Notes

Introduction

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[2] Kamvar, S., and Harris, J. J. We Feel Fine: An Almanac of Human Emotion. New York: Scribner, 2009.

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[20] Brown, T. Change by Design: How Design Thinking Transforms Organizations and Inspires Innovation. New York: Harper Business, 2009.

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The Dragonfly Body

[21] This email is abbreviated; please find the full letter here: http://faculty-gsb.stanford.edu/aaker/pages/documents/UsingSocialMediatoSaveLives.pdf.

[22] Help Vinay & Sameer blog, posted Aug. 30, 2007. www.helpsameer.org.

[23] Help Vinay & Sameer blog, posted Aug. 25, 2007. www.helpsameer.org.

[24] Aaker, J. L., and Chang, V. "Using Social Media to Save Lives: Help VinayAndSameer.org." Stanford GSB Case No. M319PP, 2009.

Wing 1: Focus

[25] IDEO. Human Centered Design Toolkit, 2009. Available at http://www.ideo.com/work/featured/human-centered-design-toolkit.

[26] Beckman, S., and Barry, M. "Innovation as a Learning Process: Embedding Design Thinking." California Management Review, 2007, 50(1), 25–56.

[27] Brown, T. "Design Thinking." Harvard Business Review, June 2008. Reprint available at http://www.ideo.com/images/uploads/news/pdfs/IDEO_HBR_Design_Thinking.pdf.

[28] Ibid.

[29] Meth Project Foundation. "Montana Meth Project." 2010. http://www.montanameth.org/index.php.

[30] Oudsema, S., and Wedell, R. "Unselling Meth." Stanford Social Innovation Review, Summer 2007. http://www.ssireview.org/articles/entry/unselling_meth/.

[31] Taylor, S. E., Pham, L. B., Rivkin, I. D., and Armor, D. A. "Harness the Imagination: Mental Simulation, Self-Regulation, and Coping." American Psychologist, 1998, 53(4), 429–439.

[32] Liberman, N., and Trope, Y. "The Role of Feasibility and Desirability Considerations in Near and Distant Future Decisions." Journal of Personality and Social Psychology, 1998, 75(1), 5–18.

[33] Fogg, B. J. "Creating Persuasive Technologies: An Eight-Step Design Process." Proceedings of the 4th International Conference on Persuasive Technology. New York: ACM, 2009.

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[42] Gollwitzer, P. M., and Brandstätter, V. "Implementation Intentions and Effective Goal Pursuit." Journal of Personality and Social Psychology, 1997, 73(1), 902–912.

Bandura, A., and Cervone, D. "Self-Evaluative and Self-Efficacy Mechanisms Governing the Motivational Effects of Goal Systems." Journal of Personality and Social Psychology, 1983, 45(5), 1017–1028.

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[45] Bandura, A., and Cervone, D. "Self-Evaluative and Self-Efficacy Mechanisms Governing the Motivational Effects of Goal Systems." Journal of Personality and Social Psychology, 1983, 45(5), 1017–1028.

[46] Ibid.

[47] Ibid.

[48] Koestner, R., Lekes, N., Powers, T., and Chicoine, E. "Attaining Personal Goals: Self-Concordance Plus Implementation Intentions Equals Success." Journal of Personality and Social Psychology, 2002, 83(1), 231–244.

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[52] Kanter, B. "What Is the Distinction Between Social Media for Charity and Social Good/Systemic Change?" Beth's Blog, posted Mar. 20, 2009. http://beth.typepad.com/beths_blog/2009/03/sxsw-social-media-for-social-good-bbq.html.

[53] Koestner, R., Lekes, N., Powers, T. A., Chicoine, E. "Attaining Personal Goals: Self-Concordance Plus Implementation Intentions Equals Success." Journal of Personality and Social Psychology, 2002, 83(1), 231–244.

[54] Aaker, J. L., and Chang, V. "Obama and the Power of Social Media and Technology." Stanford GSB Case No. M321, 2009.

[55] Edelman Research. "The Social Pulpit: Barack Obama's Social Media Toolkit." 2009.

[56] Ibid.

[57] McGirt, E. "How Chris Hughes Helped Launch Facebook and the Barack Obama Campaign." Fast Company, Mar. 17, 2009. http://www.fastcompany.com/magazine/134/boy-wonder.html.

[58] Cherwenka, A. "Inside the Obama Campaign: Lessons Learned." Happywookie on the Web blog, posted Dec. 8, 2008. http://happywookie.wordpress.com/2008/12/08/102/.

[59] Edelman Research. "The Social Pulpit: Barack Obama's Social Media Toolkit." 2009.

[60] Lefkow, C. "Obama Has Huge Lead over McCain—in Cyberspace." Agence France Presse, Oct. 5, 2008. http://www.thefreelibrary.com/Obama+has+huge+lead+over+McCain+--+in+cyberspace-a01611661659.

[61] "Dinner with Barack." http://my.barackobama.com/page/content/dinner.

[62] Covey, N. "2.9 Million Received Obama's VP Text Message." NielsenMobile, Aug. 25, 2008. http://www.siliconvalleywire.com/svw/2008/08/nielsen-29-million-received-obamas-vp-text-message.html.

[63] Miller, C. C. "How Obama's Internet Campaign Changed Politics." Bits blog (New York Times), posted Nov. 7, 2008. http://bits.blogs.nytimes.com/2008/11/07/how-obamas-internet-campaign-changed-politics/.

[64] Samuel, H. "Facebook Makeover for Nicolas Sarkozy, the Man." Telegraph blog, posted May 21, 2009. http://blogs.telegraph.co.uk/news/henrysamuel/9860449/Facebook_makeover_for_Nicolas_Sarkozy_the_man/.

[65] Vargas, J. A. "Obama Raised Half a Billion Online." Washington Post, Nov. 20, 2008. http://voices.washingtonpost.com/44/2008/11/20/obama_raised_half_a_billion_on.html.

[66] Cherwenka, A. "Inside the Obama Campaign: Lessons Learned." Happywookie on the Web blog, posted Dec. 8, 2008. http://happywookie.wordpress.com/2008/12/08/102/.

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[6666] Talbot, D. "White House 2.0." Boston Globe, Jan. 11, 2009.

[6667] Miller, C. C. "How Obama's Internet Campaign Changed Politics." Bits blog (New York Times), posted Nov. 7, 2008, http://bits.blogs.nytimes.com/2008/11/07/how-obamas-internet-campaign-changed-politics/.

[6668] Cherwenka, A. "Inside the Obama Campaign: Lessons Learned." Happywookie on the Web blog, posted Dec. 8, 2008. http://happywookie.wordpress.com/2008/12/08/102/.

Wing 2: Grab Attention

[6669] Heath, C., and Heath, D. Made to Stick: Why Some Ideas Survive and Others Die. New York: Random House, 2007.

[6670] Gantz, J., Boyd, A., and Dowling, S. "Cutting the Clutter: Tackling Information Overload at the Source." IDC white paper, Mar. 2009.

[6671] Wegert, T. "When Consumers Love Advertising." ClickZ Networks, Apr. 2004. http://www.clickz.com/3343411.

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[6673] Brown, P., and Davis, A. Your Attention Please: How to Appeal to Today's Distracted, Disinterested, Disengaged, Disenchanted, and Busy Consumer. Avon, Mass.: Adams Media, 2006.

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[6680] The Mozilla Foundation was established in 2003 as a nonprofit corporation; the Mozilla Corporation was created in 2005 as a wholly owned subsidiary to support development and marketing of Mozilla products.

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[6684] Godin, S. "In Praise of the Purple Cow." Fast Company, Jan. 31, 2003. http://www.fastcompany.com/magazine/67/purplecow.html.

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[6686] Rogier, D., Leslie, S., and Aaker, J. L. "Dispensing Happiness at Coke." Working paper, Stanford University Graduate School of Business, 2010.

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[99] Schmitt, B. H. "Experiential Marketing: How to Get Customers to Sense, Feel, Think, Act, Relate." Free Press, Aug. 16, 1999. http://www.exgroup.com/index.php?section=thought_leadership&page=exp_mktg_company_brands.

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[103] Edwards, J., and Wasserman, T. "The Myth of Engagement." Brandweek, 2007, 48(25), S8–S12.

[104] Shields, M. "The Evolution of Engagement: Traditional Media Giants Catch Web 2.0 Fever—Will It Cure What Ails Them?" Mediaweek (Special report), Sept. 10, 2007. http://www.brandweek.com/bw/esearch/article_display.jsp?vnu_content_id=1003637110&imw=Y.

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[109] Leslie, S., and Aaker, J. L. "eBay: From Green to Gold." Stanford University Graduate School of Business, 2010.

[110] McKee, R. Story: Substance, Structure, Style, and the Principles of Screenwriting. New York: HarperCollins, 1997, p. 11.

[111] Steele, A. Writing Fiction: The Practical Guide from New York's Acclaimed Creative Writing School. New York: Bloomsbury, 2003, p. 2.

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[113] Pink, D. A Whole New Mind: Why Right Brainers Will Rule the Future. New York: Riverhead Trade, 2006, p. 66.

[114] "Storytelling That Moves People: A Conversation with Screenwriting Coach Robert McKee." Harvard Business Review, 2003, 81(6), 51–55.

[115] Aaker, J. L., and Chang, V. "Obama and the Power of Social Media and Technology." Stanford GSB Case No. M321, 2009.

[116] Forster, E. M. Aspects of the Novel. New York: Harcourt Brace Jovanovich, 1927, p. 27.

[117] Goodman, A. Storytelling as Best Practice: How Stories Strengthen Your Organization, Engage Your Audience, and Advance Your Mission. Los Angeles, L. A.: A. Goodman, 2003, p. 1.

[118] McKee, R. Story: Substance, Structure, Style, and the Principles of Screenwriting. New York: HarperCollins, 1997, p. 11.

[119] Goodman, A. "A Bank That Always Builds Interest," 2009. http://www.agoodmanonline.com/pdf/free_range_2009_04.pdf. For more ideas on storybanking, see ImPRESSive, "The Art of Story Banking," July 1999, http://www.familiesusa.org/assets/pdfs/ImPRESS_story_banking6de2.pdf.

[120] Gladwell, M. What the Dog Saw and Other Adventures. New York: Little, Brown and Company, 2009, p. 15.

[121] Hsieh, T. "How Twitter Can Make You a Better (and Happier) Person." Zappos CEO and COO blog, posted Jan. 25, 2009. http://blogs.zappos.com/blogs/ceo-and-coo-blog/2009/01/25/how-twitter-can-make-you-a-better-and-happier-person

[122] Cialdini, R. "The Science of Persuasion." Scientific American, 2001, 284(Feb), 76–81.

[123] Lakin, J., Jefferis, V., Cheng, C. M., and Chartrand, T. "The Chameleon Effect as Social Glue: Evidence for the Evolutionary Significance of Nonconscious Mimicry." Journal of Nonverbal Behavior, 2003, 27(3), 145–162.

[124] Goldstein, N. J., Cialdini, R. B., and Griskevicius, V. "A Room with a Viewpoint: Using Social Norms to Motivate Environmental Conservation in Hotels." Journal of Consumer Research, 2008, 35(3), 472–482.

[125] Small, D. A., and Simonsohn, U. "Friends of Victims: Personal Experience and Prosocial Behavior." Journal of Consumer Research, 2008, 35(3), 532–542.

[126] Ibid.

[127] Small, D. A., and Verrochi, N. M. "The Face of Need: Facial Emotion Expression on Charity Advertisements." Journal of Marketing Research, 2009, 46(6), 777–787.

[128] Newman, G., and Dhar, R. "The Impact of Authenticity on Consumer Preferences." Working paper, Yale School of Management, 2010.

[129] Rogier, D., and Aaker, J. L. "The Psychology of Authenticity." Working paper, Stanford University Graduate School of Business, 2010.

[130] "Questions for: Jessica Flannery." Stanford GSB News, 2007. http://www.gsb.stanford.edu/news/perspectives/2007/flannery_kiva.html.

[131] Avery, R. "Changing the World from a Toronto Home, $25 at a Time." Toronto Star, July 27, 2008. http://www.thestar.com/news/ideas/article/468025.

Wing 4: Take Action

[132] Alex's Lemonade Stand Foundation. "Childhood Cancer Facts." http://www.alexslemonade.org/resources/facts.

[133] Leslie, S., and Aaker, J. "Alex's Lemonade Stand Foundation." Working paper, Stanford University Graduate School of Business, 2010.

[134] Flynn, F. J., and Lake, V. "If You Need Help, Just Ask: Underestimating Compliance with Direct Requests for Help." Journal of Personality and Social Psychology, 2008, 95(1), 128–143.

[135] Humane Society of the United States. "IHOP ACTION ALERT: Tag Your Status Update," Sept. 17, 2009. http://www.Facebook.com/note.php?note_id=165904233661.

[136] IHOP. "IHOP and Animal Welfare," Oct. 29, 2009. http://www.Facebook.com/topic.php?uid=10036618151&topic=14312.

[137] Fogg, B. J. "The New Rules of Persuasion." Royal Society for the Encouragement of Arts, Manufactures and Commerce, 2009. http://www.thersa.org/mobile/fellowship/journal/archive/summer-2009/features/new-rules-of-persuasion.

[138] Strahilevitz, M. "A Model Comparing the Value of Giving to Others to the Value of Having More for Oneself: Implications for Fundraisers Seeking to Maximize Donor Satisfaction." In D. M. Oppenheimer and C. Y. Olivia (eds.), The Science of Giving: Experimental Approaches to the Study of Charity. New York: Taylor and Francis, forthcoming.

[139] Durik, A. M., and Harackiewicz, J. M. "Achievement Goals and Intrinsic Motivation: Coherence, Concordance, and Achievement Orientation." Journal of Experimental Social Psychology, 2003, 39(4), 378–385.

[140] Braiker, B. "Facebook-ing Philanthropy." Newsweek, Oct. 26, 2007. http://www.newsweek.com/id/62168.

[141] Kanter, B. "What Is the Distinction Between Social Media for Charity and Social Good/Systemic Change?" Beth's Blog, posted Mar. 20, 2009. http://beth.typepad.com/beths_blog/2009/03/sxsw-social-media-for-social-good-bbq.html.

[142] Leslie, S., and Aaker, J. L. (2010) "The Nike We Portal." Working paper, Stanford University Graduate School of Business, 2010.

[143] Community Counselling Service. "A Current Overview of Philanthropy and the Economy," Mar. 13, 2009. http://www.givinginstitute.org/resourcelibrary/pdfs/US_Phil_and_Economy_for_Web.pdf.

[144] "Volunteering in America Research Highlights." Corporation for National and Community Service, July 2009. http://www.volunteeringinamerica.gov/assets/resources/VolunteeringInAmericaResearchHighlights.pdf.

[145] Independent Sector. "Giving and Volunteering in the United States 2001: Key Findings," Nov. 2001. http://independentsector.org/uploads/Resources/GV01keyfind.pdf.

[146] Samoan, E., Mc Auliffe, E., and MacLachlan, M. "The Role of Celebrity in Endorsing Poverty Reduction Through International Aid." International Journal of Nonprofit and Voluntary Sector Marketing, 2009, 14(2), 137–148.

[147] Domino, T. M. "Toward an Integrated Communication Theory for Celebrity Endorsement in Fundraising." Master's thesis, School of Mass Communications, College of Arts and Science, University of South Florida, 2003.

[148] "How to Work a Crowd by Alexis Bauer - Ep23." YouTube video, posted July 20, 2009. iGNiTe. http://www.youtube.com/watch?v=LLDJG-F-maQ.

[149] Mogilner, C., and Aaker, J. L. "The Time vs. Money Effect: Shifting Product Attitudes and Decisions Through Personal Connection." Journal of Consumer Research, 2009, 36(2), 277–291.

[150] Liu, W., and Aaker, J. L. "The Happiness of Giving: The Time-Ask Effect." Journal of Consumer Research, 2008, 35(3), 543–557.

[151] Strahilevitz, M., and Myers, J. G. "Donations to Charity as Purchase Incentives: How Well They Work May Depend on What You Are Trying to Sell." Journal of Consumer Research, 1998, 24(4), 434–446.

[152] Mogilner, C., Kamvar, S., and Aaker, J. "The Shifting Meaning of Happiness." Working paper, Stanford University Graduate School of Business, 2010.

[153] Tsai, J. L., Knutson, B., and Fung, H. H. "Cultural Variations in Affect Valuation." Journal of Personality and Social Psychology, 2006, 90(2), 288–307.

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[154] Liu, W., and Aaker, J. L. "The Happiness of Giving: The Time-Ask Effect." Journal of Consumer Research, 2008, 35(3), 543–557.

[155] Vohs, K. D., Mead, N. L., and Goode, M. R. "The Psychological Consequences of Money." Science, 2006, 314(5802), 1154–1156.

[156] Yi, Y. "Direct and Indirect Approaches to Advertising Persuasion." Journal of Business Research, 1990, 20(4), 279–291.

[157] Flynn, F. J., and Lake, V. K. B. "If You Need Help, Just Ask." Journal of Personality and Social Psychology, 2008, 95(1), 128–143.

[158] Cialdini. "The Science of Persuasion." Scientific American, 2001, 284(2), 76–81.

[159] Ibid.

[160] Fogg, B. J. "Creating Persuasive Technologies: An Eight-Step Design Process." In Proceedings of the 4th International Conference on Persuasive Technology. New York: ACM, 2009.

[161] "Volkswagen Brings the Fun: Giant Piano Stairs and Other 'Fun Theory' Marketing." Los Angeles Times, Oct. 15, 2009. http://latimesblogs.latimes.com/money_co/2009/10/volkswagen-brings-the-fun-giant-piano-stairs-and-other-fun-theory-marketing.html.

[162] Avon. "Avon Walk for Breast Cancer Announces 2009 Walk Schedule in Nine Cities Coast to Coast," 2009. http://info.avonfoundation.org/site/DocServer/2009_Avon_Walk_Launch_Press_Release.pdf?docID=8902.

[163] Fredrickson, B. "The Broaden-and-Build Theory of Positive Emotions." Philosophical Transactions: Biological Sciences, 2004, 359(1449), 1367–1378.

[164] Kivetz, R., and Simonson, I. "The Idiosyncratic Fit Heuristic: Effort Advantage as a Determinant of Consumer Response to Loyalty Programs." Journal of Marketing Research, 2003, 40(4), 454–467.

[165] Chopra, P. "Valiant Cancer Fighters Galvanise Indian Americans." Thaindian News, Mar. 31, 2008. http://www.thaindian.com/newsportal/health/valiant-cancer-fighters-galvanise-indian-americans_10032968.html.

[166] Alicke, M. D. "Global Self-Evaluation as Determined by the Desirability and Controllability of Trait Adjectives." Journal of Personality and Social Psychology, 1985, 49(6), 1621–1630.

Onward and Upward

[167] Meehan, C. "Technology and Society: The Power of Social Technology at Stanford Business School." The Technological Citizen blog, posted Mar. 11, 2010. http://thetechnologicalcitizen.com/?p=2854.

[168] Aaker, J. L., Vohs, K., and Mogilner, C. "Non-Profits Are Seen as Warm and For-Profits as Competent: Firm Stereotypes Matter," August, 2010.

[169] John Mackey's talk at Stanford Graduate School of Business is available at http://www.powerofsocialtech.com/search?q=john+mackey, Feb. 2010.

[170] Adolphs, R., Tranel, D., Damasio, H., and Damasio, A. R. "Fear and the Human Amygdala." Journal of Neuroscience, 1995, 15(9), 5879–5891.

[171] Wadhwa, M., Shiv, B., and Nowlis, S. M. "A Bite to Whet the Reward Appetite: Influence of Sampling on Reward-Seeking Behaviors." Journal of Marketing Research, 2008, 45(4), 403–413.

[172] Gross, J. "Antecedent- and Response-Focused Emotion Regulation: Divergent Consequences for Experience, Expression, and Physiology." Journal of Personality and Social Psychology, 1998, 74(1), 224–237.

[173] Lekandera, M., Fürst, C. J., Rotstein, S., Hursti, T. J., Fredrikson, M. "Immune Effects of Relaxation During Chemotherapy for Ovarian Cancer." Psychotherapy and Psychosomatics, 1997, 66(4), 185–191.

[174] Frederickson, B. L., and Levenson, R. W. "Positive Emotions Speed Recovery from the Cardiovascular Sequelae of Negative Emotions." Cognition and Emotions, 1998, 12(2), 191–220.

[175] Cheema, A., and Soman, D. "Malleable Mental Accounting: The Effect of Flexibility on the Justification of Attractive Spending and Consumption Decisions." Journal of Consumer Psychology, 2006, 16(1), 33–44.

[176] Mogilner, C., Aaker, J. L., and Pennington, G. "Time Will Tell: The Distant Appeal of Promotion and Imminent Appeal of Prevention." Journal of Consumer Research, 2008, 34(5), 670–681.

[177] Oliver, R. L. "A Cognitive Model of the Antecedent and Consequences of Satisfaction Decision." Journal of Marketing Research, 1980, 17(4), 460–469.

[178] Berger, J., and Milkman, K. "Social Transmission and Viral Culture." Working paper, The Wharton School, University of Pennsylvania, 2009.

[179] Wu, F., and Huberman, B. "Novelty and Collective Attention." In H. L. Swinney (ed.), Proceedings of the National Academy of Sciences of the United States of America. Austin: University of Texas, 2007, 104, 17599–17601.

[180] Stephen, A., and Berger, J. "Creating Contagious: How Social Networks and Item Characteristics Combine to Spur Ongoing Consumption and Drive Social Epidemics." Working paper, The Wharton School, University of Pennsylvania, 2009.

[181] Strom, S. "Charities Criticize Online Fund-Raising Contest by Chase." New York Times, Dec. 19, 2009. http://www.nytimes.com/2009/12/19/us/19charity.html?_r=1&partner=rss&emc=rss.

[182] Ibid.

[183] Whittemore, N. "An Open Letter to Chase About Their Big Charity Transparency Fail." Social Entrepreneurship blog (change.org), posted Dec. 19, 2009. http://socialentrepreneurship.change.org/blog/view/an_open_letter_to_chase_about_their_big_charity_transparency_fail.

[184] Hart, K., and Greenwell, M. "To Nonprofits Seeking Cash, Facebook App Isn't So Green." Washington Post, Apr. 22, 2009. http://www.washingtonpost.com/wp-dyn/content/article/2009/04/21/AR2009042103786.html.

[185] Gollwitzer, P., Sheeran, P., Michalski, V., and Seifert, A. "When Intentions Go Public: Does Social Reality Widen the Intention-Behavior Gap?" Psychological Science, 2009, 20(5), 612–618.

[186] Meehan, C. "Technology and Society: The Power of Social Technology at Stanford Business School." The Technological Citizen blog, posted Mar. 11, 2010. http://thetechnologicalcitizen.com/?p=2854.

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