Selling The Dream: Why Advertising Is Good Business

Description:
A colourful history of advertising. The process of producing goods and services is relatively easy to recognize as socially beneficial. But television ads? Telemarketers? Jingles? Junk mail? It is popular to view these commercial activities as inherently wasteful or manipulative, marginally informative or entertaining, at best. The most vociferous critics marshal economic and sociological data to argue that advertising dilutes culture and moral values, encourages conspicuous consumption, defrauds the public, and promotes dangerous products and behaviours. In 'Selling the Dream', John Hood takes the provocative stand that advertising images and sales pitches are actually part of the goods and services themselves, delivering an essential component of the consumer's experience. As such, they are inextricably linked to the basic tenets of the free-market system, and, in the boldest of terms, Hood argues that commercial communication is morally consistent with the principles of a democratic society, including freedom of choice, competition, and innovation. Tracing the history of advertising from Ancient Roman times to the present, through the first American newspaper ad in 1704, P.T. Barnum's sophisticated hucksterism in the 19th Century, and the emergence of the modern consumer society, Hood offers a colourful account of advertising in its cultural context. Moreover, he addresses such controversial issues as the promotion of harmful and 'immoral' products (such as tobacco and alcohol), marketing to children, the role of advertising in service industries such as health care and education, and the impact of the Internet and other new media on the conduct of commerce. In the process, he offers a compelling perspective on advertising and its essential role in business, communication, and popular culture. Advertising is a ubiquitous part of our consumer culture. It draws from business, economics, politics, and history to present a colourful picture of advertising in context and argues that advertising is an essential ingredient of competition, innovation, and free-market economic growth. Deals with controversial issues, such as advertising 'immoral' products and advertising to children.

Table of Contents:
Preface; Introduction; The Birth of Advertising and Commercial Culture; A Carnival of Conspicuous Consumption; Broadcasting Revolution, Advertising Evolution; The New Economics and Science of Advertising; Living the Commercial Life; Health Claims and the Problem of Fraud; Advertising and the Consuming Child; The Economics and Ethics of Selling Sin; Conclusion; Notes; Index.

Author Biography:
JOHN HOOD is President of the John Locke Foundation, a public policy think tank based in Raleigh, North Carolina, where he also serves as publisher of the foundation's monthly newspaper, the Carolina Journal.