In his book Word-of-Mouth Marketing, Andy Sernovitz observed that “you can’t create a ‘viral’ anything”. Viral, he said, is just an adjective that describes what happens when something gets forwarded to a large number of people.
Again and again, top brands overlook this point and try to force their ideas to go viral (see the misguided Random Acts of Cheetos campaign, for example, which dramatically failed to capture the public’s imagination). Rarely do these in-your-face gimmicks achieve any degree of success, simply because consumers are naturally suspicious of any brand that appears to be orchestrating a viral campaign from head office.