Nothing Exists Until You Sell It

Vance Packard’s The Hidden Persuaders (1957) was the first major critical assessment of the advertising industry’s use of motivational research. It explored Madison Avenue’s ability to use depth psychology to tap into people’s emotions in an attempt to manipulate their buying choices.

The book appeared at a pivotal moment in the history of American consumerism. A growing understanding and suspicion of psychological research coincided with a rapid expansion of America’s advertising agencies. Critics such as Packard suggested that these apparently glamorous organisations were having an increasing impact in shaping people’s behaviour and aspirations. Many in the industry refuted Packard’s accusations and challenged his claims about the exploitation of the unconscious mind; others accepted or even claimed to be inspired by his findings.

Either way Packard has opened up new questions about the rationality (or otherwise) of the consumer‘s decisions. His work prompted many other explorations of adland’s persuasion techniques and its capacity to target our innermost fears and desires.

Nothing Exists Until You Sell It considers afresh this landmark book, its cultural reception and far-reaching influence. It features interviews from advertising executives, historians and psychoanalysts, alongside memorable advertisements, in order to prompt new debate about consumer persuasion today.

What are the continuities and differences in advertising technique past and present? How have the power and reach of advertising changed since the 1950s? Are the “dark arts” that worried Packard, more nuanced, and disquieting now, or have some of his fears turned out to be overblown?