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The psychology of social media

By Richard Ellor
6 February 2014
6 min read
The psychology of social media
Interactive Marketing Advisor

Visitor behavioural psychology and social WiFi engagement advisor

Model visitor behavioural psychology, calculate opt-in rates through reciprocity triggers, and project CRM audience growth.

Select venue behavioural profile

Venue audience and interaction variables

High footfall and short dwell time. Visitors value immediate connectivity in return for simple social sign-in and automated first-visit perks.

Primary sign-in channel: Instagram and Google

12,000 visitors
35 minutes
Sign-in friction
Reciprocity incentive tier

Projected conversion and audience acquisition

Projected opt-in rate32%Low Resistance
Monthly verified profiles3,840Clean opted-in CRM contacts
Monthly reviews triggered+173Advocacy amplification
Behavioural engagement score93/100Overall readiness index
Estimated annual CRM value creationGBP 207,3603,840 opted-in contacts a month over 12 months, at an assumed GBP 4.50 incremental value per contact. Substitute your own contact value before quoting it.
Useful? Link to this tool

Social media has had a profound effect on the way people engage with each other.  Its power lies in the way it can provide users with a sense of personal connection and community. Psychologists are interested in what effect this has on people's behavior in real life.

Which is the real you?

Social media can have a positive effect on people's confidence.  A positive online interaction can make people feel good! Even though users present their actual identity on social networking sites, they may not be showing their true personas, beliefs, interests, or identity.  Research has suggested that there is little comparison between a person's updates and posts to how they are in real life.  Online, people have a tendency to present an exaggeration of their personality and there is more time to make adjustments in online interactions.  If this is going to increase well-being and a feeling of belonging,  then social media is certainly doing  its job!

Wilcox and Stephens are right to point out that it is easy to dislike a person's online persona, yet like the person during real-life social interactions.  Amanda Lenhart reports that digital use can be beneficial and that one form of socializing doesn't affect another.  Just like in the real world, we can adjust online behavior as we gain experience - of course mistakes are made along the way.

Personality and social media

Does online social behavior reflect real life?  Are posts,  pictures and tweets a true reflection of oneself?  We can certainly  present ourselves in a more fabulous way but words can be misinterpreted and once it's out there we can't take it back!

Wilcox and Stephens also state that sites such as Facebook can increase self-esteem.  People naturally present a socially desirable, positive self-view to others when online.  In turn, this gives individuals an increase in self-esteem but a decrease in self-control.

Clearly individuals can choose the information contained in their posts and keeping up with an online identity makes a person feel good and increases self-esteem.  However, the more comfortable we get, the more likely we are to lose self-control and act impulsively online.  Other examples of the negative effects of Cyberpsychology  look at body image in teenage girls, checking romantic partners, sexting online and anger through the internet.

Reading other people's posts can make us less self-aware and we increase our reliance on other people's thoughts and feelings.  At the same time, 'experiencing' other people's thoughts and feelings can also increase understanding and empathy for others.  Individuals who interact with people from a wide range of backgrounds and cultures are reported to have higher empathy for others.  Without this interaction, it is sometimes difficult to understand other people's  behaviors and beliefs.  Social media is the most fantastic platform for connecting people who might not meet in real life.

Gaining success in an online interaction would be particularly useful for anxious people, as online interactions could translate into real-life social interactions.  Guillermo Farfan, writing in the Association for Psychological Science, warns us that individuals who are socially anxious do not want more 'evidence' that people don't like them.  Initially it was thought that the internet would be a safe haven for these types, helping them to overcome the  inhibitions of face-to-face contact and feelings of isolation.   Unfortunately these are the people who are less likely to use such sites.

For those of you who are wary of posting on social media sites, as we have seen,  it can make you feel good.  Come on and give it a try!

Selfies, Likes and retweets!

There are so many ways to get positive feedback on social media, but are we becoming self-obsessed?  A study at Western Illinois University found that people who were more self-absorbed reported more activity on Facebook.  Dr. Newman says an increase in positive interactions, for some, can increase feelings of importance.  By receiving 'likes',  new followers, and retweets, individuals can gain a confidence boost that could translate into increased confidence in the real world.

These likes, follows, and retweets have been described as 'little pockets of love' and can give users a buzz.  It is little wonder that they could be addictive. Researchers in Germany analyzed Facebook users and found that receiving positive Facebook feedback produced  high activity in the 'reward center' of the brain.  The pleasure they gained from this was greater than when given a monetary reward!  Dar Meshi explains why:  "As human beings, we evolved to care about our reputation. In today's world, one way we are able to manage our reputation is by using social media websites like Facebook."

So should we  be 'cautious' when using social media?

The Psychology of Social Media is still emerging and in the future we will know more about the effects of life online.  Like with any social situation, we should remain aware of how our behavior may be perceived by others.

Naturally, we conclude that we know the person we are reading about and think we know all about their lives from the (filtered) image they project of themselves.  Those with a high self-esteem and a positive filter are busy posting onto social media sites and this leads to an increase in confidence.

Research by Stoughton, Thompson and Meade investigated whether job applicants' personality characteristics are reflected in social media posts.  They found that extroverts are more likely to create posts relating to alcohol and individuals who are low in agreeableness are more likely to badmouth others online.  This is useful for employers and employees alike and a reminder to check our privacy settings!

An Interview with a Psychologist

Chris Lee summarizes Psychology of Social Media:

“Social media is a curated expression of ourselves which we have learned to use in a way that conveys our desired identities”  This feeds our egos and creates our 'Personal Brand' he says.  As Social Media is an extension of personality, then the more reserved are naturally less prone to share content than are the more self-confident users.

He ends with a great piece of advice for anyone using social media: 'behave as if you were with your friends but with your mother in the other room!'

Frequently asked questions

How does behavioral psychology influence visitor guest WiFi sign-in rates?

Visitors evaluate guest WiFi onboarding through the lens of cognitive friction and perceived value exchange. Lengthy forms with redundant fields induce abandonment, whereas one-click social authentication taps into existing digital habits. Providing immediate access and tangible venue perks activates the reciprocity principle, dramatically increasing opt-in rates.

What role does Cialdini's reciprocity principle play in captive portal conversions?

Reciprocity dictates that people naturally desire to return a favor when they receive something of value. When venue operators offer complimentary high-speed WiFi alongside welcome benefits before asking for marketing consent, visitors perceive the interaction as generous hospitality rather than a transactional barrier.

How do social login buttons leverage micro-commitments in physical spaces?

Social login buttons (Apple ID, Google, Facebook) reduce cognitive load by eliminating manual password creation and email typing. Tapping a familiar social icon represents an effortless micro-commitment. Once visitors cross this initial threshold, progressive profiling allows venues to collect deeper preferences on subsequent visits without causing friction.

How can venues use automated timing to maximize positive post-visit reviews?

Psychological peak-end rule dynamics demonstrate that customer sentiment is freshest immediately following a positive in-venue experience. Automated workflows triggered two hours after guest departure capture high-satisfaction moments, routing positive feedback to public platforms like Google and TripAdvisor while addressing concerns privately.

How does transparent privacy communication build visitor trust during WiFi onboarding?

Privacy paradox research shows consumers willingly share contact data when privacy boundaries are explicit and respected. Displaying clear consent options, affirming ISO 27001 data protection standards, and guaranteeing zero third-party data reselling reassures security-conscious visitors and reinforces brand affinity.

How does Purple integrate social WiFi data into enterprise CRM marketing systems?

Purple bridges the physical and digital divide by converting guest WiFi connections into verified, opted-in customer profiles. Through pre-built webhooks and API connectors, Purple synchronizes demographic, visit frequency, and dwell telemetry directly into CRMs such as Salesforce, HubSpot, and Klaviyo for automated behavioral segmenting.

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