Response to The Persuaders

Response to The Persuaders

The Persuaders, a FRONTLINE documentary about the philosophy of advertising, sought to highlight the heights and depths that advertisers will venture in order to facilitate a “brand experience” for a sleepless consumer market.

The amount of time, research, rhetoric, psychology, ingenuity, and immense funding that is pumped into the advertising business is astounding. In this documentary, I was particularly struck by:
• The constant pull by advertisers for our emotions in order to foster brand loyalty
• The work of Clotaire Rapaille
• & The intrusive collection of information by Acxiom

First, the advertising industry is endless and all-encompassing; there are ads in nearly every corner of our 24-hour-day.

I was intrigued when the documentary discussed the impacts of “emotional branding,” and how a positive brand experience can breed a literal “cult-like devotion.” Market researchers picked up on this in such a way that they actually study cults and apply those emotional principles to the way that they construct their advertisements.

Second, Clotaire Rapaille, a phenomenally successful market research guru, was perhaps the most interesting part of this video to me. Formerly a child psychologist, Rapaille applies his Freudian background to marketing and teaches that consumers are driven by unconscious impulses and associations.

Rapaille calls this his “code” on luxury, and he teaches seminars where he helps clients to unlock their own past and to apply the principles of object-emotion association to reach consumers. I loved the three stages of his creative sessions and the way that he coaxed the participants into a new way of thinking.

Thirdly, the video mentioned Acxiom, a massive data base that not only tracks most details of a person’s life and spending habits, but also projects where they will be in the future based on their current lifestyle. This data base and others track internet searches, vacation spots, hobbies, demographics, and goes on to sell this information to other advertising companies so that they can advertise exactly what we like exactly where we are.

The Persuaders mentioned how commercials tell us that we come first, immediately appealing to our self-centered human nature. Ads tell us they want us to live better, longer and happier, and to splurge on ourselves because we’re worth it. This technique of elevated flattery extends beyond advertising into most other spheres of life, from politics to relationships. I liked how the documentary concluded with the true statement that “we are all persuaders.”






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