The Two-Step Flow of Communication Theory

The story as told by Sarah Griswold

"The mass do not now take their opinions from dignitaries in Church or State, from
ostensible leaders, or from books. Their thinking is done for them by men much like
themselves, addressing or speaking in their name, on the spur of the moment…."

-John Stuart Mill, On Liberty

Introduction
Development of the Two-Step Flow of Communication Theory
The Opinion Leaders
Criticisms
Praises and Support
Recent Studies Based on the Two-Step Flow of Communication Theory
Applications of the theory
References
Something Else

Introduction

Man has forever fought against the forces of entropy, working very diligently at creating
order and meaning, dissecting and perusing until order is achieved. For civilization this
has been important. It has lent the world many fascinating theories about our
surroundings and the effect human beings can have. As order driven beings, we seek to
stretch and apply knowledge gained in all aspects of life to situations and experiences
very different from the origin of the knowledge. It is through the stretching and
manipulating of old thought that new insights are made, and new psychological
mountains are tackled. It is through this stretching and manipulating of one socio-
political based theory that the field of Advertising has defined some of its capabilities and
constraints in the area of mass communication. This theory involves the two-step flow of
communication.

This paper will address insights to the history and development, the criticisms and
praises, recent studies, and current applications of the two-step flow of communication
theory. The ultimate goal is to answer one question: "What does a theory based on socio-
political research have to do with advertising, anyway?"

Development of the Two-step Flow of Communication theory

As with most theories now applied to Advertising, the Two-step flow of communication
was first identified in a field somewhat removed from communications-sociology. In
1948, Paul Lazarsfeld, Bernard Berelson, and Hazel Gaudet published The People's
Choice, a paper analyzing the votersi decision-making processes during a 1940
presidential election campaign. The study revealed evidence suggesting that the flow of
mass communication is less direct than previously supposed. Although the ability of mass
media to reach a large audience, and in this case persuade individuals in one direction or
another, had been a topic of much research since the 1920's, it was not until the People's
Choice was published that society really began to understand the dynamics of the media-
audience relationship. The study suggested that communication from the mass media first
reaches "opinion leaders" who filter the information they gather to their associates, with
whom they are influential. Previous theories assumed that media directly reached the
target of the information. For the theorists, the opinion leader theory proved an
interesting discovery considering the relationship between media and its target was not
the focus of the research, but instead a small aspect of the study.

Lazarsfeld et al suggested that "ideas often flow from radio and print to the opinion
leaders and from them to the less active sections of the population." People tend to be
much more affected in their decision making process by face to face encounters with
influential peers than by the mass media (Lazarsfeld, Menzel, 1963). As Weiss described
in his 1969 chapter on functional theory, "Media content can be a determining
influence…. What is rejected is any conception that construes media experiences as alone
sufficient for a wide variety of effects." The other piece in the communication process is
the opinion leader with which the media information is discussed.

The studies by Lazarsfeld and his associates sparked interest in the exact qualities and
characteristics that define the opinion leader. Is an opinion leader influential in all cases,
on all topics? Or is the influence of an opinion leader constrained to certain topics? How
does an opinion leader come to be influential?

The Opinion Leaders

Who are they? How have they come to be defined?

A study by Robert Merton revealed that opinion leadership is not a general characteristic
of a person, but rather limited to specific issues. Individuals who act as opinion leaders
on one issue, may not be considered influentials in regard to other issues (Merton, 1949).
A later study directed by Lazarsfeld and Katz further investigated the characteristics of
opinion leaders. This study confirmed the earlier assertions that personal influence seems
more important in decision making than media. Again, influential individuals seem
constrained in their opinion leading to particular topics, non-overlapping among the
individuals. The opinion leaders seem evenly distributed among the social, economical,
and educational levels within their community, but very similar in these areas to those
with whom they had influence.

Katz and Lazarsfeld did not identify any particular traits amongst opinion leaders that
stand out. The traits that characterize each of the opinion leaders in their niche did have
things in common, though. For one thing, the opinion leaders were identified as having
the strongest interest in their particular niche. They hold positions within their
community affording them special competence in their particular niches. They are
generally gregarious, sociable individuals. Finally, they had/have contact with relevant
information supplied from outside their immediate circle. Interestingly enough, Katz and
Lazarsfeld observed that the opinion leaders receive a disproportionate amount of their
external information from media appropriate to their niche.

Studies by Glock and Nicosia determined that opinion leaders act "as a source of social
pressure toward a particular choice and as a source of social support to reinforce that
choice once it has been made (1966)." Charles Glock explained that opinion leaders often
develop leadership positions in their social circles. They achieve these positions based on
their knowledge of situations outside their circles (1952).

Criticisms

Although the theory of indirect flow of information from media to the target was quickly
adopted, the original study performed by Lazarsfeld, Berelson, and Gaudet was not. It
had a few faults. The panel method by which they attempted to better understand the
influences reaching a voter was unfaulted. It very effectively allowed the researchers to
notice changes in a voter's feelings almost immediately. The resulting unit of change was
an objective measurement that could easily be recorded and compared. The faults lie in
the manner with which the researchers addressed the flow of influences.

Since the research was not designed to specifically test the flow of influence, the
experiment was decidedly lacking in explanations. The first problem concerning the
findings of the study were that the data had to be collected in a random sample, but
subjects in a random sample can only speak for themselves. For these reasons, each
person could only say whether or not they considered his/herself an advice giver.
Lazarsfeld and his associates in the 1940 election study were unable to determine the
specific flow of influence. They determined there were a number of opinion leaders
spread throughout the socio-economic groups; however, these leaders were not directly
linked to particular groups within the socio-economic levels.

Even within studies specifically designed to determine who opinion leaders are and how
they are different from the average populace, there have been problems born from
experimental design. "The criticisms of the concept of opinion leaders has focused
mainly on its methodological deficiencies (Weimann, 1991)." As Weimann suggested in
his 1989 study of pervious research, much of the design problems involved determining
the opinion leaders while studying the flow of information. There seemed to be too many
factors to control. Despite the difficulties in qualifying the influentials, the theory of a
group of individuals that filter the flow of media information has lived on.

Praises and Support

Although the empirical methods behind the two-step flow of communication were not
perfect, the theory did provide a very believable explanation for information flow. The
opinion leaders do not replace media, but rather guide discussions of media. Brosius
explains the benefits of the opinion leader theory well in his 1996 study of agenda setting,
"The opinion leaders should not be regarded as replacing the role of interpersonal
networks but, in fact, as reemphasizing the role of the group and interpersonal contacts."

Lazarsfeld and his associates detailed five characteristics of personal contact that give
their theory more validity:

• Non-purposiveness/casualness One must have a reason for tuning into a political

speech on television, but political conversations can just "pop-up". In this
situation, the people are less likely to have their defenses up in preparation, they
are more likely open to the conversation.
• Flexibility to counter resistance In a conversation, there is always opportunity to
counter any resistance. This is not so in media, a one sided form of
communication.
• Trust Personal contact carries more trust than media. As people interact, they are
better able through observation of body language and vocal cues to judge the
honesty of the person in the discussion. Newspaper and radio do not offer these
cues.
• Persuasion without conviction The formal media is forced to persuade or change
opinions. In personal communication, sometimes friendly insistence can cause
action without affecting any comprehension of the issues.

Menzel introduced another strong point in favor of the two-step flow of information
theory. First, there are an abundance of information channels "choked" with all types of
journals, conferences, and commercial messages. These are distracting and confusing to
their target. With the barrage of information humans are flooded with daily, it is not hard
to understand why someone might turn to a peer for help evaluating all of it.

Recent Studies Based on the Two-step Flow of Communication theory

The true test of a theory lies in its timelessness, its ability to spark interest and provoke
thought years after its introduction. The two step flow of communication theory has been
able to remain relevant throughout the years. This should not be difficult to believe
considering it has fueled at least the past few pages this year, forty years after its debut.
There have been several recent studies that have addressed issues arising from
Lazarsfeld's, Katz's, and Merton's studies from the 1940s. In two such studies Gabriel
Weimann (1994) and Hans-Bernd Brosius (1996) addressed the setting of agendas as a
two step flow of communication.

In Weimann's paper addressing the re-emergence of the opinion leader theory into
modern day (1991), he addresses several problems that have been overcome sparking the
new interest in the old theory. As is further discussed in the section on theory criticisms,
the two-step flow of communication theory is difficult to witness in the field. Many
researchers have attempted to design credible models for testing the theory, but with only
minor success (Weimann, 1991). Brosius and Weimann set out to explain agenda setting
using the basis of the two-step flow of communication theory determined by Lazarsfeld,
Katz, and the many other researchers. To avoid the difficulties in studying the actual flow
of communication, Weimann and Brosius separated the opinion leaders from their two-
step flow of communication theory. Participants were studied against a scale to determine
the "Strength of Personality".

The Brosius-Weimann study attempts to describe the individuals whose personal

communication has impact on agenda setting. These individuals are the archetypal
opinion leaders, who still control the flow of information. Weimann and Brosius define
agenda setting as a two-step flow, wherein certain individuals (influentials) "collect,
diffuse, filter, and promote the flow of information" from media to the community. The
difference between these influentials and the opinion leaders, as Weimann stresses, is that
these influentials are usually elitists, not spread throughout the community as the old
theory suggested (Weimann, 1991). Are these influentials a new breed? Or is there really
a difference between influentials and opinion leaders? This, as yet, has not been
addressed. Weimann and Brosius suggest the influentials are a subsection of the opinion
leaders.

Applications of the Theory

To those who claim that there are no applications of a socio-political theory in

advertising, exhibit A is the barrage of articles written daily on the very subject. No
longer does the advertising industry doubt the existence or qualities of influentials, as
they are most commonly referred to today. Instead, the discussion revolves around
effectively targeting messages to reach these influentials.

For fifty years, the research organization Roper has considered the group of "influentials"
important enough to track. Regularly, reports and studies are performed in an attempt to
unlock the secret to reaching these influentials. Who are they? What has the term
"influential" come to describe? According to Diane Crispell, these people are the
"thought leaders" and "pioneer consumers". "Influentials are better educated and more
affluent than the average American, but it is their interest in the world around them and
their belief that they can make a difference that makes them influential (Crispell, 1989)."

The influentials today seem to be isolated in the upper class. They are the trend-setters. It
is this group that is first to adopt new technology, and remains on the leading edge of
trends (Poltrack, 1985). This is the group that advertising attempts to reach. Daily articles
are published on maximizing the market by reaching these influentials. The idea remains
that the most efficient media is word-of-mouth, and it is by reaching the influentials with
other forms of media that this word-of-mouth is generated. It seems the opinion leaders
of yesterday have been overlooked for the smaller subset of influentials.

Two Step Flow Theory

influence of media messages
History and Orientation
The two-step flow of communication hypothesis was first introduced by Paul
Lazarsfeld, Bernard Berelson, and Hazel Gaudet in The People's Choice, a 1944 study
focused on the process of decision-making during a Presidential election campaign.
These researchers expected to find empirical support for the direct influence of
media messages on voting intentions. They were surprised to discover, however, that
informal, personal contacts were mentioned far more frequently than exposure to
radio or newspaper as sources of influence on voting behavior. Armed with this data,
Katz and Lazarsfeld developed the two-step flow theory of mass communication.
Core Assumptions and Statements
This theory asserts that information from the media moves in two distinct stages.
First, individuals (opinion leaders) who pay close attention to the mass media and its
messages receive the information. Opinion leaders pass on their own interpretations
in addition to the actual media content. The term ‘personal influence’ was coined to
refer to the process intervening between the media’s direct message and the
audience’s ultimate reaction to that message. Opinion leaders are quite influential in
getting people to change their attitudes and behaviors and are quite similar to those
they influence. The two-step flow theory has improved our understanding of how the
mass media influence decision making. The theory refined the ability to predict the
influence of media messages on audience behavior, and it helped explain why certain
media campaigns may have failed to alter audience attitudes an behavior. The two-
step flow theory gave way to the multi-step flow theory of mass communication or
diffusion of innovation theory.
Conceptual Model

Source: Katz & Lazarsfeld (1955)

Favorite Methods
To be added.
Scope and Application
All kinds of mass media can be researched with this theory (TV, radio, internet).
Example
To be added.