ever done?”
2010 may have been the high point for many social platforms. Growth in some activities, like blog
reading and creation, has stagnated (see Figure 5). In others, like starting a topic on a forum or visiting
a photo website, we are seeing a marked decrease.
90%
80%
70%
60%
50%
40%
30%
20%
Wave 1
2006
%Everdone
Wave 2
2007
Wave 3
2008
Wave 4
2009
Wave 5
2010
Wave 6
2011
Read blog/weblogs
Start my own
blog/weblogs
Visit a photo sharing
website
Use instant messenger
Visit a message
board/forum
Started a topic on a
message board/forum

But Microblogging is still rising
although yet to be universally
adopted
FIGURE 6:
“Thinking about using the internet, which of the
following have you used in the past 6 months?
– Used a microblogging service (e.g. Twitter, Jaiku)”
Since Wave started in 2006 we have tracked the
growth of many emerging technologies and we
often see vast differences in the rate by country.
Microblogs, e.g. Twitter, fit the typical profile of an
emergent social media. Small faltering steps as
the platform begins to grow and then suddenly
the event horizon is reached and they burst into
life drawing in huge numbers of participants.
What is different about microblogging though is
that the Chinese active internet universe is leading
the way with a penetration of 71.5%. Chinese
microbloggers are a highly vocal and active
community. They are more likely to be highly
educated and well paid, viewing microblogging
as a tool for self expression (49% in China vs. 32%
globally) and sharing experiences (46% in China
vs. 30% globally). It’s no wonder then that in a
few short years using sites like Sina Weibo, Sohu.
com and Tencent microblogging have reached
mass penetration. Clearly the microblogging
platform is becoming a highly influential form of
media, explaining why the Chinese government is
becoming so heavily involved through new rules
of use and the launch of it’s own platform.
GLOBAL
42.9%33.2%14.9%
Wave 6
Wave 5
Wave
4

25
U.S.A.
8.5% 22.1%18.8%
CHINA
26.3% 71.5%53.1%
BRAZIL
43.9% 47.6%13.4%
RUSSIA
14.2% 25.8%19.9%
ITALY
9.4% 17.7%11.1%
INDIA
24.4% 42.9%45.5%
FRANCE
4.1% 12.2%8.8%
Wave
4 65
U.K.
19.3% 62.9%6.4%
SPAIN
24.8%19.1%11.5%
GERMANY
15.9%7.7%6.2%

WILL DATA
PRIVACY
SLOW
SOCIAL?

Wave 4
2009
Wave 5
2010
Wave 6
2011
65%
70%
60%
55%
50%
I am concerned about
the amount of personal
data that goes online
%Agree
Wave 4
2009
Wave 5
2010
Wave 6
2011
45%
50%
55%
40%
35%
30%
Social networking sites
(eg: facebook.com)
are an integral part of
social life
I worry about
missing out on
something if I don’t
visit my social network
%Agree
FIGURE 7:
“Please indicate how much you agree (definitely or tend
to) with the statement [I am concerned about the amount
of personal data that goes online]”
FIGURE 8:
“Please indicate how much you agree (definitely or tend
to) with the statements [I worry about missing out on
something if I don’t visit my social network] & [Social
networking sites are an integral part of my social life]”

29
Concern rises but so does
attachment to social networks
Currently, one of the most valuable commodities that a social business can own is data. Many are
commercialising their platforms by delivering targeted advertising based on a user’s data and
preferences. This has driven much discussion over the privacy policies of both Google and Facebook
in the last 12 months and the knock-on effect is a rise in the concern amongst users (see Figure 7).
However, despite this concern, it’s clear that social media is becoming an increasingly important
facet of social life. We see a huge rise in the number of people saying that the social networks are
fundamental to their social life (see Figure 8).
Our research shows that concern about sharing personal data online is real and building. However, this
concern goes hand in hand with the growing importance that social networks are now playing in users
lives. People are sharing as much data as ever before, be this photos, videos or simply updating their
profile or status (see Figure 9). So it is clear that users are aware that they are sharing data and, while
this is a concern, the perceived benefits brought are too strong or outweigh the risks .

Make
contacts
for work/
professional
reasons
Removed
someone
from my
friend list
Join an
interest
group
or cause
Upload
videos
Write a
blog
Affiliate
with or
become a
fan of a
brand
Shared
your
location
Purchased
something
Organise
events
DatingJoin a
celebrity
group
19% 19% 21% 21%
27%
29% 30% 30% 31%
38% 38%
And people are still sharing
personal data
Updating your profile (62% globally) and status (52% globally) is a fundamental part of the social
networking experience (see Figure 9). Also uploading your own content is continuing at high levels.
FIGURE 9:
“What have you done with your social networking profile?, amongst those who have used a social network in the past 6
months”

31
Update my
profile
Upload
photos
Find old
friends
Update my
status
Find new
friends
Used live
chat
Used a
“like”
button
Play
games
Join a
group
Display my
interests
Message
friends
43% 44% 44%
47% 47%
49%
52%
59% 59%
62%
64%

Sharing personal data is an
accepted risk
FIGURE 10:
“Please indicate how much you agree (definitely or tend to) with the statements [I worry about missing out on something if I
don’t visit my social network] vs. [I am concerned about the amount of personal data that goes online]” amongst those who
have created a profile on a new social network. - Size of bubble represents size of audience
Russia
Germany France Italy
Turkey
35%
40%
45%
50%
55%
60%
65%
70%
75%
50% 55% 60%
%agreesocialnetworkingisanintegralpartofmysociallife
% agree concerned about the

33
China
USA
Brazil
UK
Mexico
Egypt
S Korea
Japan
Canada
Spain
India
Poland
65% 70% 75%
amount of personal data that goes online
Social networking
more important
Privacy more
important

FACEBOOKIS THE MOST
SEARCHED FOR
WORD ON
THE INTERNET
1. Facebook
2. YouTube
3. Facebook Login
4. Craigslist
5. Facebook.com
6. Yahoo
7. eBay
8. www.facebook.com
9. Mapquest
10. Yahoo.com
SOURCE: EXPERIAN HITWISE US
TOP 10 US SEARCH TERMS
JANUARY 2012

35
10.29%OF ALL WEBSITE VISITS
IN THE UNITED STATES,
The rise of social networking is not a self contained phenomenon. It is having a profound effect on
the internet as a whole, way beyond the confines of social media. In 2011, Facebook and YouTube
competed with the search engines and have proven themselves legitimate rivals by becoming the
most searched and visited destinations on the web.
and
A 15% INCREASE FROM 2010
1. google.com
2. facebook.com
3. youtube.com
4. yahoo.com
5. baidu.com
6. wikipedia.org
7. live.com (Windows Live)
8. blogspot.com
9. twitter.com
10. QQ.com
ACCOUNTED FOR
SOURCE: ALEXA.COM
TOP 10
WEBSITES
GLOBALLY

90%
Wave 3 2008 Wave 4 2009 Wave 5 2010 Wave 6 2011
85%
80%
75%
70%
65%
60%
90%
Wave 3 2008 Wave 4 2009 Wave 5 2010 Wave 6 2011
85%
80%
75%
70%
65%
60%
16-24 25-34 35-44 45-54
FIGURE 11:
“Thinking about the internet, have you visited an official company / brand website in the past 6 months?”
FIGURE 12:
“Thinking about the internet, have you visited an official company / brand website in the past 6 months?”

37
Is the world abandoning the
brand website?
One casualty of this battle is the brand website, often a considerable investment for many brands.
Since 2008, we have seen a continued decrease in the number of people saying that they visited an
official brand website (see Figure 11).
The exodus is even clearer amongst the youngest audiences
This drop in visiting brand websites is not confined to any one group or demographic. We are seeing
this happening equally amongst men and women and across the age ranges too. But, perhaps most
significantly, it is amongst the youngest audiences that the exodus is most dramatic (see Figure 12). A
fall of 15% points amongst the 16-24s represents the biggest drop of any age group.

Meet new people
Stay in touch
with friends
9%
18%
11%
22%
20%
16%
12%
24%
19%
Make contacts
for work
14%
9%
15%
15%
Promote myself
15%
16%
20%
24%
23%
17%
19%
23%
Share knowledge
24%
14%
23%
29%
Change opinions
22%
11%
20%
24%
Be creative
14%
19%
18%
23%
Express myself
21%
16%
26%
30%
Make money
11%
9%
10%
16%
9%
14%
13%
25%
13%
12%
12%
9%
16%
Seek other
people’s opinions
Manage my
life better
13%
27%
12%
24%
28%
16%
12%
24%
19%
Explore the
world around me
16%
19%
19%
21%
18%
15%
23%
22%
“Hang out”
or waste time
19%
25%
23%
22%
Earn respect
14%
10%
16%
19%
Share new
experiences
21%
15%
24%
27%
Feel like I belong
15%
10%
18%
19%
Have fun/
be entertained
16%
28%
21%
22%
9%
16%
23%
13%
12%
12%
12%
13%
Keep up to date
Learn
something new
45%
51%
26%
38%
16%
37%
26%
30%
36%
43%
26%
39%
36%
41%
27%
34%
27%
34%
32%
Official brand
websites
Microblogs
Forums
Blogs
Photo/Video
sites
Social
networks
FIGURE 13:
“Which of these online applications does a good job when you want to...”

39
So what then is the role of the
brand website?
The question, then, is what role does the brand website play in a socially dominated web? If web users
are naturally migrating to the social platforms, where does the brand website fit in?
The social web is a diverse and multi-dimensional environment allowing people to meet many human
needs. As we saw from Wave 5 – The Socialisation Of Brands, people use different platforms to meet
different needs. Blogs are great for self expression, microblogs (e.g. Twitter) are great for keeping in
touch and forums help you seek others opinions.
In comparison, the brand website meets very few. Its primary role is confined to information and
commerce (see Figure 13). This suggests that the brand website is not the right location for creating
an interactive social experience. By comparison the social network platforms are far more powerful
places to provide these needs.

FIGURE 14:
“Which of these online applications [Social networks e.g. facebook.com] does a good job when you want to…?” By country
FUN
CONNECTION
SELF-IMPROVEMENT
ENABLEMENT
Japan
China
South Korea
Australia
India
Thailand
Malaysia
Belgium
Denmark
UK
Canada
USA
Turkey
Hungary
Austria
Germany
Russia
Czech Republic
Sweden
Netherlands
Portugal
Mexico
Argentina
Spain
Italy
Brazil
Tunisia
Algeria
Singapore
Egypt
Hong Kong
Philippines
South Africa
Poland
Lebanon
Norway
UAELithuania
KSA
Ukraine
Macedonia
Serbia
Latvia
Romania
Ecuador
Estonia
Slovakia
Croatia
Switzerland
Vietnam
Taiwan
Finland
Ireland
Greece
Chile
Colombia
Puerto Rico
Qatar
Oman
Kuwait
Bahrain
France
Share knowledge
Be creative
Make contacts for work
Earn respect
Explore the world around me
Learn something new
Make money
Change opinions
Seek other people’s opinions
“Hang Out” or waste time
Feel like you belong
Meet new people
Have fun/be entertained
Promote yourself
Share new experiences
Express yourself
Keep up to date
Stay in touch with friends
Manage my life better

41
The power of social networks
differs across the world
Despite social networking being a truly global phenomenon, this hasn’t led to cultural homogeneity
amongst communities. It is evident that understanding the role that social media plays and the needs
they best meet is important and our research shows that these needs are not uniform. As millions of
people across the world flock to join the social networking platforms the nuances between nations
become clear (see Figure 14).
For social networks, the desire to meet new people is the central need that unites everyone but for
other needs cultural differences come into play. In the West, places like the UK and the USA, they are
used for hanging out and having fun. In China and Hong Kong it’s about learning. In Eastern Europe it’s
about community and connecting with others, explaining why some of the largest and most engaged
social communities in the world reside here. For example, using local sites such as Vkontakte, social
networking has reached 77.1% penetration in Russia, one of the highest in our study. When we look
at the Middle East, we see that many use social networks for earning respect from others, but also
importantly, changing other’s opinions. This explains why, during the Arab Spring, users naturally
turned to social media to spread information.

45
The value of social experiences
A word that is frequently used in social marketing is ‘Engagement’, often when citing the power of
social media and the opportunity it brings for marketers. There is nothing wrong with this; it’s a worthy
ambition for a brand to try to engage with their consumers. The problem is that engagement is
essentially a meaningless term. It could mean anything or everything and is really just used as a proxy
for more meaningful brand objectives. With Wave 5 – The Socialisation Of Brands we asked some
fundamental questions: do consumers want a social relationship with brands and if they do what kind
of relationship do they want? This information has allowed UM to guide clients in the social space by
understanding the needs of the consumer first and foremost.
With Wave 6 – The Business Of Social we have taken things a step further. Not just understanding
the social experience that consumers want but also, crucially, defining the marketing value that these
experiences can deliver to brands. This means we can not only identify the right experiences but also
those that best meet our marketing objectives. The results of this research have truly been surprising
and allowed us to further understand the incredibly diverse world of social media. Also, in the space of
social CRM, the results have some profound things to say about how brands connect with consumers
to create the most compelling experiences of all.

Social needs vary by category...
FIGURE 15:
“Thinking about companies that make computer software, which of following statements describes the kind of
interaction you would like to have with these companies?”
Consumers want varying degrees of social relationship with brands. This can range from very superficial
relationships, such as wanting discount vouchers or access to entertaining content, to very deep ones
such as helping with product development or being part of a brand community (see Figure 15).
0 10 20 30 40 50
Access to news about
new developments &
software upgrades
The ability to contact
computer software companies
and influence product development
The opportunity to learn
something new about
different applications
An opportunity
to develop my
software skills
The ability to communicate
and share experiences
with other users
Tools and help to express
my creativity and make
something worth sharing
A personal response to
my issues / complaints
Access to fun and
entertaining content
Access to unique
sponsored events
or competitions
Discount vouchers for
computer software or
free software downloads
To be part of a
brand community
0 10 20 30

47
20% 30% 40% 50% 60% 70%
Awareness
Education
Desire
Seek More
Trial
Transaction
Commitment
Involvement
Recommendation
Access to news
about new
developments &
software upgrades
The ability
to contact
computer software
companies and
influence product
development
Discount vouchers
for computer
software companies
or free software
downloads
Letting you know about the company
Giving a detailed understanding
of the company and its products
Making the company seem more desirable
Making you feel closer to the company
Encouraging you to at least try out
the company or its products for yourself
Encouraging you to buy a product
from the company
Making you feel valued as a customer
Makes you want to spend more time
with the company or brand
Encouraging you to recommend
the brand to others
And these experiences deliver
very different outcomes
FIGURE 16:
“Thinking about the interactions that you have indicated you would like to have with companies that make computer
software, which interaction is best…?”
What is very interesting is that each of these experiences deliver very different outcomes. Figure 16
shows that giving people access to new news about a computer software brand drives awareness and
education but very little else. Again discount vouchers stimulate transaction and trial but do very little
for a computer software brand elsewhere. However a much deeper relationship, such as cooperating
in new product development, drives commitment and prompts people to find out more.

The same experiences deliver
different outcomes by category
FIGURE 17:
“Thinking about the interactions that you have indicated you would like to have with companies that make computer software
and with companies that produce and distribute movies, which interaction is best…?”
The same experiences can deliver very different outcomes by category. Let consumers help you
develop products in the movie category and it drives awareness and education but not much else (see
Figure 17). Create the same experience in the computer software category and it drives loyalty and
prompts people to find out more about the brand.
Awareness
Education
Desire
Seek More
Trial
Transaction
Commitment
Involvement
Recommendation
computer software
companies and influence
product development
film makers / movie studios
and influence movie
development
25% 30% 35% 40% 45% 50%

49
This allows us to be far more
focussed on delivering social
experiences that meet our
objectives
FIGURE 18:
“Thinking about the interactions that you have indicated you would like to have with companies that make computer software,
companies that make computer hardware, companies that are involved in the fashion industry and companies & artists that
make & distribute music, which interaction is best…?”
20%
25%
30%
35%
40%
45%
50%
Computer
software
Computer
hardware
Music
Fashion
Access to
breaking
news or
product
launches
Ability to
contact
companies
& influence
product
development
Opportunity
to learn
more
Opportunity
to develop
skills
Communicate
& share
experiences
Tools to
express my
creativity &
make
something
worth sharing
A personal
response to
my issues /
complaints
Access to
fun &
entertaining
content
Access to
unique
events or
competitions
Discount
vouchers
To be part of
a brand
community
Objective - Making you feel closer to the company

The most powerful social
experience?
Brands and companies no longer
find themselves in complete
control of either the conversation
or content being shared about
them. While many brands see
this as an opportunity, using paid
and owned brand assets to drive
earned media, just as many don’t.
A natural fear of amplifying issues
around the brand are a legitimate
concern. One negative comment
can quickly grow to become a
real threat to a brands reputation.
However, Wave 6 has shown
us this is possibly the biggest
opportunity that brands have to
connect with consumers. If you
want to make a customer feel
valued, don’t give them rewards,
simply respond to their issues
and complaints (see Figure 19).
FIGURE 19:
“Thinking about the interactions that you have indicated you would like to
have with companies in these categories, [A personal response to issues and
complaints] is best at…?”
Awareness
Education
Desire
Seek More
Trial
Transaction
Commitment
Involvement
Recommendation
25% 30% 35% 40% 45% 50% 55%
Fashion Computer
hardware
Travel Movies Health &
beauty
Luxury Telecoms

51
A personal response to issues /
complaints
Again and again as we analyse the results from Wave 6 we see the power of social media to create
loyalty. What is even more apparent is amongst influencers, those people who often talk about the
category, we can see that it not only drives loyalty it creates desire for the brand too (See Figure 20).
Responding to a customer’s problem is a natural behaviour for a truly social brand and consumers
clearly respect and respond to this.
FIGURE 20:
“Thinking about the
interactions that you have
indicated you would like
to have with companies
in the computer software
category, [A personal
response to issues and
complaints] is best at…?”
By which statement
best describes your
relationship with the
computer software
category
20% 30%30% 40% 50% 60% 70%
Awareness
Education
Desire
Seek More
Trial
Transaction
Commitment
Involvement
Recommendation
Consider myself a
“fan” of a brand
in this category
Need lots of
information before
buying
I often talk
about this
category

53
The Power of Social Experiences
A key element for making the social network platforms accountable tools for marketers is being able
to evaluate the value they bring to brands. This effort begins with understanding the intrinsic values of
the social media platforms and the power of the experiences they can deliver. Wave 6 – The Business
Of Social has begun to answer this question and now allows UM to plan social strategies from the
starting point of brand or business objective. We think this is an important step towards using social
media in a more focussed and value driven way.
This approach also has implications for social CRM. Social media platforms, such as Twitter, are
incredibly powerful tools for customer feedback. Using them in pro-active way to deal with problems
very quickly is a proven and powerful driver of loyalty. However, responding quickly isn’t always easy
and many marketing teams require input from many other areas of the organisation before dealing
with a problem. This suggests that a social media strategy should not just be the sole domain of the
marketing department, but rather part of a company wide effort including legal, PR, customer support
and others. This requires commitment and investment but our research has shown that those brands
that accomplish this will benefit greatly.

CONNECTING
WITH SOCIAL
EXPERIENCES

Devices
Creating a compelling social experience is one part of the challenge. The second is understanding
the means with which consumers want to connect with brands. There are now so many ways that
a consumer can interact in the social space and many devices through which they can do it. So the
question is which is the most appropriate? An app, a website, a widget? Or do they want to access these
via a mobile phone, a desktop computer, a laptop computer, a tablet device or an internet connected
TV? Each of these devices is used very differently and has different strengths and weaknesses.
Wave 6 – The Business Of Social tracks the usage and power of these technologies and helps us to
identify the key way to deliver social experiences to consumers.

57
People now have many ways to
connect with the internet
FIGURE 21:
“Which devices do you own and which
have you used to access the internet in
the past 6 months?”
Consumers have many means with which to connect with the internet. On average they own four
devices of which the majority of them are used to access the internet (see Figure 21).
0
1
2
3
4
5
Own Have used to
access the internet
Laptop /
netbook PC
Smartphone
(eg: iPhone)
Mobile phone
Internet-
connected TV
Portable MP3 /
video player
Desktop
PC
Tablet device
(eg: iPad)
E-book reader
(eg: Kindle)
Games
console
Portable
games console
4.1
2.9
Average number of devices owned
and used to access the internet

PC, laptop and mobile devices
are still the main ways to connect
FIGURE 22:
“Which devices do you own and which have you used to access the internet in the past 6 months?”
Size of the bubble represents % who own device.
Despite the rise of the smartphone for many the laptop and desktop remain the primary means of
connection.
0%
10%
20%
30%
40%
50%
60%
70%
0% 10% 20% 30% 40% 50% 60%
%OwnDevice
% Use Device to Go Online
Desktop PC
Mobile phone
Smartphone
Portable
games console
Portable
MP3 / video player
Games console
Internet-connected
TV
Tablet
e-book Reader
Laptop /
Netbook

59
0 20 40 60 80 100
Read
blogs
Post /
write on
a blog Upload photos to a
photo sharing site
Watch video
clips online
Shared a video
with a friend
Download
a podcast
Download a
video podcast
Managed a social
network profile
Visited a friend’s
social network page
Used instant
messenger
Visited a company
/ brand website
Used a search engine
Visited
a
forum
Sent
a text
message
Wrote / sent a message
on a microblog
Read a message
on a microblog
Used a cloud-based
music recommendation service
Take part in multi-player
game online
Visited a professional
social network
Joined an online
community
Made a purchase
Watched live TV
Searched for
a location
Read a digital
newspaper / magazine
Read a book
Shared your location via
location-based social network
Browsed the internet
Joined a
group buying
community
Downloaded
& used an app
2020 40
Laptop /
netbook PC
Smartphone
(eg: iPhone)
Mobile phone
Internet-
connected TV
Portable MP3 /
video player
Desktop
PC
Tablet device
(eg: iPad)
E-book reader
(eg: Kindle)
Games
console
Portable
games console
As the PC remains the most
versatile internet enabled device
FIGURE 23:
“Which activities have
you carried out using
each device in the past 6
months?”
Although we can start to see the areas where smartphones (e.g. iPhone, Blackberry etc.) are encroaching
on this dominance. Searching for a location, using a search engine and microblogging are all activities
where the smartphone is particularly powerful (see Figure 23).

Although we can see that
smartphone penetration is
growing rapidly
% own a smartphone
>60%
50-60%
40-50%
30-40%
<30%
27%25%
40%
28%
44%
47%
59%
44%
38%
37%
22%
28%
37%38%
67%
61%
34%
43%
33%
44%
18%
62%
53%
42%
34%
45%37%
36%
37%
26%
44%27%
8%
9%
41%
45%45%
20%25%
29%
28%11%
34%
42%
38%
39%
40%
23%
24%
22%
36%
24%
16%
43%
31%
43%
45%
28%
35%
FIGURE 24:
“Which of the following devices do you own?” Smartphone (e.g. iPhone, Blackberry etc.)

61
With tablet penetration slowly
catching up
% own a tablet device
>20%
15-20%
10-15%
5-10%
<5%
12%10%
12%
34%
14%
33%
44%
19%
17%
8%
16%
10%
19%18%8%
28%
22%
19%
21%
20%
11%
12%11%
6%
11%15%
14%12%
5%
4%
14%
18%
10%
6% 5%
5%
6% 2%
8%
11%
11%
13%
11%
23%
6%
11%
5%
6%
6%
20%
14%
12%
16% 17%
12%
12%
FIGURE 25:
“Which of the following devices do you own?” Tablet device (e.g. iPad, Samsung Galaxy etc..)

Different devices are seen as
better at doing different things
FIGURE 26:
“You have indicated you own these devices, which of these devices do
you think does a good job when you to… Smartphone Owners vs. Tablet
Owners.
Different devices have different
strengths. When we compare
smartphones and tablet devices we
see that they offer very different
environments for communication. A
smartphone (e.g. iPhone, Blackberry
etc.) is about fun and function.
Helping you manage your life and
fill in down time. A tablet device
(e.g. iPad, Samsung Galaxy etc.) is
very good at allowing more leisurely
experiences such as creativity and
learning (See Figure 26).
Even more importantly, the tablet
is seen as a better environment
for making a purchase. This shows
us that when we consider the
experience we want to create we
must understand which screen is
more suited to deliver it.
Smartphones are
better when
you want to...
Tablets are
better when
you want to...
20%
25%
30%
35%
40%
45%
50%
55%
20% 25% 30% 35% 40% 45% 50% 55%
% Tablet owners
%Smartphoneowners
Socialise
with others
Hang out or
waste time
Find your
way
Manage
my life
Organise
something
Get something
done
Be creative
Access information
quickly
Have fun /
Be entertained
Relax
Read content
Play a game
Explore the world
Learn something new
Watch content
Make a purchase
Research something
thoroughly
Ward off
boredom

63
What impact do multiple devices
have on media consumption?
FIGURE 27:
“Approximately how much time have you spent consuming the
following media in the last 7 days by the number of devices used
to access the internet”
As the number of devices that the consumer
can use to access the internet grows,
unsurprisingly, time spent online, including
time spent on social networks, also grows
dramatically (see Figure 27). Clearly the
rise in mobile devices will transform our
daily media consumption and this is already
having an detrimental effect on traditional
print media, although not an immediately
catastrophic one.
The interesting fact, though, is that
television seems unaffected. This data
suggest that TV, rather than being a rival
to social media consumption, is a perfect
partner through “second screening”, people
accessing media via another screen (either
a P.C. or mobile device) whilst watching
TV. This data again suggests that not only
should we consider the device best suited
to deliver the social experience but how we
should also consider using multiple screens
in combination to deliver it. 0
2
4
6
8
10
12
14
16
Averagehoursspentconsumingmediainlast7days
Number of devices used to access the internet
1 2 3
TV NewspapersMagazinesSocial
networks
Browsing
the internet

Connecting devices to
experiences
FIGURE 28:
“You have
indicated you own
these devices,
which of these
devices do you
think does a good
job when you to…”
FUN
ORGANISATION
INFORMATION
ACTION
Learn Something New
Get Something Done
Find My Way
Manage My Life
Research Something
Thoroughly
Make a Purchase
Ward Off Boredom
Relax
Socialise With Others
Organise Something
Read Content
Explore the World Around Me
Have Fun/ Be
Entertained
Play a Game
Access Information
Quickly
Be Creative
Watch Content
“Hang Out” or
Waste Time
Laptop/Netbook P.C.
e-book Reader
Smartphone
Internet
connected
TV
Portable Games Console
Desktop P.C.
Tablet device
Portable
MP3 / video
player
Games Console
Mobile Phone

65
Connecting experiences to
screens
Marketers are now faced with enormous choice when thinking about how to connect with consumers.
Never mind the fragmentation in traditional media, the growth of internet connected devices means
that we cannot just think about the media itself, social or otherwise, but also the screen through which
it is delivered.
Penetration of these devices differs enormously (see Figures 24 & 25), and video-on-demand services
delivered by smart TV’s are fast growing. In South Korea, South Africa and Russia the mobile device
is king. But it’s not just the penetration of these technologies we must consider but also their relative
strengths. As we try harder and harder to create powerful social experiences it’s clear that the ability
of these screens to deliver them differs enormously.
Wave 6 – The Business Of Social, delves into these attributes in far more depth than is available in this
report. We also look at the power of apps and the role of m-commerce. We think that understanding
where to best deliver the experience will become increasingly important as these technologies grow.

69
The impact: summary
Our research shows that social experiences can be very powerful, creating strong connections with
the consumer. However, it also shows that knowing this is not enough. We also need to know the
value that these bring. These experiences need not be complicated. The consumer is often the most
powerful advocate and ally of a brand: Wave 6 - The Business Of Social demonstrates that even
simply responding to a customer’s problems creates more loyalty and advocacy than any reward
programme could.
So it is no good spending time and investment on a social experience that you don’t know the value of
or doesn’t meet your brand’s challenges. It’s necessary to look at both the consumer’s needs and your
own objectives if you are to build something that not only connects to the consumer but also helps
build value for your brand.

71
What does this mean for your
business?
What are the social dynamics of your category?
How are your consumers currently behaving in social media?
What kind of social media experience are they looking for?
Which of these experiences best deliver against your brand’s marketing objectives?
Which devices and social platforms are best able to deliver this experience?
Wave 6 – The Business Of Social is an in-depth study and there are many other aspects that we are
unable to cover in this report.
If you want to know how to operate in the new social media landscape and what this means for your
business please contact:
EMEA
Glen Parker
Research Director - EMEA
Glen.Parker@umww.com
APAC
Natalie Pidgeon
Director IQ and Insights - APAC
Natalie.Pidgeon@umww.com
NORTH AMERICA
Huw Griffiths
EVP Global Director of Research
Huw.Griffiths@umww.com
LATIN AMERICA
Mario Mejia
Strategic Director - Colombia / LatAm
Mario.Mejia@umww.com

About this report
Wave 6 - The Business Of Social is part of UM’s on-going research programme aimed at exploring the
massive changes occurring in communication technologies
The studies have been conducted annually since 2006.
The research is conducted by the UM EMEA research team in collaboration with the UM global network
of agencies.
If you have any questions about the research or future Wave projects please contact the authors of
this report:
Glen Parker
Research Director EMEA
glen.parker@umww.com
Lindsey Thomas
Senior Research Executive EMEA
lindsey.thomas@umww.com

Wave 6 - The Business of Social

Wave 6 - The Business of Social

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