The journey from obscurity to widespread recognition is a captivating phenomenon. The transformation of marginal behaviors into mainstream trends involves a complex interplay of influences and perceptions. To delve into this fascinating journey, we turn to the profound insights shared by Helen Edwards, the esteemed Adjunct Associate Professor of Marketing at London Business School. Helen's book, "From Marginal to Mainstream," not only offers a profound framework for this transformation but also provides actionable guidance for entrepreneurs, marketers, and innovators who aspire to propel their ideas from the fringes to the heart of society.
1. Intensity and Zealous Advocates
At the heart of every journey from marginality to mainstream lies the fiery devotion of a small group of enthusiasts. These passionate pioneers dedicate themselves wholeheartedly to the behavior, generating the momentum necessary for broader acceptance.
Their unwavering commitment becomes the spark that ignites change. When a behavior has a passionate core group championing its cause, it gains the necessary foundation to challenge the mainstream. As Helen Edwards explains, "You need intensity for a marginal behavior to have any chance of taking off." This intensity is the driving force behind behaviors that transcend the margins. It involves cultivating a small yet passionate group of enthusiasts who wholeheartedly embrace the behavior and become catalysts for its widespread adoption.
2. Resistance and Understanding
Edwards astutely notes, "Resistance is nuanced." Resistance is an integral part of the journey from the fringes to the mainstream. Resistance is an integral part of introducing behaviors that challenge the norm. However, not all resistance is created equal. Helen notes, "The more the resistance is towards ‘I'm interested, but it's impractical’, the more opportunity you've got to make that behavior more practical, more socially acceptable."
Recognising and addressing the specific nature of resistance paves the way for change. As behaviors attempt to transition from the fringes, understanding the varied facets of resistance can lead to strategic adjustments that make adoption easier. Entrepreneurs should grasp that resistance doesn't always imply rejection. Often, it arises from practical concerns or unfamiliarity. By understanding these subtleties, entrepreneurs can tailor their strategies to effectively address misconceptions and concerns.
3. Misalignment and Addressing Divergence
The presence of misalignment between the reasons for and against a behavior can be a significant hurdle. When the reasons for adopting a behavior is conflicted, its journey encounters roadblocks. Misalignment occurs when supporters and skeptics hold opposing motives. For instance, the early motive for veganism was rooted in animal welfare, while resistance stemmed from the belief in the need for animal products for health.
Helen underscores, "The reason not to do the behavior is often the reason to do it, and vice versa." Resolving this misalignment can pave the path to acceptance. Identifying and addressing these conflicting motives lays the groundwork for building bridges between passionate advocates and potential adopters. "The original reason to be vegan was animal cruelty, and the resistance was health concerns." Entrepreneurs can bridge this gap by harmonizing conflicting narratives, crafting a unified story that resonates with a wider audience.
4. Vectors and Subcultural Influence
Subcultures act as channels for introducing marginal behaviors to a broader audience. Helen explains, "Subculture can be like a vector, so look for that broader subculture influence." Subcultures, such as the punk movement in the '80s, carry marginal behaviors as an integral part of their identity.
This integration enables these behaviors to gradually seep into mainstream awareness. By tapping into the affinity subcultures hold for these behaviors, we can spark conversations that resonate with a wider audience. Entrepreneurs can leverage subcultures to create a ripple effect, where early adopters introduce behaviors from the margins to the mainstream's attention.
5. Reframing and Shifting Perspectives
Entrepreneurs often find themselves tasked with introducing disruptive ideas that challenge existing norms. Here, the principle of "Reframing" becomes invaluable. Helen Edwards uses the example of insect protein to demonstrate the power of changing perceptions: “ If we take something like insect protein, even though many mainstream consumers know that insect protein is a type of low fat protein and really good for the planet, they still resisted it due to the perception of it being ‘weird’. One of the interesting things we found is, you (as an entrepreneur) can take that behavior and reframe it to present it in a more positive light."
''Entrepreneurs can adopt a similar strategy to overcome initial resistance to their ideas. By shedding light on different aspects of their behavior and reframing its significance, entrepreneurs can help potential adopters see their concepts through a different lens. This opens the door to greater acceptance, as the new perspective aligns more closely with existing beliefs. In the world of entrepreneurship, mastering the art of reframing can be the key to propelling unconventional ideas into the mainstream.
6. Reversal and Shifts in Justification
"Reversal" signifies behaviors gaining traction due to shifts in justification.
This is particularly intriguing for entrepreneurs looking to introduce novel ideas. Helen Edwards illustrates this with the example of exercise: "The reason we didn't exercise back in the '70s was because most jobs were manual. You've done your physical exercise by the time you've got home." However, as manual labor decreased and sedentary jobs became the norm, exercise transformed from a routine necessity to a proactive choice. Entrepreneurs can leverage this insight by examining how societal shifts are reshaping traditional justifications. By embracing these shifts and aligning their innovative concepts with the evolving landscape, entrepreneurs can present new motives for adopting their behaviors and resonating more deeply with the target audience.
7. Accelerators and External Catalyst
External factors like legal changes, cultural shifts, or scientific discoveries can act as accelerators for marginal behaviours. The COVID-19 pandemic, for instance, accelerated the adoption of behaviors like polyphasic sleeping due to remote work dynamics. Entrepreneurs can harness external catalysts to expedite behavior adoption.
8. Dilution and Adaptation for Accessibility
Dilution involves making a behavior more accessible while retaining authenticity. "Dilution" is a strategic principle that holds immense value for entrepreneurs seeking to navigate the path from the margins to the mainstream. As Helen Edwards notes, businesses often succeed in reaching a broader audience by "diluting" the intensity of a behavior.
This means making the behavior more accessible and user-friendly. Entrepreneurs can apply this concept by carefully balancing authenticity with simplicity. Complex or radical ideas can be daunting for the mainstream audience. Thus, finding ways to adapt and present these ideas in a manner that's easy to understand and adopt is essential. By bridging the gap between the passionate pioneers and the broader audience, entrepreneurs can ensure their ideas don't remain confined to the margins. Instead, they can gather momentum and pave the way for widespread acceptance.
In the entrepreneurial realm, these eight beacons—Intensity, Resistance, Misalignment, Vectors, Reframing, Reversal, Accelerators, and Dilution—act as guiding lights for those navigating the journey from the margins to the mainstream. By understanding and harnessing these dynamics, entrepreneurs can refine their strategies, capture attention, and ultimately drive the adoption of innovative ideas on a societal scale. As marketers and innovators embrace the transformative power of these beacons, they open up the potential to step into a world where innovative concepts are not confined to the fringes but stand at the forefront of societal evolution.