Coercion; Why We Listen to What

Coercion; Why We Listen to What "They" Say (2 Cassettes)

by Douglas Rushkoff, William David Griffith
     
 
Details the many coercive sales tactics used by companies and how we empower ourselves to counteract them.This message is a wake-up call for anyone who has the uncomfortable feeling that our actions are being shaped by forces beyond our control. The good news is that both the coercers and the coercees are unhappy. A tool to help you to stop, to think, to disengageand

Overview

Details the many coercive sales tactics used by companies and how we empower ourselves to counteract them.This message is a wake-up call for anyone who has the uncomfortable feeling that our actions are being shaped by forces beyond our control. The good news is that both the coercers and the coercees are unhappy. A tool to help you to stop, to think, to disengageand to arrest the self-defeating cycle in which we are all trapped.

Editorial Reviews

Trudi Miller Rosenblum
In this intriguing audio, Rushkoff explains the carefully researched marketing strategies used by advertisers and store designers to persuade consumers to buy. He explores in detail how salesmen's pitches, TV commercials, and store layouts are carefully designed to work on consumers' subconscious minds. It's an eye opening and fascinating listen. Narrator William David Griffith speaks with the ease and confidence of the author, and his pleasant, authoritative voice is well-matched to the material.
Billboard
Kirkus Reviews
Populist chronicler of cyberculture Rushkoff (Cyberia, 1994, etc.) moves here from his usual optimistic futurism to a somber depiction of a modern society in which everything is a commodity and the only interaction among humans is commerce. In the past, Rushkoff has been a cheerleader for the liberating potentialities of the Internet and other interactive technology. He now has second thoughts as he takes the reader on a tour of the various means used to coerce us into buying or simply doing what we might otherwise reject. His basic premise is that professional persuaders in myriad ways attempt to manipulate to their advantage our basic emotional needs for trust, support, and empathy. Automobile salesmen concoct elaborate ballets of manipulation to control our purchasing decisions, while on the reverse side, the "soft sell" of car advertising is simply more subtle manipulation, this time of our distrust of the hard sell. Superstores, through a bewildering onslaught of sight and sound, break down our defenses and rebuild our desires so that we will buy their products. The very architecture of stores, of malls, the careful construction of sound and even smell—all are designed to break down our will and get us to buy. Yet such coercion is not restricted to the usual world of commerce. Social movements such as the "Promise Keepers" do demographic research on the psychological needs of prospective members and structure rallies accordingly. Even Wall Street and the stock market, claims Rushkoff, are giant shell games of manipulation and control. Finally, the Internet itself has been transformed from a relatively simple technology for communication into a selling medium worth billions. Weare alternately "taught" to fear the Internet for its supposed complexity and danger (i.e., pornography) and to worship it for its ability to sell us things. Some of what Rushkoff contends may be wildly speculative and overly alarmist, but on the whole he offers a convincing view of the constructed and controlled world in which we live. .

Product Details

ISBN-13:
9781559275606
Publisher:
Macmillan Audio
Publication date:
08/14/1999
Edition description:
Abridged
Product dimensions:
4.63(w) x 6.97(h) x 0.68(d)

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