Age of Propaganda: The Everyday Use and Abuse of Persuasion

Front Cover
Macmillan, Mar 14, 2001 - Political Science - 432 pages
21 Reviews

Americans create 57% of the world's advertising while representing only 6% of its population; half of our waking hours are spent immersed in the mass media. Persuasion has always been integral to the democratic process, but increasingly, thoughtful discussion is being replaced with simplistic soundbites and manipulative messages.

Drawing on the history of propaganda as well as on contemporary research in social psychology, Age of Propaganda shows how the tactics used by political campaigners, sales agents, advertisers, televangelists, demagogues, and others often take advantage of our emotions by appealing to our deepest fears and most irrational hopes, creating a distorted vision of the world we live in.

This revised and updated edition includes coverage of the Clinton/Lewinsky scandal, recent election campaigns, talk radio, teen suicide, U.F.O. abductions, the Columbine shootings, and novel propaganda tactics based on hypocrisy and false allegations.

 

What people are saying - Write a review

User ratings

5 stars
9
4 stars
7
3 stars
5
2 stars
0
1 star
0

Review: Age of Propaganda: The Everyday Use and Abuse of Persuasion

User Review  - Nana - Goodreads

I bought this book after a recommendation by Ramit Sethi when he was interviewed on the Tim Ferris podcast. I didn't know much going in, so it was a surprising read. This book promises to help you ... Read full review

Review: Age of Propaganda: The Everyday Use and Abuse of Persuasion

User Review  - Fabrizio Stucchi - Goodreads

This should be a mandatory ready for anybody at High School, it is simply a description of the world we are living, and how we are conditioned by media and advertisement. A MUST READ! Read full review

Contents

Our Age of Propaganda
1
The Psychology of Everyday Persuasion
19
Mysterious Influence
21
Mindless Propaganda Thoughtful Persuasion
33
The Rationalizing Animal
40
The Four Stratagems of Influence
48
Setting the Stage for Effective Influence
69
Words of Influence
71
Protagoras Ideal OneSided Puffery versus TwoSided Debate
196
Touch the Heart Persuade the Mind
205
The Fear Appeal
207
The Granfalloon Technique
216
Guilt Sells
223
What Is the Influence of One Flower Given?
230
The Committed Heart
235
To Practice What You Preach
241

Pictures in Our Heads
79
Saddam Hussein The Hitler of Baghdad?
87
A Questionable Persuasion
93
The Power of Decoys
100
The Psychology of Factoids
103
Real and Manufactured
119
The Credible Communicator
121
Breakfast of Champions Junk Food for the Self
128
How Do You Persuade if Everyone Knows You Are Untrustworthy Unbelievable and Disliked?
132
The Manufacture of Credibility
139
Prizefighter Slays Eleven with One Look The Influence of Mass Media Models
146
The Message and How It Is Delivered
155
Packages
157
SelfSell
166
Naked Attics and Neighborhood War Heroes On Vividness in Communication
171
Why Do They Keep Repeating the Same Ads?
179
If You Have Nothing to SayDistract Them
185
If You Want to Gain an Inch Ask for a MileSometimes
188
The Psychology of Scarcity and the Mystique of Phantoms
250
The Challenge of Propaganda to Society
259
Education or Propaganda?
261
What Is News?
268
On the Ineffectiveness of Information Campaigns
280
Subliminal Sorcery Who Is Seducing Whom?
285
Persuasion Direct
295
How to Become a Cult Leader
302
Propaganda in the Third Reich A Case for Uncertainty
317
Counteracting the Tactics of Propaganda
327
Is Forewarned Forearmed? Or How to Really Resist Propaganda
329
What We Can Do to Stop Propaganda in Its Tracks
340
Peithos Children
349
REFERENCES
357
INDEX
399
ABOUT THE AUTHORS
415
Copyright

Common terms and phrases

References to this book

All Book Search results »

About the author (2001)

Anthony Pratkanis is professor of psychology at the University of California, Santa Cruz.

Elliot Aronson is one of our nation's most eminent social psychologists. He is professor emeritus at the University of California, Santa Cruz.

Bibliographic information