Sold on Language

As citizens of capitalist, free-market societies, we tend to celebrate choice and competition. However, in the 21st century, as we have gained more and more choices, we have also become greater targets for persuasive messages from advertisers who want to make those choices for us. In Sold on Language, noted language scientists Julie Sedivy and Greg Carlson examine how rampant competition shapes the ways in which commercial and political advertisers speak to us. In an environment saturated with information, advertising messages attempt to compress as much persuasive power into as small a linguistic space as possible. These messages, the authors reveal, might take the form of a brand name whose sound evokes a certain impression, a turn of phrase that gently applies peer pressure, or a subtle accent that zeroes in on a target audience. As more and more techniques of persuasion are aimed squarely at the corner of our mind which automatically takes in information without conscious thought or deliberation, does 'endless choice' actually mean the end of true choice? Sold on Language offers thought-provoking insights into the choices we make as consumers and citizens and the choices that are increasingly being made for us. Click here for more discussion and debate on the authors blog: psychologytoday.com/blog/sold-language [Wiley disclaims all responsibility and liability for the content of any third-party websites that can be linked to from this website. Users assume sole responsibility for accessing third-party websites and the use of any content appearing on such websites. Any views expressed in such websites are the views of the authors of the content appearing on those websites and not the views of Wiley or its affiliates, nor do they in any way represent an endorsement by Wiley or its affiliates.]

As citizens of capitalist, free-market societies, we tend tocelebrate choice and competition. However, in the 21stcentury, as we have gained more and more choices, we have alsobecome greater targets for persuasive messages from advertisers whowant to make those choices for us.In Sold on Language, noted language scientists JulieSedivy and Greg Carlson examine how rampant competition shapes theways in which commercial and political advertisers speak to us. Inan environment saturated with information, advertising messagesattempt to compress as much persuasive power into as small alinguistic space as possible. These messages, the authors revealmight take the form of a brand name whose sound evokes a certainimpression, a turn of phrase that gently applies peer pressure, ora subtle accent that zeroes in on a target audience. As more andmore techniques of persuasion are aimed squarely at the corner ofour mind which automatically takes in information without consciousthought or deliberation, does 'endless choice' actually mean theend of true choice?Sold on Language offers thought-provoking insights intothe choices we make as consumers and citizens - and thechoices that are increasingly being made for us.Click here for more discussion and debate on the authors'blog:href="psychologytoday.com/blog/sold-language">psychologytoday.com/blog/sold-language[Wiley disclaims all responsibility and liability for thecontent of any third-party websites that can be linked to from thiswebsite. Users assume sole responsibility for accessing third-partywebsites and the use of any content appearing on suchwebsites. Any views expressed in such websites are the viewsof the authors of the content appearing on those websites and notthe views of Wiley or its affiliates, nor do they in any wayrepresent an endorsement by Wiley or its affiliates.]

About the Authors.Preface. 1 The Power of Choice.2 The Unconscious Consumer.3 The Attentional Arms Race.4 We Know What You're Thinking.5 Why Ads Don't Say What They Mean (Or Mean What TheySay).6 Acting Out.7 Divide and Conquer.8 The Politics of Choice.Sources.Index.