Lawrence R. Samuel

Freud on Madison Avenue

Lawrence R. Samuel

What do consumers really want? In the mid-twentieth century, many marketing executives sought to answer this question by looking to the theories of Sigmund Freud and his followers. By the 1950s, Freudian psychology had become the adman's most powerful new tool, promising to plumb the depths of shoppers' subconscious minds to access the irrational desires beneath their buying decisions. That the unconscious was the key to consumer behavior was a new idea in the field of advertising, and its impact was felt beyond the commercial realm. Centered on the fascinating lives of the brilliant men and women who brought psychoanalytic theories and practices from Europe to Madison Avenue and, ultimately, to Main Street, Freud on Madison Avenue tells the story of how midcentury advertisers changed American culture. Paul Lazarsfeld, Herta Herzog, James Vicary, Alfred Politz, Pierre Martineau, and the father of motivation research, Viennese-trained psychologist Ernest Dichter, adapted techniques from sociology, anthropology, and psychology to help their clients market consumer goods. Many of these researchers had fled the Nazis in the 1930s, and their decidedly Continental and intellectual perspectives on secret desires and inner urges sent shockwaves through WASP-dominated postwar American culture and commerce. Though popular, these qualitative research and persuasion tactics were not without critics in their time. Some of the tools the motivation researchers introduced, such as the focus group, are still in use, with «consumer insights» and «account planning» direct descendants of Freudian psychological techniques. Looking back, author Lawrence R. Samuel implicates Dichter's positive spin on the pleasure principle in the hedonism of the Baby Boomer generation, and he connects the acceptance of psychoanalysis in marketing culture to the rise of therapeutic culture in the United States.

Aging in America

Lawrence R. Samuel

Aging is a preoccupation shared by beauty bloggers, serious journalists, scientists, doctors, celebrities—arguably all of adult America, given the pervasiveness of the crusade against it in popular culture and the media. We take our youth-oriented culture as a given but, as Lawrence R. Samuel argues, this was not always the case. Old age was revered in early America, in part because it was so rare. Indeed, it was not until the 1960s, according to Samuel, that the story of aging in America became the one we are most familiar with today: aging is a disease that science will one day cure, and in the meantime, signs of aging should be prevented, masked, and treated as a source of shame. By tracing the story of aging in the United States over the course of the last half century, Samuel vividly demonstrates the ways in which getting older tangibly contradicts the prevailing social values and attitudes of our youth-obsessed culture. As a result, tens of millions of adults approaching their sixties and seventies in this decade do not know how to age, as they were never prepared to do so. Despite recent trends that suggest a more positive outlook, getting old is still viewed in terms of physical and cognitive decline, resulting in discrimination in the workplace and marginalization in social life. Samuels concludes Aging in America by exhorting his fellow baby boomers to use their economic clout and sheer numbers to change the narrative of aging in America.