Journal articles on the topic 'Subliminal marketing'

Les dernières années de la décennie 1980 et les premières années de la décennie 1990 ont été marquées par les progrès de la recherche en communication persuasive. Mieux comprendre la part prise par les émotions suscitées par les messages dans l'efficacité de la publicité, le rôle des traces perceptives et des stimuli non-verbaux au moment de la prise de décision d'achat permet de revisiter le domaine controversé de la persuasion subliminale. Cet article s'efforce de clarifier les concepts de stimulus subliminal, de perception et de persuasion subliminales, puis de concilier les conclusions diamétralement opposées des psychologues et des chercheurs en marketing sur les effets possibles des stimuli qui ne dépassent pas le seuil de conscience. Il présente les développements sous forme didactique pour pouvoir servir, aussi directement que possible, de base aux enseignants qui souhaitent actualiser leurs cours sur ce sujet.

Understanding the major elements affecting consumers purchasing intention is important because it is directly related with the actual purchase. To attract more customers and boost their sales, online marketers use subliminal messages in advertising. The subliminal message is not perceived directly by the consumers’ consciousness, but still remains in their mind in a subtle way. Hidden messages within advertising is a manipulating force to buy the product, or to increase the purchasing intention. The objective of this article is to explore and describe the influence of the perception, awareness, and knowledge of subliminal messages and subliminal persuasion on consumers’ purchasing intention. The data collection used a cross-sectional descriptive approach. This study is descriptive following a causal model. The sample belongs to the population of Lebanese consumers. An online questionnaire was used during this study. A total of 510 Lebanese consumers had completed the questionnaire online. The influence of perception of subliminal messages, awareness of subliminal messages, knowledge of subliminal message and subliminal persuasion are positive which validate a positive relation among these variables. As for the future avenues of research, it would be interesting to assess the effectiveness of some consumer anticipation and the protection against manipulation with regard to subliminal messages.

Purpose – This paper aims to describe the relationship between subliminal advertising and the Cold War to have a better understanding of the cultural dynamics of postwar America. Design/methodology/approach – This paper is a review of primary and secondary materials from the period 1957-1958, primarily popular and trade periodicals that capture the events as they took place. Findings – Subliminal advertising both reflected and shaped fears grounded in the Cold War cultural climate, and reveal other key insights related to the postwar psyche. Research limitations/implications – Political ideology is readily apparent within consumer culture, a prime example of the insights to be gained by viewing American culture through an interdisciplinary lens. Practical implications – Advertisers can effectively tap into consumers’ deeply seated emotions, but should tread carefully lest they be accused of “mind control”. Social implications – Subliminal advertising represented a seminal moment in postwar American history by exposing the hyper-paranoia of the times. Originality/value – A blow-by-blow account of the subliminal advertising craze and its relationship to the Cold War represents a deep dive into one of the more fascinating sites of mid-century America.

Subliminal messages appear in movies, commercials, music videos, and even cartoons. These are hidden signals inserted into advertising messages sent to a target audience to influence their subconscious behaviour. Such advertising is often considered unethical and, in certain types of advertising, even forbidden by law. Most research to date indicates that people do, in some way, perceive subliminal stimuli that can have an impact on their behaviour. Subliminal messages are viral and are used to manipulate consumers. However, most human psyche researchers are still inclined to think people cannot be persuaded on an unconscious level to behave in a way they would not consciously act. How crucial the influence of subliminal messages is for behaviour has not yet been sufficiently explored. The main goal of this paper is to determine whether people are aware of the existence of subliminal messages in the media and media manipulations and do they find them ethical. An online survey was conducted to assess the respondents' awareness, attitudes, and beliefs regarding subliminal advertising. The results show that the understanding of subliminal perception related to instinct and emotion is evident. The contributions will help both; marketing managers when deciding should they use subliminal messages in their advertising and consumers when deciding if they want to purchase a specific product.

Subliminal messages play a vital role in attracting the consumer's attention in the world of brands. Visual subliminal messages are designed to be unnoticeable at a conscious level, bypassing the conscious mind and submitting messages directly to the subconscious mind. Although consumers may not actually attempt to decode the semiotic elements of a logo, its interpretation is an intersemiotic act. In this interplay between a logo's visual and verbal aspects, intersemiotic translation provides a useful theoretical framework to investigate subliminal advertising messages. The ability to persuade consumers is a powerful tool in marketing, and subliminal persuasion can affect markets and control consumer behavior. The authors explore consumers' awareness of subliminal messages by focusing on semiotics, symbolism, and persuasion as key issues in the translation of advertisements. Participants were exposed to logos of international brands, and through a structured questionnaire and a semi-structured interview, they were asked to identify their form, color, logo, brand name, or slogan.

Some content can be so well crafted that consumers are not aware that they are actually part of the promotion activity. The message is concealed, transformed, and communicates with consumers with associative connections at the subconscious level. Subconscious communication is a technique that marketers will use more and more, so in the design and realization of promotional activities, they combine the knowledge of other sciences and the latest technological inventions. Subconscious communication is often far more effective than direct addressing, provoking, and causing the desired effect, sometimes completely contrary to what the content posted seems to indicate. Content placed so as to address consumers at the subconscious level is called subliminal messages or subliminal. Very weak signals, stimuli below the threshold of conscious perception are not registered consciously. It is especially important to note that reason cannot resist this type of message because it is not recognized, it is circumvented even in the stage of stimulus. This is the main danger of subliminal messages; bypassing reasoning insert direct information in a mind that cannot be confronted. This is a very unusual method of manipulative persuasion technique for individuals and the masses exposed to the effects of subliminal marketing.

This paper aims to investigate the impact of subliminal messages through music in Hyper stores in Punjab, Pakistan and their effect on consumer behavior. Researcher used the music to test the participants of this research with three different conditions; to match the suggestions and subliminal message; the use of suggestion as mismatched with subliminal message; No suggestions for subliminal message. The aim of study was to find out the impact of variables (subliminal messages and the effect of age) on consumer behavior. The study explores the methodology with focuses on evidence from previous literature and empirical studies. Researcher will use explanatory approach with quantitative methods (Regression analyses) to collect and analyze the data. Researcher used questionnaire and survey to measure the participants and to know about subliminal messages, and how they believe on subliminal messages. Population of this study was the consumers of Hyper Stores in Punjab, Pakistan. Major limitations of this study were its context, because it only lies between consumers of Hyper Stores. Progress towards this area has been started, and remains it’s a limited factor to describe the findings from this research. In education it’s noted to include the Subliminal Messages, consciously or unconsciously, and may use to hinder the originality of students. To induce this type of messages provides the opportunities of redirecting or moving the design and process towards necessary direction. Public realized about the products which contain this types of messages are likely to impact and public try to manipulate by the claims of advertising. The paper extends the new way of manipulating the consumers and divert their mind to enhance the marketing, and previous reviews by its induction of results from a series of empirical studies that have worked in past.

In the face of evidence to the contrary, consumers continue to believe in the efficacy of subliminal message self-help (SMSH) audiotapes. The authors contend that the value consumers attribute to these tapes stems from the illusion of efficacy, the result of an expectancy effect. Two double-blind studies tested subliminal message self-help audiotapes claimed to improve memory, increase self-esteem, or induce weight loss. Actual content and labeled content were independently varied; some subjects believed they were using memory tapes but were actually using weight loss or self-esteem tapes, and so on. After a month of use (per manufacturers’ recommendations) by volunteer subjects, there were no effects of subliminal content in the claimed direction on any of the three dimensions. In contrast, there were changes or the perception of changes corresponding to the tape labels. These placebolike effects are hypothesized to result from consumer expectancies. If consumers who forsake more conventional treatments for SMSH audiotapes are misled, they suffer both the loss of the price of the tapes and, more importantly, opportunity costs. Thus, the potentially damaging consequences are a major concern from a public policy perspective.

Socialinės medijos šiomis dienomis vaidina svarbų vaidmenį visuomenės gyvenime ir užima didelę dalį mūsų laiko. Ši technologinė revoliucija taip pat paveikė ir verslo sritį. Vartotojams suteikus daugiau kontrolės socialinių medijų platformose, verslininkai buvo priversti naudoti tiek atvirąsias, tiek paslėptąsias reklamos strategijas. Tyrimo tikslas yra nustatyti, kokias kalbines, vaizdines ir kitas įtaigos priemones naudoja reklamos ekspertai paslėptosiose ir atvirosiose reklamos strategijose. Siekiant supaprastinti šios plačios srities tyrimo eigą ir sumažinti apdorojamų duomenų kiekį, analizei buvo pasirinkta viešbučių verslo platforma. Kalbinės, vaizdinės ir įtaigos priemonės yra naudojamos viešbučių verslo socialinių medijų reklamos strategijose. Nors šios priemonės ir individualiai perteikia tam tikrą reikšmę, pagrindinė reklamos vertė atsiskleidžia tik esant visų trijų priemonių samplaikai. Analizė buvo atlikta iš dviejų perspektyvų – atvirųjų ir paslėptųjų strategijų. Atvirosiose strategijose iš reklamų išrinkti kalbiniai bei vaizdiniai pavyzdžiai. Uždarosiose strategijose šaltiniai suskirstyti į tris sritis – vartotojų generuojamas turinys, socialinių medijų konkursai ir kompanijos bei nuomonės formuotojų reklama.

Une méta-analyse est utilisée pour démontrer l'inefficacité de la publicité subliminale à influencer le choix du consommateur. Une revue de la littérature est effectuée pour montrer que la taille de l'échantillon et l'importance de l'effet sont rarement utilisées pour évaluer si les stimuli marketing subliminaux influencent efficacement le comportement de choix du consommateur. Les résultats de la méta-analyse indiquent qu'il y a très peu d'effet. Le coefficient obtenu avait une valeur r = 0,0585, ce qui situe l'efficacité de la publicité subliminale sur le choix entre l'impact de l'aspirine sur les arrêts cardiaques et la relation entre l'abus d'alcool et un séjour en tant que soldat au Vietnam (Rosenthal, 1990).

Subliminal audio perception, additionally known as subliminal audio information. are actually information, either graphic or even acoustic, that are presented merely beyond the limit of human understanding. A subliminal audio viewpoint might certainly not be actually distinct good enough that the aware mind may enroll it however be actually discernible good enough for the subconsciousness mind. The very same applies to a subliminal audio graphic. The utmost measure of just how effective a company's marketing technique is exactly how effectively the information provided through industrying embed the minds of buyers as well as influences them to purchase the product or services of the organisation. As opposed to preferred technique, marketing technique is not taken out of lean sky. At least it should not be actually. A marketing strategy should outgrow the business's market value proposition. The worth proposal often provides the crucial notification for all advertising and marketing One strategy that marketers are generally thinking about is subliminal audio understanding. This causing is subliminal audio perception. The resulting kind of advertising and marketing is known as subliminal audio advertising and marketing.

An introduction of the investigation on the common advertisement. Marketing is a type of communication meant to urge viewers to buy or even take some action upon products, tips, or even solutions. Advertising and marketing is actually the key to market and broadcast products and brands. Today the degrading criteria of marketing are actually straight impacting the much younger viewers generating a bad influence on the little ones. The advertisers aren't being able to segregate the time ports as well as decide concerning that is their target audience. Advertising ought to not simply concern producing Income but likewise concerning generating it coming from the right target market and also not through developing an overwhelming impact on people who shouldn't be actually influenced or are actually not the target audience of the item. In every genre of the media, newspaper, broadcast, television, the regulations for conventional advertising and marketing must be formulated.

Adopting a commitment to the principle of heterogeneity, combined with a concern for subjugated and disqualified knowledge, we unravel the debates around telepathy and telementation in marketing theory and practice. We explicate the conditions of possibility for these deliberations, focusing on the Society for Psychical Research (SPR). A close reading of the scholarly outputs published by members of the SPR helps us unpack the theoretical assumptions underwriting telepathy via the concept of the subliminal self. This material forms the foundations for William Walker Atkinson’s ‘practical occultism’. We review Atkinson’s work, making the case that telepathy was central to exerting personal influence. Our account thus diverges markedly from extant histories of influence. Attention is then turned to the jettisoning of telepathic linkages. Changes in discourse reflect ‘epistemological deflation’ in combination with ‘counter-reversal’. Nonetheless, telepathic and telementative assumptions remain central to our understanding of sales and marketing communications. The same can be said of consumer research. Telepathy may also impact our future in a novel, ‘synthetic’ form.

The marketing promotion has undergone a phenomenal metamorphosis ever since the smart phone invaded our lifestyle. It is witnessed globally the dominance of the digital means in almost all the spheres of life that allows no option than to adapt and embrace. One obvious example of forced adaptability is the myriad of advertisements that pop up while browsing any type of content. The introduction of social media further accelerated the pace at which these changes impact the promotional aspects of any product or service. Digital media works as a catalyst for business and professional growth while seamlessly integrating even the most subliminal demands of the customers, with more proactive promotional strategies and better applications of them. Promotion as a form of integrated marketing communication has come of age to become most apt and upright. Some argue that conventional marketing dictums would no longer hold well, and it may be partially true, as the doctrines remain intact and the game-changer is only “the way they are integrated” with regard to speed and time of delivery. It is essential to target the right customer and the right content while attempting to be creative through relevant touchpoints. The present paper attempts to throw light on the emergence of digital marketing tools that help boost marketing efforts more than before and outcomes apparently be unassuming.

The subliminal messages transmitted by means of metaphors in songs could influence the development of critical thinking among our youngsters which will reflect on their personality later in life. The aim of this article is to analyse the discourse of the most popular commercial songs in English and Spanish of song-writers and the values they convey to metaphorical compositions. 452 metaphors were identified which have been analysed according to six high frequency themes: love, sexuality, happiness, ambition, madness and violence. The results of the discourse analysis indicate how metaphors are culture-bound and reinforce the idea of a distinct and varied perspective of life on both sides of the Atlantic Ocean. Based on the tendencies of composition of these commercial rhythms, results show that metaphors, being sexually provocative and socially controversial, are used as a strong marketing strategy to which our youngsters are constantly exposed to.

<p class="p1"><span class="s1"><strong>Abstract </strong></span>| In this essay we question the validity of basic assumptions in molecular biology and evolution on the basis of recent experimental data and through the lenses of a systems and nonlinear perspective<span class="s2"><strong>. </strong></span>We focus our discussion on two well-established foundations of biology: the flow of information in molecular biology (i<span class="s2"><strong>.</strong></span>e<span class="s2"><strong>.</strong></span>, the central dogma of molecular biology), and the “causal” linear signaling pathway paradigm<span class="s2"><strong>.</strong></span>Under both paradigms the subliminal assumption of a one-to-one genotype-phenotype mapping (GPM) constitutes an underlying working hypothesis in many cases<span class="s2"><strong>. </strong></span>We ask if this is empirically sustainable in post-genomic biology<span class="s2"><strong>. </strong></span>We conclude that when embracing the notion of complex networks and dynamical processes governing cellular behavior — a view now empirically validated — one-to-one mapping can no longer be sustained<span class="s2"><strong>. </strong></span>We hypothesize that such subliminal and sometimes explicit assumption may be upheld, to a certain degree, because it is convenient for the private appropriation and marketing of scientific discoveries<span class="s2"><strong>. </strong></span>Hopefully, our discussion will help smooth the undergoing transition towards a more integrative, explanatory, quantitative and multidisciplinary systems biology<span class="s2"><strong>. </strong></span>The latter will likely also yield more preventive and sustainable medical and agricultural developments, respectively, than a reductionist approach.</p>

O crescente desenvolvimento das formas de marketing digital tem proporcionado a implementação do marketing de influência nas redes sociais através da veiculação de conteúdo publicitário, formalizado por perfis sociais de indivíduos denominados “digital influencers”. Desta forma caracterizada como ferramenta publicitária de mercantilização de produtos e serviços, tem-se por necessário a formalização de sua realização em conformidade com as disposições do Código de Defesa do Consumidor, especificamente no que concerne a vedação à realização de propaganda subliminar. Tomado como parâmetro a hipótese discorrida o presente artigo tem como objeto de estudo a analise jurídica da responsabilidade civil de “digital influencers” pela realização de publicidade subliminar, excluído aí a seara tocante a publicidade infantil, ao qual pretende traçar parâmetros para sua verificação em concreto.

"If people don't trust their information, it's not much better than a Marxist-Leninist society." -- Orville Schell Dean, Graduate School of Journalism, UC Berkeley "Most people aren't very discerning. Maybe they need good financial information, but I don't think people know what good information is when you get into culture, society, and politics." -- Steven Brill,Chairman and Editor-in-chief, Brill's Content Once upon a time, not very long ago, advertisements were easy to recognise. They had simple personalities with goals not much more complicated than selling you a bar of soap or a box of cereal. And they possessed the reassuring familiarity of old friends or relatives you've known all your life. They were Pilgrims who smiled at you from Quaker Oats boxes or little tablets named "Speedy" who joyfully danced into a glass of water with the sole purpose of giving up their short life to help lessen your indigestion from overindulgence. Yes, sometimes they could be a little obnoxious but, hey, it was a predictable annoyance. And once, not very long ago, advertisements also knew their place in the landscape of popular culture, their boundaries were the ad space of magazines or the commercial time of television programs. When the ads got too annoying, you could toss the magazine aside or change the TV channel. The ease and quickness of their dispatch had the abruptness of slamming your front door in the face of an old door-to-door salesman. This all began to change around the 1950s when advertisements acquired a more complex and subtle personality and began straying outside of their familiar media neighborhoods. The social observer Vance Packard wrote a best-selling book in the late 50s called The Hidden Persuaders which identified this change in advertising's personality as coming from hanging around Professor Freud's psychoanalysis and learning his hidden, subliminal methods of trickery. Ice cubes in a glass for a liquor ad were no longer seen as simple props to help sell a brand of whiskey but were now subliminal suggestions of female anatomy. The curved fronts of automobiles were more than aesthetic streamlined design features but rather suggestive of a particular feature of the male anatomy. Forgotten by the new subliminal types of ads was the simple salesmanship preached by founders of the ad industry like David Ogilvy and John Caples. The word "sales" became a dirty word and was replaced with modern psychological buzzwords like subliminal persuasion. The Evolution of Subliminal Techniques The book Hidden Persuaders made quite a stir at the time, bringing about congressional hearings and even the introduction of legislation. Prominent motivation researchers Louis Cheskin and Ernest Dichter utilised the new ad methods and were publicly admonished as traitors to their profession. The life of the new subliminal advertising seemed short indeed. Even Vance Packard predicted its coming demise. "Eventually, say by A.D. 2000," he wrote in the preface to the paperback edition of his book, "all this depth manipulation of the psychological variety will seem amusingly old- fashioned". Yet, 40 years later, any half-awake observer of popular culture knows that things haven't exactly worked out the way Packard predicted. In fact what seems old-fashioned today is the belief that ads are those simpletons they once were before the 50s and that products are sold for features and benefits rather than for images. Even Vance Packard expresses an amazement at the evolution of advertising since the 50s, noting that today ads for watches have nothing to do with watches or that ads for shoes scarcely mention shoes. Packard remarks "it used to be the brand identified the product. In today's advertising the brand is the product". Modern advertising, he notes, has an almost total obsession with images and feelings and an almost total lack of any concrete claims about the product and why anyone should buy it. Packard admits puzzlement. "Commercials seem totally unrelated to selling any product at all". Jeff DeJoseph of the J. Walter Thompson firm underlines Packard's comments. "We are just trying to convey a sensory impression of the brand, and we're out of there". Subliminal advertising techniques have today infiltrated the heart of corporate America. As Ruth Shalit notes in her article "The Return of the Hidden Persuaders" from the 27 September 1999 issue of Salon magazine, "far from being consigned to the maverick fringe, the new psycho- persuaders of corporate America have colonized the marketing departments of mainstream conglomerates. At companies like Kraft, Coca-Cola, Proctor & Gamble and Daimler-Chrysler, the most sought-after consultants hail not from McKinsey & Company, but from brand consultancies with names like Archetype Discoveries, PsychoLogics and Semiotic Solutions". Shalit notes a growing number of CEOs have become convinced they cannot sell their brands until they first explore the "Jungian substrata of four- wheel drive; unlock the discourse codes of female power sweating; or deconstruct the sexual politics of bologna". The result, as Shalit observes, is a "charmingly retro school of brand psychoanalysis, which holds that all advertising is simply a variation on the themes of the Oedipus complex, the death instinct, or toilet training, and that the goal of effective communications should be to compensate the consumer for the fact that he was insufficiently nursed as an infant, has taken corporate America by storm". The Growing Ubiquity of Advertising Yet pervasive as the subliminal techniques of advertising have become, the emerging power of modern advertising ultimately centres around "where" it is rather than "what" it is or "how" it works. The power of modern advertising is within this growing ubiquity or "everywhereness" of advertising rather than the technology and methodology of advertising. The ultimate power of advertising will be arrived at when ads cannot be distinguished from their background environment. When this happens, the environment will become a great continuous ad. In the process, ads have wandered away from their well-known hangouts in magazines and TV shows. Like alien-infected pod-people of early science fiction movies, they have stumbled out of these familiar media playgrounds and suddenly sprouted up everywhere. The ubiquity of advertising is not being driven by corporations searching for new ways to sell products but by media searching for new ways to make money. Traditionally, media made money by selling subscriptions and advertising space. But these two key income sources are quickly drying up in the new world of online media. Journalist Mike France wisely takes notice of this change in an important article "Journalism's Online Credibility Gap" from the 11 October 1999 issue of Business Week. France notes that subscription fees have not worked because "Web surfers are used to getting content for free, and they have been reluctant to shell out any money for it". Advertising sales and their Internet incarnation in banner ads have also been a failure so far, France observes, because companies don't like paying a flat fee for online advertising since it's difficult to track the effectiveness of their marketing dollars. Instead, they only want to pay for actual sales leads, which can be easily monitored on the Web as readers' click from site to site. Faced with the above situation, media companies have gone on the prowl for new ways to make money. This search underpins the emerging ubiquity of advertising: the fact that it is increasingly appearing everywhere. In the process, traditional boundaries between advertising and other societal institutions are being overrun by these media forces on the prowl for new "territory" to exploit. That time when advertisements knew their place in the landscape of popular culture and confined themselves to just magazines or TV commercials is a fading memory. And today, as each of us is bombarded by thousands of ads each day, it is impossible to "slam" the door and keep them out of our house as we could once slam the door in the face of the old door-to-door salesmen. Of course you can find them on the matchbook cover of your favorite bar, on t-shirts sold at some roadside tourist trap or on those logo baseball caps you always pick up at trade shows. But now they have got a little more personal and stare at you over urinals in the men's room. They have even wedged themselves onto the narrow little bars at the check-out counter conveyer belts of supermarkets or onto the handles of gasoline pumps at filling stations. The list goes on and on. (No, this article is not an ad.) Advertising and Entertainment In advertising's march to ubiquity, two major boundaries have been crossed. They are crucial boundaries which greatly enhance advertising's search for the invisibility of ubiquity. Yet they are also largely invisible themselves. These are the boundaries separating advertising from entertainment and those separating advertising from journalism. The incursion of advertising into entertainment is a result of the increasing merger of business and entertainment, a phenomenon pointed out in best-selling business books like Michael Wolf's Entertainment Economy and Joseph Pine's The Experience Economy. Wolf, a consultant for Viacom, Newscorp, and other media heavy-weights, argues business is becoming synonymous with entertainment: "we have come to expect that we will be entertained all the time. Products and brands that deliver on this expectation are succeeding. Products that do not will disappear". And, in The Experience Economy, Pine notes the increasing need for businesses to provide entertaining experiences. "Those businesses that relegate themselves to the diminishing world of goods and services will be rendered irrelevant. To avoid this fate, you must learn to stage a rich, compelling experience". Yet entertainment, whether provided by businesses or the traditional entertainment industry, is increasingly weighted down with the "baggage" of advertising. In a large sense, entertainment is a form of new media that carries ads. Increasingly, this seems to be the overriding purpose of entertainment. Once, not long ago, when ads were simple and confined, entertainment was also simple and its purpose was to entertain rather than to sell. There was money enough in packed movie houses or full theme parks to make a healthy profit. But all this has changed with advertising's ubiquity. Like media corporations searching for new revenue streams, the entertainment industry has responded to flat growth by finding new ways to squeeze money out of entertainment content. Films now feature products in paid for scenes and most forms of entertainment use product tie-ins to other areas such as retail stores or fast-food restaurants. Also popular with the entertainment industry is what might be termed the "versioning" of entertainment products into various sub-species where entertainment content is transformed into other media so it can be sold more than once. A film may not make a profit on just the theatrical release but there is a good chance it doesn't matter because it stands to make a profit in video rentals. Advertising and Journalism The merger of advertising and entertainment goes a long way towards a world of ubiquitous advertising. Yet the merger of advertising and journalism is the real "promised land" in the evolution of ubiquitous advertising. This fundamental shift in the way news media make money provides the final frontier to be conquered by advertising, a final "promised land" for advertising. As Mike France observes in Business Week, this merger "could potentially change the way they cover the news. The more the press gets in the business of hawking products, the harder it will be to criticize those goods -- and the companies making them". Of course, there is that persistent myth, perpetuated by news organisations that they attempt to preserve editorial independence by keeping the institutions they cover and their advertisers at arm's length. But this is proving more and more difficult, particularly for online media. Observers like France have pointed out a number of reasons for this. One is the growth of ads in news media that look more like editorial content than ads. While long-standing ethical rules bar magazines and newspapers from printing advertisements that look like editorial copy, these rules become fuzzy for many online publications. Another reason making it difficult to separate advertising from journalism is the growing merger and consolidation of media corporations. Fewer and fewer corporations control more and more entertainment, news and ultimately advertising. It becomes difficult for a journalist to criticise a product when it has a connection to the large media conglomerate the journalist works for. Traditionally, it has been rare for media corporations to make direct investments in the corporations they cover. However, as Mike France notes, CNBC crossed this line when it acquired a stake in Archipelago in September 1999. CNBC, which runs a business-news Website, acquired a 12.4% stake in Archipelago Holdings, an electronic communications network for trading stock. Long-term plans are likely to include allowing visitors to cnbc.com to link directly to Archipelago. That means CNBC could be in the awkward position of both providing coverage of online trading and profiting from it. France adds that other business news outlets, such as Dow Jones (DJ), Reuters, and Bloomberg, already have indirect ties to their own electronic stock-trading networks. And, in news organisations, a popular method of cutting down on the expense of paying journalists for content is the growing practice of accepting advertiser written content or "sponsored edit" stories. The confusion to readers violates the spirit of a long-standing American Society of Magazine Editors (ASME) rule prohibiting advertisements with "an editorial appearance". But as France notes, this practice is thriving online. This change happens in ever so subtle ways. "A bit of puffery inserted here," notes France, "a negative adjective deleted there -- it doesn't take a lot to turn a review or story about, say, smart phones, into something approaching highbrow ad copy". He offers an example in forbes.com whose Microsoft ads could easily be mistaken for staff-written articles. Media critic James Fallows points out that consumers have been swift to discipline sites that are caught acting unethically and using "sponsored edits". He notes that when it was revealed that amazon.com was taking fees of up to $10,000 for books that it labelled as "destined for greatness", its customers were outraged, and the company quickly agreed to disclose future promotional payments. Unfortunately, though, the lesson episodes like these teach online companies like Amazon centres around more effective ways to be less "revealing" rather than abstention from the practice of "sponsored edits". France reminds us that journalism is built on trust. In the age of the Internet, though, trust is quickly becoming an elusive quality. He writes "as magazines, newspapers, radio stations, and television networks rush to colonize the Internet, the Great Wall between content and commerce is beginning to erode". In the end, he ponders whether there is an irrevocable conflict between e-commerce and ethical journalism. When you can't trust journalists to be ethical, just who can you trust? Transaction Fees & Affiliate Programs - Advertising's Final Promised Land? The engine driving the growing ubiquity of advertising, though, is not the increasing merger of advertising with other industries (like entertainment and journalism) but rather a new business model of online commerce and Internet technology called transaction fees. This emerging and potentially dominant Internet e-commerce technology provides for the ability to track transactions electronically on Websites and to garner transaction fees. Through these fees, many media Websites take a percentage of payment through online product sales. In effect, a media site becomes one pervasive direct mail ad for every product mentioned on its site. This of course puts them in a much closer economic partnership with advertisers than is the case with traditional fixed-rate ads where there is little connection between product sales and the advertising media carrying them. Transaction fees are the new online version of direct marketing, the emerging Internet technology for their application is one of the great economic driving forces of the entire Internet commerce apparatus. The promise of transaction fees is that a number of people, besides product manufacturers and advertisers, might gain a percentage of profit from selling products via hypertext links. Once upon a time, the manufacturer of a product was the one that gained (or lost) from marketing it. Now, however, there is the possibility that journalists, news organisations and entertainment companies might also gain from marketing via transaction fees. The spread of transaction fees outside media into the general population provides an even greater boost to the growing ubiquity of advertising. This is done through the handmaiden of media transaction fees: "affiliate programs" for the general populace. Through the growing magic of Internet technology, it becomes possible for all of us to earn money through affiliate program links to products and transaction fee percentages in the sale of these products. Given this scenario, it is not surprising that advertisers are most likely to increasingly pressure media Websites to support themselves with e-commerce transaction fees. Charles Li, Senior Analyst for New Media at Forrester Research, estimates that by the year 2003, media sites will receive $25 billion in revenue from transaction fees, compared with $17 billion from ads and $5 billion from subscriptions. The possibility is great that all media will become like great direct response advertisements taking a transaction fee percentage for anything sold on their sites. And there is the more dangerous possibility that all of us will become the new "promised land" for a ubiquitous advertising. All of us will have some cut in selling somebody else's product. When this happens and there is a direct economic incentive for all of us to say nice things about products, what is the need and importance of subliminal techniques and methods creating advertising based on images which try to trick us into buying things? A Society Without Critics? It is for these reasons that criticism and straight news are becoming an increasingly endangered species. Everyone has to eat but what happens when one can no longer make meal money by criticising current culture? Cultural critics become a dying breed. There is no money in criticism because it is based around disconnection rather than connection to products. No links to products or Websites are involved here. Critics are becoming lonely icebergs floating in the middle of a cyber-sea of transaction fees, watching everyone else (except themselves) make money on transaction fees. The subliminal focus of the current consultancies is little more than a repackaging of an old theme discovered long ago by Vance Packard. But the growing "everywhereness" and "everyoneness" of modern advertising through transaction fees may mark the beginning of a revolutionary new era. Everyone might become their own "brand", a point well made in Tim Peters's article "A Brand Called You". Media critic James Fallows is somewhat optimistic that there still may remain "niche" markets for truthful information and honest cultural criticism. He suggests that surely people looking for mortgages, voting for a politician, or trying to decide what movie to see will continue to need unbiased information to help them make decisions. But one must ask what happens when a number of people have some "affiliate" relationship with suggesting particular movies, politicians or mortgages? Orville Schell, dean of the Graduate School of Journalism at the University of California at Berkeley, has summarised this growing ubiquity of advertising in a rather simple and elegant manner saying "at a certain point, people won't be able to differentiate between what's trustworthy and what isn't". Over the long run, this loss of credibility could have a corrosive effect on society in general -- especially given the media's importance as a political, cultural, and economic watchdog. Schell warns, "if people don't trust their information, it's not much better than a Marxist-Leninist society". Yet, will we be able to realise this simple fact when we all become types of Marxists and Leninists? Still, there is the great challenge to America to learn how to utilise transaction fees in a democratic manner. In effect, a combination of the technological promise of the new economy with that old promise, and perhaps even myth, of a democratic America. America stands on the verge of a great threshold and challenge in the growing ubiquity of advertising. In a way, as with most great opportunities or threats, this challenge centres on a peculiar paradox. On the one hand, there is the promise of the emerging Internet business model and its centre around the technology of transaction fees. At the same time, there is the threat posed by transaction fees to America's democratic society in the early years of the new millennium. Yes, once upon a time, not very long ago, advertisements were easy to recognise and also knew their place in the landscape of popular culture. Their greatest, yet silent, evolution (especially in the age of the Internet) has really been in their spread into all areas of culture rather than in methods of trickery and deceit. Now, it is more difficult to slam that front door in the face of that old door-to-door salesman. Or toss that magazine and its ad aside, or switch off commercials on television. We have become that door-to-door salesman, that magazine ad, that television commercial. The current cultural landscape takes on some of the characteristics of the theme of that old science fiction movie The Invasion of the Body Snatchers. A current advertising campaign from RJ Reynolds has a humorous take on the current zeitgeist fad of alien abduction with copy reading "if aliens are smart enough to travel through space then why do they keep abducting the dumbest people on earth?" One might add that when Americans allow advertising to travel through all our space, perhaps we all become the dumbest people on earth, abducted by a new alien culture so far away from a simplistic nostalgia of yesterday. (Please press below for your links to a world of fantastic products which can make a new you.) References Brill, Steven. Quoted by Mike France in "Journalism's Online Credibility Gap." Business Week 11 Oct. 1999. France, Mike. "Journalism's Online Credibility Gap." Business Week 11 Oct. 1999. <http://www.businessweek.com/1999/99_41/b3650163.htm>. Packard, Vance. The Hidden Persuaders. Out of Print, 1957. Pine, Joseph, and James Gilmore. The Experience Economy. Harvard Business School P, 1999. Shalit, Ruth. "The Return of the Hidden Persuaders." Salon Magazine 27 Sep. 1999. <http://www.salon.com/media/col/shal/1999/09/27/persuaders/index.php>. Schell, Orville. Quoted by Mike France in "Journalism's Online Credibility Gap." Business Week 11 Oct. 1999. Wolf, Michael. Entertainment Economy. Times Books, 1999. Citation reference for this article MLA style: John Fraim. "Friendly Persuasion: The Growing Ubiquity of Advertising, or What Happens When Everyone Becomes an Ad?." M/C: A Journal of Media and Culture 3.1 (2000). [your date of access] <http://www.uq.edu.au/mc/0003/ads.php>. Chicago style: John Fraim, "Friendly Persuasion: The Growing Ubiquity of Advertising, or What Happens When Everyone Becomes an Ad?," M/C: A Journal of Media and Culture 3, no. 1 (2000), <http://www.uq.edu.au/mc/0003/ads.php> ([your date of access]). APA style: John Fraim. (2000) Friendly Persuasion: The Growing Ubiquity of Advertising, or What Happens When Everyone Becomes an Ad?. M/C: A Journal of Media and Culture 3(1). <http://www.uq.edu.au/mc/0003/ads.php> ([your date of access]).

The brand began, quite literally, as a method for ranchers to identify their cattle. By burning a distinct symbol into the hide of a baby calf, the owner could insure that if it one day wandered off his property or was stolen by a competitor, he’d be able to point to that logo and claim the animal as his rightful property. When the manufacturers of products adopted the brand as a way of guaranteeing the quality of their goods, its function remained pretty much the same. Buying a package of oats with the Quaker label meant the customer could trace back these otherwise generic oats to their source. If there was a problem, he knew where he could turn. More important, if the oats were of satisfactory or superior quality, he knew where he could get them again. Trademarking a brand meant that no one else could call his oats Quaker. Advertising in this innocent age simply meant publicizing the existence of one’s brand. The sole objective was to increase consumers awareness of the product or company that made it. Those who even thought to employ specialists for the exclusive purpose of writing ad copy hired newspaper reporters and travelling salesmen, who knew how to explain the attributes of an item in words that people tended to remember. It wasn’t until 1922 that a preacher and travelling “medicine show” salesman-turned-copywriter named Claude Hopkins decided that advertising should be systematized into a science. His short but groundbreaking book Scientific Advertising proposed that the advertisement is merely a printed extension of the salesman¹s pitch and should follow the same rules. Hopkins believed in using hard descriptions over hype, and text over image: “The more you tell, the more you sell” and “White space is wasted space” were his mantras. Hopkins believed that any illustrations used in an ad should be directly relevant to the product itself, not just a loose or emotional association. He insisted on avoiding “frivolity” at all costs, arguing that “no one ever bought from a clown.” Although some images did appear in advertisements and on packaging as early as the 1800s - the Quaker Oats man showed up in 1877 - these weren¹t consciously crafted to induce psychological states in customers. They were meant just to help people remember one brand over another. How better to recall the brand Quaker than to see a picture of one? It wasn’t until the 1930s, 1940s, and 1950s, as Americans turned toward movies and television and away from newspapers and radio, that advertisers’ focus shifted away from describing their brands and to creating images for them. During these decades, Midwestern adman Leo Burnett concocted what is often called the Chicago school of advertising, in which lovable characters are used to represent products. Green Giant, which was originally just the Minnesota Valley Canning Company’s code name for an experimental pea, became the Jolly Green Giant in young Burnett’s world of animated characters. He understood that the figure would make a perfect and enticing brand image for an otherwise boring product and could also serve as a mnemonic device for consumers. As he watched his character grow in popularity, Burnett discovered that the mythical figure of a green giant had resonance in many different cultures around the world. It became a kind of archetype and managed to penetrate the psyche in more ways than one. Burnett was responsible for dozens of character-based brand images, including Tony the Tiger, Charlie the Tuna, Morris the Cat, and the Marlboro Man. In each case, the character creates a sense of drama, which engages the audience in the pitch. This was Burnett’s great insight. He still wanted to sell a product based on its attributes, but he knew he had to draw in his audience using characters. Brand images were also based on places, like Hidden Valley Ranch salad dressing, or on recognizable situations, such as the significant childhood memories labelled “Kodak moments” or a mother nurturing her son on a cold day, a defining image for Campbell’s soup. In all these cases, however, the moment, location, or character went only so far as to draw the audience into the ad, after which they would be subjected to a standard pitch: ‘Soup is good food’, or ‘Sorry, Charlie, only the best tuna get to be Starkist’. Burnett saw himself as a homespun Midwesterner who was contributing to American folklore while speaking in the plain language of the people. He took pride in the fact that his ads used words like “ain’t”; not because they had some calculated psychological effect on the audience, but because they communicated in a natural, plainspoken style. As these methods found their way to Madison Avenue and came to be practiced much more self-consciously, Burnett¹s love for American values and his focus on brand attributes were left behind. Branding became much more ethereal and image-based, and ads only occasionally nodded to a product’s attributes. In the 1960s, advertising gurus like David Ogilvy came up with rules about television advertising that would have made Claude Hopkins shudder. “Food in motion” dictated that food should always be shot by a moving camera. “Open with fire” meant that ads should start in a very exciting and captivating way. Ogilvy told his creatives to use supers - text superimposed on the screen to emphasize important phrases and taglines. All these techniques were devised to promote brand image, not the product. Ogilvy didn’t believe consumers could distinguish between products were it not for their images. In Ogilvy on Advertising, he explains that most people cannot tell the difference between their own “favourite” whiskey and the closest two competitors’: ‘Have they tried all three and compared the taste? Don¹t make me laugh. The reality is that these three brands have different images which appeal to different kinds of people. It isn¹t the whiskey they choose, it’s the image. The brand image is ninety percent of what the distiller has to sell.’ (Ogilvy, 1993). Thus, we learned to “trust our car to the man who wears the star” not because Texaco had better gasoline than Shell, but because the company’s advertisers had created a better brand image. While Burnett and his disciples were building brand myths, another school of advertisers was busy learning about its audience. Back in the 1920s, Raymond Rubicam, who eventually founded the agency Young and Rubicam, thought it might be interesting to hire a pollster named Dr. Gallup from Northwestern University to see what could be gleaned about consumers from a little market research. The advertising industry’s version of cultural anthropology, or demographics, was born. Like the public-relations experts who study their target populations in order to manipulate them later, marketers began conducting polls, market surveys, and focus groups on the segments of the population they hoped to influence. And to draw clear, clean lines between demographic groups, researchers must almost always base distinctions on four factors: race, age, sex, and wages. Demographic research is reductionist by design. I once consulted to an FM radio station whose station manager wanted to know, “Who is our listener?” Asking such a question reduces an entire listenership down to one fictional person. It’s possible that no single individual will ever match the “customer profile” meant to apply to all customers, which is why so much targeted marketing often borders on classist, racist, and sexist pandering. Billboards for most menthol cigarettes, for example, picture African-Americans because, according to demographic research, black people prefer them to regular cigarettes. Microsoft chose Rolling Stones songs to launch Windows 95, a product targeted at wealthy baby boomers. “The Women’s Global Challenge” was an advertising-industry-created Olympics for women, with no purpose other than to market to active females. By the 1970s, the two strands of advertising theory - demographic research and brand image - were combined to develop campaigns that work on both levels. To this day, we know to associate Volvos with safety, Dr. Pepper with individuality, and Harley-Davidson with American heritage. Each of these brand images is crafted to appeal to the target consumer’s underlying psychological needs: Volvo ads are aimed at upper-middle-class white parents who fear for their children’s health and security, Dr. Pepper is directed to young nonconformists, and the Harley-Davidson image supports its riders’ self-perception as renegades. Today’s modern (or perhaps postmodern) brands don’t invent a corporate image on their own; they appropriate one from the media itself, such as MetLife did with Snoopy, Butterfinger did with Bart Simpson, or Kmart did by hiring Penny Marshall and Rosie O’Donnell. These mascots were selected because their perceived characteristics match the values of their target consumers - not the products themselves. In the language of today’s marketers, brand images do not reflect on products but on advertisers’ perceptions of their audiences’ psychology. This focus on audience composition and values has become the standard operating procedure in all of broadcasting. When Fox TV executives learned that their animated series “King of the Hill”, about a Texan propane distributor, was not faring well with certain demographics, for example, they took a targeted approach to their character’s rehabilitation. The Brandweek piece on Fox’s ethnic campaign uncomfortably dances around the issue. Hank Hill is the proverbial everyman, and Fox wants viewers to get comfortable with him; especially viewers in New York, where “King of the Hill”’s homespun humor hasn’t quite caught on with the young urbanites. So far this season, the show has pulled in a 10.1 rating/15 share in households nationally, while garnering a 7.9 rating/12 share in New York (Brandweek, 1997) As far as Fox was concerned, while regular people could identify with the network’s new “everyman” character, New Yorkers weren’t buying his middle-American patter. The television show’s ratings proved what TV executives had known all along: that New York City’s Jewish demographic doesn’t see itself as part of the rest of America. Fox’s strategy for “humanizing” the character to those irascible urbanites was to target the group’s ethnographic self-image. Fox put ads for the show on the panels of sidewalk coffee wagons throughout Manhattan, with the tagline “Have a bagel with Hank”. In an appeal to the target market’s well-developed (and well-researched) cynicism, Hank himself is shown saying, “May I suggest you have that with a schmear”. The disarmingly ethnic humor here is meant to underscore the absurdity of a Texas propane salesman using a Jewish insider’s word like “schmear.” In another Upper West Side billboard, Hank’s son appeals to the passing traffic: “Hey yo! Somebody toss me up a knish!” As far as the New York demographic is concerned, these jokes transform the characters from potentially threatening Southern rednecks into loveable hicks bending over backward to appeal to Jewish sensibilities, and doing so with a comic and, most important, nonthreatening inadequacy. Today, the most intensely targeted demographic is the baby - the future consumer. Before an average American child is twenty months old, he can recognize the McDonald’s logo and many other branded icons. Nearly everything a toddler encounters - from Band-Aids to underpants - features the trademarked characters of Disney or other marketing empires. Although this target market may not be in a position to exercise its preferences for many years, it pays for marketers to imprint their brands early. General Motors bought a two-page ad in Sports Illustrated for Kids for its Chevy Venture minivan. Their brand manager rationalized that the eight-to-fourteen-year-old demographic consists of “back-seat consumers” (Leonhardt, 1997). The real intention of target marketing to children and babies, however, goes deeper. The fresh neurons of young brains are valuable mental real estate to admen. By seeding their products and images early, the marketers can do more than just develop brand recognition; they can literally cultivate a demographic’s sensibilities as they are formed. A nine-year-old child who can recognize the Budweiser frogs and recite their slogan (Bud-weis-er) is more likely to start drinking beer than one who can remember only Tony the Tiger yelling, “They¹re great!” (Currently, more children recognize the frogs than Tony.) This indicates a long-term coercive strategy. The abstraction of brand images from the products they represent, combined with an increasing assault on our demographically targeted psychological profiles, led to some justifiable consumer paranoia by the 1970s. Advertising was working on us in ways we couldn’t fully understand, and people began to look for an explanation. In 1973, Wilson Bryan Key, a communications researcher, wrote the first of four books about “subliminal advertising,” in which he accused advertisers of hiding sexual imagery in ice cubes, and psychoactive words like “sex” onto the airbrushed surfaces of fashion photographs. Having worked on many advertising campaigns from start to finish, in close proximity to everyone from copywriters and art directors to printers, I can comfortably put to rest any rumours that major advertising agencies are engaging in subliminal campaigns. How do images that could be interpreted as “sexual” show up in ice cubes or elbows? The final photographs chosen for ads are selected by committee out of hundreds that are actually shot. After hours or days of consideration, the group eventually feels drawn to one or two photos out of the batch. Not surprising, these photos tend to have more evocative compositions and details, but no penises, breasts, or skulls are ever superimposed onto the images. In fact, the man who claims to have developed subliminal persuasion, James Vicary, admitted to Advertising Age in 1984 that he had fabricated his evidence that the technique worked in order to drum up business for his failing research company. But this confession has not assuaged Key and others who relentlessly, perhaps obsessively, continue to pursue those they feel are planting secret visual messages in advertisements. To be fair to Key, advertisers have left themselves open to suspicion by relegating their work to the abstract world of the image and then targeting consumer psychology so deliberately. According to research by the Roper Organization in 1992, fifty-seven percent of American consumers still believe that subliminal advertising is practiced on a regular basis, and only one in twelve think it “almost never” happens. To protect themselves from the techniques they believe are being used against them, the advertising audience has adopted a stance of cynical suspicion. To combat our increasing awareness and suspicion of demographic targeting, marketers have developed a more camouflaged form of categorization based on psychological profiles instead of race and age. Jim Schroer, the executive director of new marketing strategy at Ford explains his abandonment of broad-demographic targeting: ‘It’s smarter to think about emotions and attitudes, which all go under the term: psychographics - those things that can transcend demographic groups.’ (Schroer, 1997) Instead, he now appeals to what he calls “consumers’ images of themselves.” Unlike broad demographics, the psychographic is developed using more narrowly structured qualitative-analysis techniques, like focus groups, in-depth interviews, and even home surveillance. Marketing analysts observe the behaviors of volunteer subjects, ask questions, and try to draw causal links between feelings, self-image, and purchases. A company called Strategic Directions Group provides just such analysis of the human psyche. In their study of the car-buying habits of the forty-plus baby boomers and their elders, they sought to define the main psychological predilections that human beings in this age group have regarding car purchases. Although they began with a demographic subset of the overall population, their analysis led them to segment the group into psychographic types. For example, members of one psychographic segment, called the ³Reliables,² think of driving as a way to get from point A to point B. The “Everyday People” campaign for Toyota is aimed at this group and features people depending on their reliable and efficient little Toyotas. A convertible Saab, on the other hand, appeals to the ³Stylish Fun² category, who like trendy and fun-to-drive imports. One of the company’s commercials shows a woman at a boring party fantasizing herself into an oil painting, where she drives along the canvas in a sporty yellow Saab. Psychographic targeting is more effective than demographic targeting because it reaches for an individual customer more directly - like a fly fisherman who sets bait and jiggles his rod in a prescribed pattern for a particular kind of fish. It’s as if a marketing campaign has singled you out and recognizes your core values and aspirations, without having lumped you into a racial or economic stereotype. It amounts to a game of cat-and-mouse between advertisers and their target psychographic groups. The more effort we expend to escape categorization, the more ruthlessly the marketers pursue us. In some cases, in fact, our psychographic profiles are based more on the extent to which we try to avoid marketers than on our fundamental goals or values. The so-called “Generation X” adopted the anti-chic aesthetic of thrift-store grunge in an effort to find a style that could not be so easily identified and exploited. Grunge was so self-consciously lowbrow and nonaspirational that it seemed, at first, impervious to the hype and glamour normally applied swiftly to any emerging trend. But sure enough, grunge anthems found their way onto the soundtracks of television commercials, and Dodge Neons were hawked by kids in flannel shirts saying “Whatever.” The members of Generation X are putting up a good fight. Having already developed an awareness of how marketers attempt to target their hearts and wallets, they use their insight into programming to resist these attacks. Unlike the adult marketers pursuing them, young people have grown up immersed in the language of advertising and public relations. They speak it like natives. As a result, they are more than aware when a commercial or billboard is targeting them. In conscious defiance of demographic-based pandering, they adopt a stance of self-protective irony‹distancing themselves from the emotional ploys of the advertisers. Lorraine Ketch, the director of planning in charge of Levi¹s trendy Silvertab line, explained, “This audience hates marketing that’s in your face. It eyeballs it a mile away, chews it up and spits it out” (On Advertising, 1998). Chiat/Day, one of the world’s best-known and experimental advertising agencies, found the answer to the crisis was simply to break up the Gen-X demographic into separate “tribes” or subdemographics - and include subtle visual references to each one of them in the ads they produce for the brand. According to Levi’s director of consumer marketing, the campaign meant to communicate, “We really understand them, but we are not trying too hard” (On Advertising, 1998). Probably unintentionally, Ms. Ketch has revealed the new, even more highly abstract plane on which advertising is now being communicated. Instead of creating and marketing a brand image, advertisers are creating marketing campaigns about the advertising itself. Silvertab’s target market is supposed to feel good about being understood, but even better about understanding the way they are being marketed to. The “drama” invented by Leo Burnett and refined by David Ogilvy and others has become a play within a play. The scene itself has shifted. The dramatic action no longer occurs between the audience and the product, the brand, or the brand image, but between the audience and the brand marketers. As audiences gain even more control over the media in which these interactive stories unfold, advertising evolves ever closer to a theatre of the absurd. excerpted from Coercion: Why We Listen to What "They" Say)? Works Cited Ogilvy, David. Ogilvy on Advertising. New York: Vintage, 1983. Brandweek Staff, "Number Crunching, Hollywood Style," Brandweek. October 6, 1997. Leonhardt, David, and Kathleen Kerwin, "Hey Kid, Buy This!" Business Week. June 30, 1997 Schroer, Jim. Quoted in "Why We Kick Tires," by Carol Morgan and Doron Levy. Brandweek. Sept 29, 1997. "On Advertising," The New York Times. August 14, 1998 Citation reference for this article Substitute your date of access for Dn Month Year etc... MLA Style Rushkoff, Douglas. "Coercion " M/C: A Journal of Media and Culture< http://www.media-culture.org.au/0306/06-coercion.php>. APA Style Rushkoff, D. (2003, Jun 19). Coercion . M/C: A Journal of Media and Culture, 6,< http://www.media-culture.org.au/0306/06-coercion.php>

On the morning of Thursday, 4 May 2006, the United States House Permanent Select Committee on Intelligence held an open hearing entitled “Terrorist Use of the Internet.” The Intelligence committee meeting was scheduled to take place in Room 1302 of the Longworth Office Building, a Depression-era structure with a neoclassical façade. Because of a dysfunctional elevator, some of the congressional representatives were late to the meeting. During the testimony about the newest political applications for cutting-edge digital technology, the microphones periodically malfunctioned, and witnesses complained of “technical problems” several times. By the end of the day it seemed that what was to be remembered about the hearing was the shocking revelation that terrorists were using videogames to recruit young jihadists. The Associated Press wrote a short, restrained article about the hearing that only mentioned “computer games and recruitment videos” in passing. Eager to have their version of the news item picked up, Reuters made videogames the focus of their coverage with a headline that announced, “Islamists Using US Videogames in Youth Appeal.” Like a game of telephone, as the Reuters videogame story was quickly re-run by several Internet news services, each iteration of the title seemed less true to the exact language of the original. One Internet news service changed the headline to “Islamic militants recruit using U.S. video games.” Fox News re-titled the story again to emphasise that this alert about technological manipulation was coming from recognised specialists in the anti-terrorism surveillance field: “Experts: Islamic Militants Customizing Violent Video Games.” As the story circulated, the body of the article remained largely unchanged, in which the Reuters reporter described the digital materials from Islamic extremists that were shown at the congressional hearing. During the segment that apparently most captured the attention of the wire service reporters, eerie music played as an English-speaking narrator condemned the “infidel” and declared that he had “put a jihad” on them, as aerial shots moved over 3D computer-generated images of flaming oil facilities and mosques covered with geometric designs. Suddenly, this menacing voice-over was interrupted by an explosion, as a virtual rocket was launched into a simulated military helicopter. The Reuters reporter shared this dystopian vision from cyberspace with Western audiences by quoting directly from the chilling commentary and describing a dissonant montage of images and remixed sound. “I was just a boy when the infidels came to my village in Blackhawk helicopters,” a narrator’s voice said as the screen flashed between images of street-level gunfights, explosions and helicopter assaults. Then came a recording of President George W. Bush’s September 16, 2001, statement: “This crusade, this war on terrorism, is going to take a while.” It was edited to repeat the word “crusade,” which Muslims often define as an attack on Islam by Christianity. According to the news reports, the key piece of evidence before Congress seemed to be a film by “SonicJihad” of recorded videogame play, which – according to the experts – was widely distributed online. Much of the clip takes place from the point of view of a first-person shooter, seen as if through the eyes of an armed insurgent, but the viewer also periodically sees third-person action in which the player appears as a running figure wearing a red-and-white checked keffiyeh, who dashes toward the screen with a rocket launcher balanced on his shoulder. Significantly, another of the player’s hand-held weapons is a detonator that triggers remote blasts. As jaunty music plays, helicopters, tanks, and armoured vehicles burst into smoke and flame. Finally, at the triumphant ending of the video, a green and white flag bearing a crescent is hoisted aloft into the sky to signify victory by Islamic forces. To explain the existence of this digital alternative history in which jihadists could be conquerors, the Reuters story described the deviousness of the country’s terrorist opponents, who were now apparently modifying popular videogames through their wizardry and inserting anti-American, pro-insurgency content into U.S.-made consumer technology. One of the latest video games modified by militants is the popular “Battlefield 2” from leading video game publisher, Electronic Arts Inc of Redwood City, California. Jeff Brown, a spokesman for Electronic Arts, said enthusiasts often write software modifications, known as “mods,” to video games. “Millions of people create mods on games around the world,” he said. “We have absolutely no control over them. It’s like drawing a mustache on a picture.” Although the Electronic Arts executive dismissed the activities of modders as a “mustache on a picture” that could only be considered little more than childish vandalism of their off-the-shelf corporate product, others saw a more serious form of criminality at work. Testifying experts and the legislators listening on the committee used the video to call for greater Internet surveillance efforts and electronic counter-measures. Within twenty-four hours of the sensationalistic news breaking, however, a group of Battlefield 2 fans was crowing about the idiocy of reporters. The game play footage wasn’t from a high-tech modification of the software by Islamic extremists; it had been posted on a Planet Battlefield forum the previous December of 2005 by a game fan who had cut together regular game play with a Bush remix and a parody snippet of the soundtrack from the 2004 hit comedy film Team America. The voice describing the Black Hawk helicopters was the voice of Trey Parker of South Park cartoon fame, and – much to Parker’s amusement – even the mention of “goats screaming” did not clue spectators in to the fact of a comic source. Ironically, the moment in the movie from which the sound clip is excerpted is one about intelligence gathering. As an agent of Team America, a fictional elite U.S. commando squad, the hero of the film’s all-puppet cast, Gary Johnston, is impersonating a jihadist radical inside a hostile Egyptian tavern that is modelled on the cantina scene from Star Wars. Additional laughs come from the fact that agent Johnston is accepted by the menacing terrorist cell as “Hakmed,” despite the fact that he utters a series of improbable clichés made up of incoherent stereotypes about life in the Middle East while dressed up in a disguise made up of shoe polish and a turban from a bathroom towel. The man behind the “SonicJihad” pseudonym turned out to be a twenty-five-year-old hospital administrator named Samir, and what reporters and representatives saw was nothing more exotic than game play from an add-on expansion pack of Battlefield 2, which – like other versions of the game – allows first-person shooter play from the position of the opponent as a standard feature. While SonicJihad initially joined his fellow gamers in ridiculing the mainstream media, he also expressed astonishment and outrage about a larger politics of reception. In one interview he argued that the media illiteracy of Reuters potentially enabled a whole series of category errors, in which harmless gamers could be demonised as terrorists. It wasn’t intended for the purpose what it was portrayed to be by the media. So no I don’t regret making a funny video . . . why should I? The only thing I regret is thinking that news from Reuters was objective and always right. The least they could do is some online research before publishing this. If they label me al-Qaeda just for making this silly video, that makes you think, what is this al-Qaeda? And is everything al-Qaeda? Although Sonic Jihad dismissed his own work as “silly” or “funny,” he expected considerably more from a credible news agency like Reuters: “objective” reporting, “online research,” and fact-checking before “publishing.” Within the week, almost all of the salient details in the Reuters story were revealed to be incorrect. SonicJihad’s film was not made by terrorists or for terrorists: it was not created by “Islamic militants” for “Muslim youths.” The videogame it depicted had not been modified by a “tech-savvy militant” with advanced programming skills. Of course, what is most extraordinary about this story isn’t just that Reuters merely got its facts wrong; it is that a self-identified “parody” video was shown to the august House Intelligence Committee by a team of well-paid “experts” from the Science Applications International Corporation (SAIC), a major contractor with the federal government, as key evidence of terrorist recruitment techniques and abuse of digital networks. Moreover, this story of media illiteracy unfolded in the context of a fundamental Constitutional debate about domestic surveillance via communications technology and the further regulation of digital content by lawmakers. Furthermore, the transcripts of the actual hearing showed that much more than simple gullibility or technological ignorance was in play. Based on their exchanges in the public record, elected representatives and government experts appear to be keenly aware that the digital discourses of an emerging information culture might be challenging their authority and that of the longstanding institutions of knowledge and power with which they are affiliated. These hearings can be seen as representative of a larger historical moment in which emphatic declarations about prohibiting specific practices in digital culture have come to occupy a prominent place at the podium, news desk, or official Web portal. This environment of cultural reaction can be used to explain why policy makers’ reaction to terrorists’ use of networked communication and digital media actually tells us more about our own American ideologies about technology and rhetoric in a contemporary information environment. When the experts come forward at the Sonic Jihad hearing to “walk us through the media and some of the products,” they present digital artefacts of an information economy that mirrors many of the features of our own consumption of objects of electronic discourse, which seem dangerously easy to copy and distribute and thus also create confusion about their intended meanings, audiences, and purposes. From this one hearing we can see how the reception of many new digital genres plays out in the public sphere of legislative discourse. Web pages, videogames, and Weblogs are mentioned specifically in the transcript. The main architecture of the witnesses’ presentation to the committee is organised according to the rhetorical conventions of a PowerPoint presentation. Moreover, the arguments made by expert witnesses about the relationship of orality to literacy or of public to private communications in new media are highly relevant to how we might understand other important digital genres, such as electronic mail or text messaging. The hearing also invites consideration of privacy, intellectual property, and digital “rights,” because moral values about freedom and ownership are alluded to by many of the elected representatives present, albeit often through the looking glass of user behaviours imagined as radically Other. For example, terrorists are described as “modders” and “hackers” who subvert those who properly create, own, legitimate, and regulate intellectual property. To explain embarrassing leaks of infinitely replicable digital files, witness Ron Roughead says, “We’re not even sure that they don’t even hack into the kinds of spaces that hold photographs in order to get pictures that our forces have taken.” Another witness, Undersecretary of Defense for Policy and International Affairs, Peter Rodman claims that “any video game that comes out, as soon as the code is released, they will modify it and change the game for their needs.” Thus, the implication of these witnesses’ testimony is that the release of code into the public domain can contribute to political subversion, much as covert intrusion into computer networks by stealthy hackers can. However, the witnesses from the Pentagon and from the government contractor SAIC often present a contradictory image of the supposed terrorists in the hearing transcripts. Sometimes the enemy is depicted as an organisation of technological masterminds, capable of manipulating the computer code of unwitting Americans and snatching their rightful intellectual property away; sometimes those from the opposing forces are depicted as pre-modern and even sub-literate political innocents. In contrast, the congressional representatives seem to focus on similarities when comparing the work of “terrorists” to the everyday digital practices of their constituents and even of themselves. According to the transcripts of this open hearing, legislators on both sides of the aisle express anxiety about domestic patterns of Internet reception. Even the legislators’ own Web pages are potentially disruptive electronic artefacts, particularly when the demands of digital labour interfere with their duties as lawmakers. Although the subject of the hearing is ostensibly terrorist Websites, Representative Anna Eshoo (D-California) bemoans the difficulty of maintaining her own official congressional site. As she observes, “So we are – as members, I think we’re very sensitive about what’s on our Website, and if I retained what I had on my Website three years ago, I’d be out of business. So we know that they have to be renewed. They go up, they go down, they’re rebuilt, they’re – you know, the message is targeted to the future.” In their questions, lawmakers identify Weblogs (blogs) as a particular area of concern as a destabilising alternative to authoritative print sources of information from established institutions. Representative Alcee Hastings (D-Florida) compares the polluting power of insurgent bloggers to that of influential online muckrakers from the American political Right. Hastings complains of “garbage on our regular mainstream news that comes from blog sites.” Representative Heather Wilson (R-New Mexico) attempts to project a media-savvy persona by bringing up the “phenomenon of blogging” in conjunction with her questions about jihadist Websites in which she notes how Internet traffic can be magnified by cooperative ventures among groups of ideologically like-minded content-providers: “These Websites, and particularly the most active ones, are they cross-linked? And do they have kind of hot links to your other favorite sites on them?” At one point Representative Wilson asks witness Rodman if he knows “of your 100 hottest sites where the Webmasters are educated? What nationality they are? Where they’re getting their money from?” In her questions, Wilson implicitly acknowledges that Web work reflects influences from pedagogical communities, economic networks of the exchange of capital, and even potentially the specific ideologies of nation-states. It is perhaps indicative of the government contractors’ anachronistic worldview that the witness is unable to answer Wilson’s question. He explains that his agency focuses on the physical location of the server or ISP rather than the social backgrounds of the individuals who might be manufacturing objectionable digital texts. The premise behind the contractors’ working method – surveilling the technical apparatus not the social network – may be related to other beliefs expressed by government witnesses, such as the supposition that jihadist Websites are collectively produced and spontaneously emerge from the indigenous, traditional, tribal culture, instead of assuming that Iraqi insurgents have analogous beliefs, practices, and technological awareness to those in first-world countries. The residual subtexts in the witnesses’ conjectures about competing cultures of orality and literacy may tell us something about a reactionary rhetoric around videogames and digital culture more generally. According to the experts before Congress, the Middle Eastern audience for these videogames and Websites is limited by its membership in a pre-literate society that is only capable of abortive cultural production without access to knowledge that is archived in printed codices. Sometimes the witnesses before Congress seem to be unintentionally channelling the ideas of the late literacy theorist Walter Ong about the “secondary orality” associated with talky electronic media such as television, radio, audio recording, or telephone communication. Later followers of Ong extend this concept of secondary orality to hypertext, hypermedia, e-mail, and blogs, because they similarly share features of both speech and written discourse. Although Ong’s disciples celebrate this vibrant reconnection to a mythic, communal past of what Kathleen Welch calls “electric rhetoric,” the defence industry consultants express their profound state of alarm at the potentially dangerous and subversive character of this hybrid form of communication. The concept of an “oral tradition” is first introduced by the expert witnesses in the context of modern marketing and product distribution: “The Internet is used for a variety of things – command and control,” one witness states. “One of the things that’s missed frequently is how and – how effective the adversary is at using the Internet to distribute product. They’re using that distribution network as a modern form of oral tradition, if you will.” Thus, although the Internet can be deployed for hierarchical “command and control” activities, it also functions as a highly efficient peer-to-peer distributed network for disseminating the commodity of information. Throughout the hearings, the witnesses imply that unregulated lateral communication among social actors who are not authorised to speak for nation-states or to produce legitimated expert discourses is potentially destabilising to political order. Witness Eric Michael describes the “oral tradition” and the conventions of communal life in the Middle East to emphasise the primacy of speech in the collective discursive practices of this alien population: “I’d like to point your attention to the media types and the fact that the oral tradition is listed as most important. The other media listed support that. And the significance of the oral tradition is more than just – it’s the medium by which, once it comes off the Internet, it is transferred.” The experts go on to claim that this “oral tradition” can contaminate other media because it functions as “rumor,” the traditional bane of the stately discourse of military leaders since the classical era. The oral tradition now also has an aspect of rumor. A[n] event takes place. There is an explosion in a city. Rumor is that the United States Air Force dropped a bomb and is doing indiscriminate killing. This ends up being discussed on the street. It ends up showing up in a Friday sermon in a mosque or in another religious institution. It then gets recycled into written materials. Media picks up the story and broadcasts it, at which point it’s now a fact. In this particular case that we were telling you about, it showed up on a network television, and their propaganda continues to go back to this false initial report on network television and continue to reiterate that it’s a fact, even though the United States government has proven that it was not a fact, even though the network has since recanted the broadcast. In this example, many-to-many discussion on the “street” is formalised into a one-to many “sermon” and then further stylised using technology in a one-to-many broadcast on “network television” in which “propaganda” that is “false” can no longer be disputed. This “oral tradition” is like digital media, because elements of discourse can be infinitely copied or “recycled,” and it is designed to “reiterate” content. In this hearing, the word “rhetoric” is associated with destructive counter-cultural forces by the witnesses who reiterate cultural truisms dating back to Plato and the Gorgias. For example, witness Eric Michael initially presents “rhetoric” as the use of culturally specific and hence untranslatable figures of speech, but he quickly moves to an outright castigation of the entire communicative mode. “Rhetoric,” he tells us, is designed to “distort the truth,” because it is a “selective” assembly or a “distortion.” Rhetoric is also at odds with reason, because it appeals to “emotion” and a romanticised Weltanschauung oriented around discourses of “struggle.” The film by SonicJihad is chosen as the final clip by the witnesses before Congress, because it allegedly combines many different types of emotional appeal, and thus it conveniently ties together all of the themes that the witnesses present to the legislators about unreliable oral or rhetorical sources in the Middle East: And there you see how all these products are linked together. And you can see where the games are set to psychologically condition you to go kill coalition forces. You can see how they use humor. You can see how the entire campaign is carefully crafted to first evoke an emotion and then to evoke a response and to direct that response in the direction that they want. Jihadist digital products, especially videogames, are effective means of manipulation, the witnesses argue, because they employ multiple channels of persuasion and carefully sequenced and integrated subliminal messages. To understand the larger cultural conversation of the hearing, it is important to keep in mind that the related argument that “games” can “psychologically condition” players to be predisposed to violence is one that was important in other congressional hearings of the period, as well one that played a role in bills and resolutions that were passed by the full body of the legislative branch. In the witness’s testimony an appeal to anti-game sympathies at home is combined with a critique of a closed anti-democratic system abroad in which the circuits of rhetorical production and their composite metonymic chains are described as those that command specific, unvarying, robotic responses. This sharp criticism of the artful use of a presentation style that is “crafted” is ironic, given that the witnesses’ “compilation” of jihadist digital material is staged in the form of a carefully structured PowerPoint presentation, one that is paced to a well-rehearsed rhythm of “slide, please” or “next slide” in the transcript. The transcript also reveals that the members of the House Intelligence Committee were not the original audience for the witnesses’ PowerPoint presentation. Rather, when it was first created by SAIC, this “expert” presentation was designed for training purposes for the troops on the ground, who would be facing the challenges of deployment in hostile terrain. According to the witnesses, having the slide show showcased before Congress was something of an afterthought. Nonetheless, Congressman Tiahrt (R-KN) is so impressed with the rhetorical mastery of the consultants that he tries to appropriate it. As Tiarht puts it, “I’d like to get a copy of that slide sometime.” From the hearing we also learn that the terrorists’ Websites are threatening precisely because they manifest a polymorphously perverse geometry of expansion. For example, one SAIC witness before the House Committee compares the replication and elaboration of digital material online to a “spiderweb.” Like Representative Eshoo’s site, he also notes that the terrorists’ sites go “up” and “down,” but the consultant is left to speculate about whether or not there is any “central coordination” to serve as an organising principle and to explain the persistence and consistency of messages despite the apparent lack of a single authorial ethos to offer a stable, humanised, point of reference. In the hearing, the oft-cited solution to the problem created by the hybridity and iterability of digital rhetoric appears to be “public diplomacy.” Both consultants and lawmakers seem to agree that the damaging messages of the insurgents must be countered with U.S. sanctioned information, and thus the phrase “public diplomacy” appears in the hearing seven times. However, witness Roughhead complains that the protean “oral tradition” and what Henry Jenkins has called the “transmedia” character of digital culture, which often crosses several platforms of traditional print, projection, or broadcast media, stymies their best rhetorical efforts: “I think the point that we’ve tried to make in the briefing is that wherever there’s Internet availability at all, they can then download these – these programs and put them onto compact discs, DVDs, or post them into posters, and provide them to a greater range of people in the oral tradition that they’ve grown up in. And so they only need a few Internet sites in order to distribute and disseminate the message.” Of course, to maintain their share of the government market, the Science Applications International Corporation also employs practices of publicity and promotion through the Internet and digital media. They use HTML Web pages for these purposes, as well as PowerPoint presentations and online video. The rhetoric of the Website of SAIC emphasises their motto “From Science to Solutions.” After a short Flash film about how SAIC scientists and engineers solve “complex technical problems,” the visitor is taken to the home page of the firm that re-emphasises their central message about expertise. The maps, uniforms, and specialised tools and equipment that are depicted in these opening Web pages reinforce an ethos of professional specialisation that is able to respond to multiple threats posed by the “global war on terror.” By 26 June 2006, the incident finally was being described as a “Pentagon Snafu” by ABC News. From the opening of reporter Jake Tapper’s investigative Webcast, established government institutions were put on the spot: “So, how much does the Pentagon know about videogames? Well, when it came to a recent appearance before Congress, apparently not enough.” Indeed, the very language about “experts” that was highlighted in the earlier coverage is repeated by Tapper in mockery, with the significant exception of “independent expert” Ian Bogost of the Georgia Institute of Technology. If the Pentagon and SAIC deride the legitimacy of rhetoric as a cultural practice, Bogost occupies himself with its defence. In his recent book Persuasive Games: The Expressive Power of Videogames, Bogost draws upon the authority of the “2,500 year history of rhetoric” to argue that videogames represent a significant development in that cultural narrative. Given that Bogost and his Watercooler Games Weblog co-editor Gonzalo Frasca were actively involved in the detective work that exposed the depth of professional incompetence involved in the government’s line-up of witnesses, it is appropriate that Bogost is given the final words in the ABC exposé. As Bogost says, “We should be deeply bothered by this. We should really be questioning the kind of advice that Congress is getting.” Bogost may be right that Congress received terrible counsel on that day, but a close reading of the transcript reveals that elected officials were much more than passive listeners: in fact they were lively participants in a cultural conversation about regulating digital media. After looking at the actual language of these exchanges, it seems that the persuasiveness of the misinformation from the Pentagon and SAIC had as much to do with lawmakers’ preconceived anxieties about practices of computer-mediated communication close to home as it did with the contradictory stereotypes that were presented to them about Internet practices abroad. In other words, lawmakers found themselves looking into a fun house mirror that distorted what should have been familiar artefacts of American popular culture because it was precisely what they wanted to see. References ABC News. “Terrorist Videogame?” Nightline Online. 21 June 2006. 22 June 2006 http://abcnews.go.com/Video/playerIndex?id=2105341>. Bogost, Ian. Persuasive Games: Videogames and Procedural Rhetoric. Cambridge, MA: MIT Press, 2007. Game Politics. “Was Congress Misled by ‘Terrorist’ Game Video? We Talk to Gamer Who Created the Footage.” 11 May 2006. http://gamepolitics.livejournal.com/285129.html#cutid1>. Jenkins, Henry. Convergence Culture: Where Old and New Media Collide. New York: New York UP, 2006. julieb. “David Morgan Is a Horrible Writer and Should Be Fired.” Online posting. 5 May 2006. Dvorak Uncensored Cage Match Forums. http://cagematch.dvorak.org/index.php/topic,130.0.html>. Mahmood. “Terrorists Don’t Recruit with Battlefield 2.” GGL Global Gaming. 16 May 2006 http://www.ggl.com/news.php?NewsId=3090>. Morgan, David. “Islamists Using U.S. Video Games in Youth Appeal.” Reuters online news service. 4 May 2006 http://today.reuters.com/news/ArticleNews.aspx?type=topNews &storyID=2006-05-04T215543Z_01_N04305973_RTRUKOC_0_US-SECURITY- VIDEOGAMES.xml&pageNumber=0&imageid=&cap=&sz=13&WTModLoc= NewsArt-C1-ArticlePage2>. Ong, Walter J. Orality and Literacy: The Technologizing of the Word. London/New York: Methuen, 1982. Parker, Trey. Online posting. 7 May 2006. 9 May 2006 http://www.treyparker.com>. Plato. “Gorgias.” Plato: Collected Dialogues. Princeton: Princeton UP, 1961. Shrader, Katherine. “Pentagon Surfing Thousands of Jihad Sites.” Associated Press 4 May 2006. SonicJihad. “SonicJihad: A Day in the Life of a Resistance Fighter.” Online posting. 26 Dec. 2005. Planet Battlefield Forums. 9 May 2006 http://www.forumplanet.com/planetbattlefield/topic.asp?fid=13670&tid=1806909&p=1>. Tapper, Jake, and Audery Taylor. “Terrorist Video Game or Pentagon Snafu?” ABC News Nightline 21 June 2006. 30 June 2006 http://abcnews.go.com/Nightline/Technology/story?id=2105128&page=1>. U.S. Congressional Record. Panel I of the Hearing of the House Select Intelligence Committee, Subject: “Terrorist Use of the Internet for Communications.” Federal News Service. 4 May 2006. Welch, Kathleen E. Electric Rhetoric: Classical Rhetoric, Oralism, and the New Literacy. Cambridge, MA: MIT Press, 1999. Citation reference for this article MLA Style Losh, Elizabeth. "Artificial Intelligence: Media Illiteracy and the SonicJihad Debacle in Congress." M/C Journal 10.5 (2007). echo date('d M. Y'); ?> <http://journal.media-culture.org.au/0710/08-losh.php>. APA Style Losh, E. (Oct. 2007) "Artificial Intelligence: Media Illiteracy and the SonicJihad Debacle in Congress," M/C Journal, 10(5). Retrieved echo date('d M. Y'); ?> from <http://journal.media-culture.org.au/0710/08-losh.php>.

In the 1980s, an extremely successful Nescafé Gold Blend coffee advertising campaign dared to posit, albeit subliminally, that a love relationship was inextricably linked to coffee. Over several years, an on-again off-again love affair appeared to unfold onscreen; its ups and downs narrated over shared cups of coffee. Although the association between the relationship and Gold Blend was loose at best, no direct link was required (O’Donohoe 62). The campaign’s success was its reprisal of the cultural myth prevalent in the West that coffee and love, coffee and relationships, indeed coffee and intimacy, are companionate items. And, the more stable lover, it would seem, is available on the supermarket shelf. Meeting for coffee, inviting a potential lover in for a late-night cup of coffee, or scheduling a business meeting in an espresso bar are clichés that refer to coffee consumption but have little to do with the actual product. After all, many a tea-drinker will invite friends or acquaintances “for coffee.” This is neatly acknowledged in a short romantic scene in the lauded feature film Good Will Hunting (1997) in which a potential lover’s suggestion of meeting for coffee is responded to smartly by the “genius” protagonist Will, “Maybe we could just get together and eat a bunch of caramels. [...] When you think about it, it’s just as arbitrary as drinking coffee.” It was a date, regardless. Many in the coffee industry will argue that coffee—rather than tea, or caramel—is legendary for its intrinsic capacity to foster and ignite new relationships and ideas. Coffee houses are repeatedly cited as the heady location for the beginnings of institutions from major insurance business Lloyd’s of London to the Boston Tea Party, J.K. Rowling’s Harry Potter series of novels, and even Western Australian indie band Eskimo Joe. This narrative images the coffee house and café as a setting that supports ingenuity, success, and passion. It is tempting to suggest that something intrinsic in coffee renders it a Western social lubricant, economic powerhouse, and, perhaps, spiritual prosthesis. This paper will, however, argue that the social and cultural production of “coffee” cannot be dissociated from feeling. Feelings of care, love, inspiration, and desire constellate around “coffee” in a discourse of warm, fuzzy affect. I suggest that this blooming of affect is not superfluous but, instead, central to the way in which coffee is produced, represented and consumed in Western mass culture. By exploring the currently fashionable practice of “direct trade” between roasters and coffee growers as represented on the Websites of select Western roasting companies, the repetition of this discourse is abundantly clear. Here, the good feelings associated with cross-cultural friendship are figured as the condition and reward for the production of high quality coffee beans. Money, it seems, does not buy happiness—but good quality coffee can. Good (Colonial) Feelings Before exploring the discursive representation of friendship and good feeling among the global coffee community with regard to direct trade, it is important to account for the importance of feeling as a narrative strategy with political affects and effects. In her discussion of “happy objects,” cultural theorist of emotion Sara Ahmed argues that specific objects are associated with feelings of happiness. She gives the telling example of coffee as an object intimately tied with happy feeling within the family. So you make coffee for the family, and you know “just“ how much sugar to put in this cup and that. Failure to know this “just“ is often felt as a failure of care. Even if we do not experience the same objects as being pleasurable, sharing the family means sharing happy objects, both in the sense of sharing knowledge (of what makes others happy) and also in the sense of distributing the objects in the right way (Ahmed, Promise 47). This idea is derived from Ahmed’s careful consideration of affective economies. She suggests emotions neither belong to, or are manufactured by, discrete individuals. Rather, emotions are formed through social exchange. Relieved of imagining the individual as the author of affect, we can consider the ways in which affect circulates as a product in a broad, vitalising economy of feeling (Ahmed, Affective 121). In the example above, feelings of care and intimacy attached to coffee-making produce the happy family, or more precisely, the fleeting instant of the family-as-happy. The condition of this good feeling is not attributable to the coffee as product nor the family as fundamentally happy but rather the rippling of happy feeling through sharing of the object deemed happy. A little too much sugar and happiness is thwarted, affect wanes; the coffee is now bad(-feeling). If we return briefly to the Nescafé Gold Blend campaign and, indeed, Good Will Hunting, we can postulate following Ahmed that the coffee functions as a love object. Proximity to coffee is identified by its apparent causation of love-effects. In this sense, “doing coffee” means making a fleeting cultural space for feeling love, or feeling good. But what happens when we turn from the good feeling of consumption to the complex question of coffee production and trade? How might good feeling attach to the process of procuring coffee beans? In this case, the way in which good feeling seems to “stick to” coffee in mass culture needs to be augmented with consideration of its status as a global commodity traded across sociopolitical, economic, cultural and national borders. Links between coffee and colonialism are long established. From the Dutch East India Company to the feverish enthusiasm to purchase mass plantations by multinational corporations, coffee, colonialism and practices of slavery and indentured labour are intertwined (Lyons 18-19). As a globally traded commodity across a range of political regimes and national borders, tracing the postcolonial and neocolonial relations between multinational companies, small upscale boutique roasters, plantation owners, coffee bean co-ops, regulatory bodies, and workers is complex at best. In what may appear a tangential approach, it is nonetheless instructive to consider that colonial relations are constituted through affective components that support and fuel economic and political exchange (Stoler, Haunted). Again, Ahmed offers a useful context for the relationship between the imperative toward happiness and colonial representation. The civilizing mission can be redescribed as a happiness mission. For happiness to become a mission, the colonized other must be first deemed unhappy. The imperial archive can be described as an archive of unhappiness. Colonial knowledges constitute the other as not only an object of knowledge, a truth to be discovered, but as being unhappy, as lacking the qualities or attributes required for a happier state of existence (Ahmed, Promise 125). The colonising aspect of the relations Ahmed describes includes the “mission” to construct Others as unhappy. Understood as happiness detractors, colonial Others become objects that threaten the radiant appeal of happiness as part of an imperial moral economy. Hence, it is the happiness of the colonisers that is secured through the disavowal of the feelings of Others. Moreover, by documenting colonial unhappiness, colonising forces justify the sanctity of happiness-making through violence. As Ann Stoler affirms, “Colonial states had a strong interest in affective knowledge and a sophisticated understanding of affective politics” (Carnal 142). Colonising discourses, then, are inextricably linked to regimes of sense and feeling. Stoler also writes that European-ness was established through cultivation of an inner sense of self-worth associated with ethics, individuality and autonomy (Haunted 157). The development of a sense of belonging to Europe was hence executed through feeling good in both moral and affective senses of the word. Although Stoler argues her case in terms of the affective politics of colonial sexualities and desire, her work is highly instructive for its argument that emotion is crucial to structures of power in colonial regimes. Bringing Stoler’s work into closer proximity with Ahmed’s postulation of State happiness and its objects, I am now going to suggest that coffee is a palimpsestic cultural site at which to explore the ways in which the politics of good feeling obscure discomforting and complex questions of power, exploitation, and disadvantage in global economies of coffee production and consumption. Direct Trade In the so-called “third wave” specialty coffee market that is enjoying robust growth in Australia, America, and Europe, “direct trade” across the globe between roasters and plantation owners is consistently represented as friendly and intimate despite vast distances and cultural difference. The “third wave” is a descriptor that, as John Manzo describes in his sociological exploration of coffee connoisseurship in privileged Western online and urban fora, refers to coffee enthusiasts interested in brewing devices beyond high-end espresso machines such as the cold drip, siphon, or pour-over. Jillian Adams writes further that third wavers: Appreciate the flavour nuances of single estate coffee; that is coffee that is sourced from single estates, farms, or villages in coffee growing regions. When processed carefully, it will have a distinctive flavour and taste profile that reflects the region and the culture of the coffee production (2). This focus on single estate or “single origin” coffee refers to beans procured from sections of estates and plantations called micro-lots, which are harvested and processed in a controlled manner.The third wave trend toward single origin coffees coincides with the advent of direct trade. Direct trade refers to the growing practice of bypassing “middlemen” to source coffee beans from plantations without appeal to or restriction by regulatory bodies. Rather, as I will show below, relationships and partnerships between growers and importers are imagined as sites of goodwill and good feeling. This focus on interpersonal relationships and friendships cannot be disarticulated from the broader cross-cultural context at stake. The relationships associated with direct trade invariably take place across borders that are also marked by economic, cultural and political differences in which privileged Western buyers engage with non-Western growers on low incomes. Drawing from Ahmed’s concern that the politics of good feeling is tied to colonial nostalgia, it is compelling to suggest that direct trade is haunted by discourses of colonisation. At this point of intersection, I suggest that Western mass cultural associations of coffee with ease, intimacy and pure intentions invite consumers to join a neocolonial saga through partaking in imagined communities of global coffee friends. Particularly popular in Australia and America, direct trade is espoused by key third wave coffee roasters in Melbourne, Portland and Seattle. Melbourne Coffee Merchants are perhaps the most well-known importers of directly traded green bean in Australia. On their Web page they describe the importance of sharing good feelings about high quality coffee: “We aim to share, educate, and inspire, and get people as excited about quality coffee as we are.” A further page describing the Merchants’s mission explains, “Growers are treated as partners in the mission to get the worlds [sic] finest beans into the hands of discerning customers.” The quality of excitement that circulates through the procuring of green beans is related to the deemed partnership between Merchants and the growers. That is, it is not the fact of the apparent partnership or its banality that is important, but the treating of growers as partners that signifies Merchants’s mission to generate good feeling. This is a slight but crucial distinction. Treating the growers as partners participates in an affective economy of excitement and inspiration—how the growers feel is, presumably, in want of such partnership.Not dissimilarly, Five Senses Coffee, boutique roasters in Melbourne and Perth, offer an emotional bonus with the purchase of directly traded coffees. “So go on, select one of our Direct Trade products and bask in the warm glow you get knowing that the farmer who grew the beans that you’re enjoying is reaping the rewards too!” The rewards that the growers are deemed to be receiving are briefly explained in blog posts on the Five Senses news Web page. I am not suggesting that these friendships and projects are not legitimate. Rather, the willingness of Five Senses to negotiate rates with growers and provide the community with an English teacher, for example, fuels an economy of Westerners’s good feelings and implies conventional trading produces unhappiness. This obscures grounds for concern that the provision of an English teacher might indeed serve the interests of colonising discourses. Perhaps a useful entry point into this narrative form is founded in the recently self-published book Coffee Trails by Toby Smith, founder of boutique Australian roaster Toby’s Estate. The book is described on the Toby’s Estate Web page as follows:Filled with personal anecdotes and illustrating his relationships developed over years of visiting the farmers to source his coffee beans, Smith’s commentary of his travels, including a brush with Jamaican customs officials and a trip to a notoriously dangerous Ethiopian market, paints an authentic picture of the colourful countries that produce the second most traded product in the world. [...] Coffee Trails has been Smith’s labour of love over the past two years and the end product is a wonderfully personal account of a man fulfilling his lifelong dream and following his passion across the world. Again, the language of “passion” and “love” registers direct trade coffee as a happy object. Furthermore, despite the fact that coffee is also grown in Australia, the countries that are most vivid in the epic imagination are those associated with “exotic” locations such as Ethiopia and Jamaica. This is arguably registered through the sense that these locations were where Smith encountered danger. Having embarked on a version of the quintessential hero’s journey, Smith can be seen as devoted to, and inspired by, his love-object. His brushes with uncivilised authorities and locations carry the undertones of a colonial imaginary, in which it can be argued Smith’s Western-ness is established and secured as goodwill-invoking. After all, he locates and develops relationships with farmers and buys their coffee which, following the logic of happy objects, disperses and shares good feelings.Gloria Jean’s Coffees, which occupies a similar market position in Australia to the multinational “specialty” coffee company Starbucks (Lyons), also participates in the dispersal of coffee as a happy object despite its mass scale of production and lack of direct trade capability (not unexpectedly, Starbucks hosts a Relationships campaign aimed at supporting humanitarian initiatives and communities). Gloria Jean’s campaign With Heart allocates resources to humanitarian activities in local Australian communities and worldwide in coffee-growing regions. Their Web page states: “With Heart is woven throughout Gloria Jeans Coffee houses and operations by the active participation of Franchise Partners, support office and team members and championed across Australia, by our With Heart Ambassadors.“ The associative message is clear: Gloria Jean’s Coffees is a company indissociable from “heart,” or perhaps loving care, for community.By purchasing coffee, Gloria Jean’s customers can be seen to be supporting heartening community projects, and are perhaps unwittingly working as ambassadors for the affective economy in which proximity to the happy object—the heart-centred coffee company—indicates the procurement of happiness for someone, somewhere. The sale of good feeling enables specialty coffee companies such as Gloria Jean’s to bypass market opportunities associated with Fair Trade regulatory provisions, which, as Carl Obermiller et al. find in their study of Fair Trade buying patterns, also profit from consumers’ purchase of good feeling associated with ethically-produced objects. Instead, assuring consumers of its heart-centredness, Gloria Jean’s Coffees is represented as an embodiment not of fairness but kindness, and perhaps love, for others. The iconography and history of direct trade coffee is most closely linked to Intelligentsia Coffee of Chicago in the USA. Intelligentsia describes its third wave roasting and training business as the first to engage in direct trade in 2003. Its Web page includes an image of an airplane to which the following pop-up is linked: “Our focus is not just identifying quality coffee, but developing and rewarding it. To do this means preserving and developing strong relationships despite the considerable distance. At any given time, there is at least one Intelligentsia buyer at origin.” This text raises the question of what constitutes quality coffee. It would appear that “quality coffee” is knowledge that Intelligentsia owns, and which is rewarded financially when replicated to the satisfaction of Intelligentsia. The strength of the relationships in this interaction is closely linked to the meeting of clear conditions and expectations. Indeed, we are reassured that “at any time” an Intelligentsia buyer is applying these conditions to the product. Quality, then, is at least in part achieved by Intelligentsia through its commitment to travelling long distances to oversee the activities and practices of growers. This paternalistic structure is figured in terms of “strong relationships” rather than, perhaps, a rigorous and shrewd business model (which is assumedly the province of mass-market Others).Amid numerous examples found in even a cursory search on the Web, the overwhelming message of direct trade is of good feeling through care. Long term relationships, imagined as virtuous despite the opacity of the negotiation procedure in most cases, narrates the conviction that relationship in and of itself is a good in what might be called the colonial redramatisation staked by an affective coffee economy. Conclusion: Mourning CoffeeIn a paper on happiness, it might appear out of place to reference grief. Yet Jacques Derrida’s explication of friendship in his rousing collection The Work of Mourning is instructive. He writes that death is accommodated and acknowledged “in the undeniable anticipation of mourning that constitutes friendship” (159). Derrida maintains close attention to the productivity and intensity of Otherness in mourning. Thus, friendship is structurally dependent on impending loss, and it follows that there can be no loss without recognising the Otherness of the other, as it were. Given indifference to difference and, hence, loss, it is possible to interpret the friendships affirmed within direct trade practices as supported by a kind of mania. The exuberant dispersal of good feeling through directly traded coffee is narrated by emotional journeys to the primordial beginnings of the happy-making object. That is, fixation upon the object’s brief survival in “primitive” circumstances before its perfect demise in the cup of discerning Western clientele suggests a process of purification through colonising Western knowledges and care. If I may risk a misappropriation of Sara Ahmed’s words; so you make the trip to origin, and you know “just” what to pay for this bean and that. Failure to know this “just” is often felt as a failure of care. But, for whom?References Adams, Jillian. “Thoroughly Modern Coffee.” TEXT Rewriting the Menu: The Cultural Dynamics of Contemporary Food Choices. Eds. Adele Wessell and Donna Lee Brien. TEXT Special Issue 9 (2010). 27 Feb. 2012 ‹http://www.textjournal.com.au/speciss/issue9/content.htm›. Ahmed, Sara. “Affective Economies.” Social Text 79 22.2 (2004): 117-39 . -----. “The Politics of Good Feeling.” Australian Critical Race and Whiteness Studies Association E-Journal 5.1 (2008): 1-18. -----. The Promise of Happiness. Durham: Duke UP, 2010. Derrida, Jacques. The Work of Mourning. Eds. Pascale-Anne Brault and Michael Naas. Chicago; London: U Chicago P, 2003. Five Senses Coffee. “Coffee Affiliations.” 27 Feb. 2012 ‹http://www.fivesenses.com.au/coffee/affiliations/direct-trade›. Gloria Jean’s Coffees. “With Heart.” 27 Feb. 2012 ‹http://www.gloriajeanscoffees.com/au/Humanitarian/AboutUs.aspx›. Good Will Hunting. Dir. Gus Van Sant. Miramax, 1997. Intelligentsia Coffee. “Direct Trade.” 28 Feb. 2012 ‹http://directtradecoffee.com/›. Lyons, James. “Think Seattle, Act Globally: Specialty Coffee, Commodity Biographies and the Promotion of Place.” Cultural Studies 19.1 (2005): 14-34. Manzo, John. “Coffee, Connoisseurship, and an Ethnomethodologically-Informed Sociology of Taste.” Human Studies 33 (2010): 141-55. Melbourne Coffee Merchants. “About Us.” 27 Feb. 2012 ‹http://melbournecoffeemerchants.com.au/about.asp›. Obermiller, Carl, Chauncy Burke, Erin Tablott and Gareth P. Green. “’Taste Great or More Fulfilling’: The Effect of Brand Reputation on Consumer Social Responsibility Advertising for Fair Trade Coffee.” Corporate Reputation Review 12.2 (2009): 159-76. O’Donohoe, Stephanie. “Advertising Uses and Gratifications.” European Journal of Marketing 28.8/9 (1993): 52-75. Smith, Toby. Coffee Trails: A Social and Environment Journey with Toby’s Estate. Sydney: Toby Smith, 2011. Stoler, Ann Laura. Carnal Knowledge and Imperial Power: Race and the Intimate in Colonial Rule. California: U California P, 2002. -----. Haunted by Empire: Geographies of Intimacy in North American History. Durham: Duke UP, 2006. Toby’s Estate. “Toby Smith’s Coffee Trails.” 27 Feb 2012 ‹http://www.tobysestate.com.au/index.php/toby-smith-book-coffee-trails.html›.

IntroductionThe American artist Ryan Trecartin makes digital videos that centre on the self-presentations common to video-sharing sites such as YouTube. Named by New Yorker critic Peter Schjeldahl as “the most consequential artist to have emerged since the 1980s” (84), Trecartin’s works are like high-octane domestic dramas told in the first-person, blending carnivalesque and horror sensibilities through multi-layered imagery, fast-paced editing, sprawling mise-en-scène installations and heavy-handed digital effects. Featuring narcissistic young-adult characters (many of whom are played by the artist and his friends), Trecartin’s scripted videos portray the self as fundamentally performed and kaleidoscopically mediated. His approach is therefore exemplary of some of the key concepts of automediality, which, although originating in literary studies, address concerns relevant to contemporary art, such as the blurring of life-story, self-performance, identity, persona and technological mediation. I argue that Trecartin’s work is a form of automedial art that combines camp personas with what Sianne Ngai calls the “zany” aesthetics of neoliberalism—the 24/7 production of affects, subjectivity and sociability which complicate distinctions between public and private life.Performing the Script: The Artist as Automedial ProsumerBoth “automedia” and “automediality” hold that the self (the “auto”) and its forms of expression (its “media”) are intimately linked, imbricated within processes of cultural and technological mediation. However, whereas “automedia” refers to general modes of self-presentation, “automediality” was developed by Jörg Dünne and Christian Moser to explicitly relate to the autobiographical. Noting a tendency in literary studies to under-examine how life stories are shaped by their mediums, Dünne and Moser argued that the digital era has made it more apparent how literary forms are involved in complex processes of mediation. Sidonie Smith and Julia Watson, in response, called for an expansion of autobiography into “life writing,” claiming that automediality is useful as a theoretical frame for contemplating the growth of self-presentation platforms online, shifting from the life-narrative genre of autobiography towards more discursive and irresolute forms of first-person expression (4). One’s life story, in this context, can be communicated obliquely and performatively, with the choice of media inextricably contributing to the subjectivity that is being produced, not just as a tool for rendering a pre-existent self. Lauren Berlant conceives of life writing as a laboratory for “theorizing ‘the event’” of life rather than its narration or transcription (Prosser 181). Smith and Watson agree, describing automediality as the study of “life acts” that operate as “prosthetic extension[s] of the self in networks” (78). Following this, both “automedia” and “automediality” can be understood as expanding upon the “underlying intermedial premises” (Winthrop-Young 188) of media theory, addressing how technologies and mediums do not just constitute sensory extensions of the body (Mcluhan) but also sensory extensions of identity—armed with the potential to challenge traditional ideas of how a “life” is conveyed. For Julie Rak, “automedia” describes both the theoretical framing of self-presentation acts and the very processes of mediation the self-presenter puts themselves through (161). She prefers “automedia” over “automediality” due to the latter’s tendency to be directed towards the textual products of self-presentation, rather than their processes (161). Given Trecartin’s emphasis on narrative, poetic text, performativity, technology and commodification, both “automedia” and “automediality” will be relevant to my account here, highlighting not just the crossovers between the two terms but also the dual roles his work performs. Firstly, Trecartin’s videos express his own identity through the use of camp personas and exaggerated digital tropes. Secondly, they reflexively frame the phenomenon of online self-presentation, aestheticizing the “slice of life” and “personal history” posturings found on YouTube in order to better understand them. The line between self-presenter and critic is further muddied by the fact that Trecartin makes many of his videos free to download online. As video artist and YouTuber, he is interested in the same questions that Smith and Watson claim are central to automedial theory. When watching Youtube performers, they remind themselves to ask: “How is the aura of authenticity attached to an online performance constructed by a crew, which could include a camera person, sound person, director, and script-writer? Do you find this self-presentation to be sincere or to be calculated authenticity, a pose or ‘manufactured’ pseudo-individuality?” (124). Rather than setting out to identify “right” from “wrong” subjectivities, the role of both the automedia and automediality critic is to illuminate how and why subjectivity is constructed across distinct visual and verbal forms, working against the notion that subjectivity can be “an entity or essence” (Smith and Watson 125).Figure 1: Ryan Trecartin, Item Falls (2013), digital video stillGiven its literary origins, automediality is particularly relevant to Trecartin’s work because writing is so central to his methods, grounding his hyperactive self-presentations in the literary as well as the performative. According to Brian Droitcour, all of Trecartin’s formal devices, from the camerawork to the constructed sets his videos are staged in, are prefigured by the way he uses words. What appears unstructured and improvised is actually closely scripted, with Trecartin building on the legacies of conceptual poetry and flarf poetry (an early 2000s literary genre in which poetry is composed of collages of serendipitously found words and phrases online) to bring a loose sense of narrativization to his portrayals of characters and context. Consider the following excerpt from the screenplay for K-Corea INC. K (Section A) (2009)— a work which centres on a CEO named Global Korea (a pun on “career”) who presides over symbolic national characters whose surnames are also “Korea”:North America Korea: I specialize in Identity Tourism, ?Agency...I just stick HERE, and I Hop Around–HEY GLOBAL KOREA!?Identifiers: That’s Global, That’s Global, That’s GlobalFrench adaptation Korea: WHAT!?Global Korea: Guys I just Wanted to show You Your New Office!Health Care, I don’t Care, It’s All WE Care, That’s WhyWE don’t Care.THIS IS GLOBAL!Identified: AHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHGlobal Korea: Global, Global !!Identified: AHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHFigure 2: Ryan Trecartin, K-Corea INC. K (Section A) (2009), digital video stillTrecartin’s performers are guided by their lines, even down to the apparently random use of commas, question marks and repeated capital letters. As a consequence, what can be alienating on the page is made lively when performed, his words instilled with the over-the-top personalities of each performer. For Droitcour, Trecartin’s genius lies in his ability to use words to subliminally structure his performances. Each character makes the artist’s poetic texts—deranged and derivative-sounding Internet-speak—their own “at the moment of the utterance” (Droitcour). Wayne Koestenbaum similarly argues that voice, which Trecartin often digitally manipulates, is the “anxiety point” in his works, fixing his “retardataire” energies on the very place “where orality and literacy stage their war of the worlds” (276).This conflict that Koestenbaum describes, between orality and literacy, is constitutive of Trecartin’s automedial positioning of the self, which presents as a confluence of life narrative, screenplay, social-media posing, flarf poetry and artwork. His videos constantly criss-cross between pre-production, production and postproduction, creating content at every point along the way. This circuitousness is reflected by the many performers who are portrayed filming each other as they act, suggesting that their projected identities are entangled with the technologies that facilitate them.Trecartin’s A Family Finds Entertainment (2004)—a frenetic straight-to-camera chronicle of the coming-out of a gay teenager named Skippy (played by the artist)—was included in the 2006 Whitney Biennial, after which time his work became known around the world as an example of “postproduction” art. This refers to French curator and theorist Nicholas Bourriaud’s 2001 account of the blurring of production and consumption, following on from his 1997 theory of relational aesthetics, which became paradigmatic of critical art practice at the dawn of Web 2.0. Drawing from Marcel Duchamp and the Situationists, in Postproduction: Culture as Screenplay: How Art Reprograms the World, Bourriaud addressed new forms of citation, recycling and détournement, which he saw as influenced by digital computing, the service economies and other forms of immaterial social relations that, throughout the 1990s, transformed art from a subcultural activity to a key signifier and instrument of global capitalism.Because “word processing” was “indexed to the formal protocol of the service industry, and the image-system of the home computer […] informed and colonized from the start by the world of work” (78), Bourriaud claimed that artists at the start of the twenty-first century were responding to the semiotic networks that blur daily and professional life. Postproduction art looked like it was “issued from a script that the artist projects onto culture, considered the framework of a narrative that in turn projects new possible scripts, endlessly” (19). However, whereas the artists in Bourriaud’s publication, such as Plamen Dejanov and Philippe Parreno, made art in order to create “more suitable [social] arrangements” (76), Trecartin is distinctive not only because of his bombastic style but also his apparent resistance to socio-political amelioration.Bourriaud’s call for the elegant intertextual “scriptor” as prosumer (88)—who creatively produces and consumes, arranges and responds—was essentially answered by Trecartin with a parade of hyper-affective and needy Internet characters whose aims are not to negotiate new social terrain so much as to perform themselves crazy, competing with masses of online information, opinions and jostling identities. Against Bourriaud’s strategic prosumerism, Trecartin, in his own words, chases “a kind of natural prosumerism synonymous with existence” (471). Although his work can be read as a response to neoliberal values, unlike Bourriaud, he refuses to treat postproduction methods as tools to conciliate this situation. Instead, his scripted videos present postproduction as the lingua franca of daily life. In aiming for a “natural prosumerism,” his work rhetorically asks, in paraphrase of Berlant: “What does it mean to have a life, is it always to add up to something?” (Prosser 181). Figure 3: Ryan Trecartin, A Family Finds Entertainment (2004), digital video stillPluralist CampTrecartin’s scripts direct his performers but they are also transformed by them, his words acquiring their individualistic tics, traits and nuances. As such, his self-presentations are a long way from Frederic Jameson’s account of pastiche as a neutral practice of imitation—“a blank parody” (125) that manifests as an addiction rather than a critical judgement. Instead of being uncritically blank, we could say that Trecartin’s characters have too much content and too many affects, particularly those of the Internet variety. In Ready (Re’Search Wait’S) (2009-2010), Trecartin (playing a character named J.J. Check, who wants to re-write the U.S constitution) states at one point: “Someone just flashed an image of me; I am so sure of it. I am such as free download.” Here, pastiche turns into a performed glitch, hinting at how authentic speech can be composed of an amalgam of inauthentic sources—a scrambling of literary forms, movie one-liners, intrusive online advertising and social media jargon. His characters constantly waver between vernacular clichés and accretions of data: “My mother accused me of being accumulation posing as independent free will,” says a character from Item Falls (2013)What makes Trecartin’s video work so fascinating is that he frames what once would have been called “pastiche” and fills it with meaning, as if sincerely attuned to the paradoxes of “anti-normative” posturing contained in the term “mass individualism.” Even when addressing issues of representational politics, his dialogue registers as both authentic and insipid, as when, in CENTER JENNY (2013), a conversation about sexism being “the coolest style” ends with a woman in a bikini asking: “tolerance is inevitable, right?” Although there are laugh-out-loud elements in all of his work—often from an exaggeration of superficiality—there is a more persistent sense of the artist searching for something deeper, perhaps sympathetically so. His characters are eager to self-project yet what they actually project comes off as too much—their performances are too knowing, too individualistic and too caught up in the Internet, or other surrounding technologies.When Susan Sontag wrote in 1964 of the aesthetic of “camp” she was largely motivated by the success of Pop art, particularly that of her friend Andy Warhol. Warhol’s work looked kitsch yet Sontag saw in it a genuine love that kitsch lacks—a sentiment akin to doting on something ugly or malformed. Summoning the dandy, she claimed that whereas “the dandy would be continually offended or bored, the connoisseur of Camp is continually amused, delighted. The dandy held a perfumed handkerchief to his nostrils and was liable to swoon; the connoisseur of Camp sniffs the stink and prides himself on his strong nerves” (292).As an artistic device, camp essentially wallows in all the bad fetishisms that Frankfurt School theorists lamented of capitalism. The camp appropriator, does, however, convey himself as existing both inside and outside this low culture, communicating the “stink” of low culture in affecting ways. Sontag viewed camp, in other words, as at once deconstructive and reconstructive. In playing appearances off against essences, camp denies the self as essence only to celebrate it as performance.In line with accounts of identity in automediality and automedia theory, camp can be understood as performing within a dialectical tension between self and its representation. The camp aesthetic shows the self as discursively mediated and embedded in subjective formations that are “heterogeneous, conflictual, and intersectional” (Smith and Watson 71). Affiliated with the covert expression of homosexual and queer identity, the camp artist typically foregrounds art as taste, and taste as mere fashion, while at the same time he/she suggests how this approach is shaped by socio-political marginalization. For Eve Kosofsky Sedgwick, the criticality of camp is “additive and accretive” rather than oppositional; it is a surplus form that manifests as “the ‘over’-attachment to fragmentary, marginal, waste or leftover products” (149).Trecartin, who identifies as gay, parodies the excesses of digital identity while at the same time, from camp and queer perspectives, he asks us to take these identifications seriously—straight, gay, transsexual, bisexual, inter-sexual, racial, post-racial, mainstream, alternative, capitalist or anarchist. This pluralist agenda manifests in characters who speak as though everything is in quotation marks, suggesting that everything is possible. Dialogue such as “I’m finally just an ‘as if’”, “I want an idea landfill”, and “It reminds me of the future” project feelings of too much and not enough, transforming Warhol’s cool, image-oriented version of camp (transfixed by TV and supermarket capitalism) into a hyper-affective Internet camp—a camp that feeds on new life narratives, identity postures and personalities, as stimuli.In emphasising technology as intrinsic to camp self-presentation, Trecartin treats intersectionality and intermediality as if corresponding concepts. His characters, caught between youthhood and adulthood, are inbetweeners. Yet, despite being nebulous, they float free of normative ideals only in the sense that they believe everybody not only has the right to live how they want to, but to also be condemned for it—the right to intolerance going hand-in-hand with their belief in plurality. This suggests the paradoxical condition of pluralist, intersectional selfhood in the digital age, where one can position one’s identity as if between social categories while at the same time weaponizing it, in the form of identity politics. In K-Corea INC. K (Section A) (2009), Global Korea asks: “Who the fuck is that baby shit-talker? That’s not one of my condiments,” which is delivered with characteristic confidence, defensiveness and with gleeful disregard for normative speech. Figure 4: Ryan Trecartin, CENTER JENNY (2013), digital video stillThe Zaniness of the Neoliberal SelfIf, as Koestenbaum claims, Trecartin’s host of characters are actually “evolving mutations of a single worldview” (275), then the worldview they represent is what Sianne Ngai calls the “hypercommodified, information saturated, performance driven conditions of late capitalism” (1). Self-presentation in this context is not to be understood so much as experienced through prisms of technological inflection, marketing spiel and pluralist interpretative schemas. Ngai has described the rise of “zaniness” as an aesthetic category that perfectly encapsulates this capitalist condition. Zany hyperactivity is at once “lighthearted” and “vehement,” and as such it is highly suited to the contemporary volatility of affective labour; its tireless overlapping of work and play, and the networking rhetoric of global interconnectedness (Ngai, 7). This is what Luc Boltanski and Eve Chiapello have termed the “connexionist” spirit of capitalism, where a successful career is measured by one’s capacity to be “always pursuing some sort of activity, never to be without a project, without ideas, to be always looking forward to, and preparing for, something along with other persons, whose encounter is the result of being always driven by the drive for activity” (Chiapello and Fairclough 192).For Ngai, the zany—epitomized by Jim Carrey’s character in Cable Guy (1996) or Wile E. Coyote from the Looney Tunes cartoons—performs first and asks questions later. As such, their playfulness is always performed in a way that could spin out of control, as when Trecartin’s humour can, in the next moment, appear psychotic. Ngai continues:What is essential to zaniness is its way of evoking a situation with the potential to cause harm or injury […]. For all their playfulness and commitment to fun, the zany’s characters give the impression of needing to labor excessively hard to produce our laughter, straining themselves to the point of endangering not just themselves but also those around them. (10)Using sinister music scores, anxiety-inducing editing and lighting that references iconic DIY horror films such as the Blair Witch Project (1999), Trecartin comically frames the anxieties and over-produced individualism of the global neoliberalist project, but in ways that one is unsure what to do with it. “Don’t look at me—look at your mother, and globalize at her,” commands Global Korea. Set in temporary (read precarious) locations that often resemble both domestic and business environments, his world is one in which young adults are incessantly producing themselves as content, as if unstable market testers run riot, on whose tastes our future global economic growth depends.Michel Foucault defined this neoliberal condition as “the application of the economic grid to social phenomena” (239). As early as 1979 he claimed that workers in a neoliberal context begin to regard the self as an “abilities-machine” (229) where they are less partners in the processes of economic exchange than independent producers of human capital. As Jodi Dean puts it, with the totalization of economic production, neoliberal processes “simultaneously promote the individual as the primary unit of capitalism and unravel the institutions of solidaristic support on which this unit depends” (32). As entrepreneurs of the self, people under neoliberalism become producers for whom socialization is no longer a byproduct of capitalist production but can be the very means through which capital is produced. With this in mind, Trecartin’s portrayal of the straight-to-camera format is less a video diary than a means for staging social auditions. His performers (or contestants), although foregrounding their individualism, always have their eyes on group power, suggesting a competitive individualism rather than the countering of normativity. Forever at work and at play, these comic-tragics are ur-figures of neoliberalism—over-connected and over-emotional self-presenters who are unable to stop, in fear they will be nothing if not performing.ConclusionPortraying a seemingly endless parade of neoliberal selves, Trecartin’s work yields a zany vision that always threatens to spin out of control. As a form of Internet-era camp, he reproduces automedial conceptions of the self as constituted and expanded by media technologies—as performative conduits between the formal and the socio-political which go both ways. This process has been described by Berlant in terms of life writing, but it applies equally to Trecartin, who, through a “performance of fantasmatic intersubjectivity,” facilitates “a performance of being” for the viewer “made possible by the proximity of the object” (Berlant 25). Inflating for both comic and tragic effect a profoundly nebulous yet weaponized conception of identity, Trecartin’s characters show the relation between offline and online life to be impossible to essentialize, laden with a mix of conflicting feelings and personas. As identity avatars, his characters do their best to be present and responsive to whatever precarious situations they find themselves in, which, due to the nature of his scripts, seem at times to have been automatically generated by the Internet itself.ReferencesBourriaud, Nicolas. Postproduction: Culture as a Screenplay: How Art Reprograms the World. New York: Lucas & Stenberg, 2001.Chiapello, E., and N. Fairclough. “Understanding the New Management Ideology: A Transdisciplinary Contribution from Critical Discourse Analysis and New Sociology of Capitalism.” Discourse and Society 13.2 (2002): 185–208.Dean, Jodi. Crowds and Party. London & New York: Verso, 2016.Droitcour, Brian. “Making Word: Ryan Trecartin as Poet.” Rhizome 27 July 2001. 18 Apr. 2015 <http://rhizome.org/editorial/2011/jul/27/making-word-ryan-trecartin-poet/>.Dünne, Jörg, and Christian Moser. Automedialität: Subjektkonstitution in Schrift, Bild und neuen Medien [Automediality: Subject Constitution in Print, Image, and New Media]. Munich: Fink, 2008.Foucault, Michel. The Birth of Biopolitics. New York: Palgrave Macmillan, 2008.Jameson, Fredric. Postmodernism, or, the Cultural Logic of Late Capitalism. Durham: Duke University Press, 1991.Kosofsky Sedgwick, Eve. Touching Feeling: Affect, Pedagogy, Performativity. Durham: Duke University Press, 2003.McLuhan, Marshall. Understanding Media: The Extensions of Man, London: Routledge and Kegan Paul, 1964.Ngai, Sianne. Our Aesthetic Categories: Zany, Cute Interesting. Cambridge: Harvard University Press, 2015.Prosser, Jay. “Life Writing and Intimate Publics: A Conversation with Lauren Berlant.” Biography 34.1 (Winter 2012): 180- 87.Rak, Julie. “Life Writing versus Automedia: The Sims 3 Game as a Life Lab.” Biography 38.2 (Spring 2015): 155-180.Schjeldahl, Peter. “Party On.” New Yorker, 27 June 2011: 84-85.Smith, Sidonie. “Virtually Me: A Toolbox about Online Self-Presentation.” Identity Technologies: Constructing the Self Online. Eds. Anna Poletti and Julie Rak. Wisconsin: University of Wisconsin Press, 2014.———, and Julia Watson. Reading Autobiography: A Guide for Interpreting Life Narratives. Minneapolis: University of Minnesota P, 2010———, and Julia Watson. Life Writing in the Long Run: Smith & Watson Autobiography Studies Reader. Ann Arbor: Michigan Publishing, 2016.Sontag, Susan. “Notes on Camp.” Against Interpretation and Other Essays. New York: Picador, 2001.Trecartin, Ryan. “Ryan Trecartin.” Artforum (Sep. 2012): 471.Wayne Koestenbaum. “Situation Hacker.” Artforum 47.10 (Summer 2009): 274-279.Winthrop-Young, Geoffrey. “Hardware/Software/Wetware.” Critical Terms for Media Studies. Eds. W.J.T. Mitchell and M. Hansen. Chicago: University of Chicago Press, 2010.