Marketers often seek to minimize or eliminate interruptions when they deliver persuasive messages in an attempt to increase consumers’ attention and processing of those messages. However, in five studies conducted across different experimental contexts and different content domains, the current research reveals that interruptions that temporarily disrupt a persuasive message can increase consumers’ processing of that message. As a result, consumers can be more persuaded by interrupted messages than they would be by the exact same messages delivered uninterrupted.

{ Journal of Consumer Research/Stanford Business | Continue reading }

art { Teppei Kaneuji, Ghost in the Liquid Room (lenticular) #9, 2014 }

It’s hard to read the old-fashioned way, slowly and deliberately. Few of us have the patience, the concentration, or the time. When we do read, we skim, trying to get a quick “take” on the topics of the day, often conveniently served up as prepackaged excerpts by our modern media machine. We flit from one thing to the next, never pausing to think about what we’ve just read, because in our media-saturated, technology-obsessed age we just don’t have time. Worse, our bad reading habits are symptomatic of a deeper malaise. Real learning, real knowledge, and real culture have been supplanted by the shallow, utilitarian instrumentalism of modern life. The evidence is mounting. Humanities departments are losing students to the sciences and other more useful majors, where they are stuffed with facts and outfitted with skills, better to serve the state as productive citizens; our cultural models are the average heroes of a popular culture. Our culture is in decline. And we read only the headlines.

That may sound like the latest jeremiad in The New Criterion or The New Republic, but it’s actually a paraphrase of Friedrich Nietzsche’s preface to a series of lectures he delivered in the winter of 1872. […]

Nietzsche saw this image of modern print culture embodied in modern journalism’s endless pursuit of the news. In the face of the modern media machine, he longed for timelessness, but one not simply stripped of its time and place. Instead, it was an ethos of active resistance to the “idolatrous” need for the new, the latest headline, the latest commentary, the latest feuilleton. It was intended to enlist those few who were not, as he put it in the Basel lectures, “caught up in the dizzying haste of our hurtling era” and dependent on its short-lived pleasures. It was a call for calm readers.

{ The Hedgehog Review | Continue reading }

photo { Ana Cecilia Alvarez }

{ Bert Stern, Vogue, April 1962 | Stella Artois ad, 2010 }

Objective
To explore the basis for patient complaints about the oldness of most magazines in practice waiting rooms.

[…]

Conclusions
General practice waiting rooms contain mainly old magazines. This phenomenon relates to the disappearance of the magazines rather than to the supply of old ones. Gossipy magazines were more likely to disappear than non-gossipy ones.

[…]

If we extrapolate our findings of 41 magazines each month at an average cost of £3.20 ($5.00; €4.00) per magazine over the 8000 practices in the United Kingdom, this equates to £12.6m disappearing from general practices, resources that could be better used for healthcare. Practices should consider using old copies of the Economist and Time magazine as a first step towards saving costs.

{ British Medical Journal | Continue reading }

image { Esquire, February 1956 }

Several weeks ago, Vidra communicated the new vision to the staff in what I am told was an uncomfortable stream of business clichés ungrounded in any apparent strategy other than saying things like “let’s break shit” and “we’re a tech company now.”

{ NY mag | Continue reading | Daily Beast }

Journalists consider the importance of events and the audience’s interest in them when deciding on which events to report. Events most likely to be reported are those that are both important and can capture the audience’s interest. In turn, the public is most likely to become aware of important news when some aspect of the story piques their interest.

We suggest an efficacious means of drawing public attention to important news stories: dogs. Examining the national news agenda of 10 regional newspapers relative to that of the New York Times, we evaluated the effect of having a dog in a news event on the likelihood that the event is reported in regional newspapers.

The “dog effect” is approximately equivalent to the effect of whether a story warrants front- or back-page national news coverage in the New York Times. Thus, we conclude that dogs are an important factor in news decisions.

{ Cambridge University Press | PDF }

Flattery—the art of offering pleasing compliments—is one of the oldest and most commonly used of persuasion methods. Research in this area provides a reason for the popularity of this tactic. Put simply, flattery works. Various studies have shown that the target of the flattery evaluates the flatterer positively because human beings have a basic desire to believe in good things about themselves.

What happens, however, in situations in which the flattery is “bogus”—that is, when the recipient knows that the flatterer is offering an insincere compliment, presumably driven by an ulterior motive? Instances of insincere flattery abound in the marketing context, such as the salesperson who offers prospective customers profuse compliments on how an expensive outfit makes them look. […]

In cases such as these, in which the prospective consumer is aware of a clear ulterior motive underlying the compliment, both research and intuition suggest that recipients will discount the flattering comments and correct their otherwise favorable reactions. Though in partial agreement with this premise, the current investigation proposes that despite such correction, a positive impact of flattery may still be observed. […]

The authors show that even when flattery by marketing agents is accompanied by an obvious ulterior motive that leads targets to discount the proffered compliments, the initial favorable reaction (the implicit attitude) continues to coexist with the dis- counted evaluation (the explicit attitude). Furthermore, the implicit attitude has more influential consequences than the explicit attitude, highlighting the possible subtle impact of flattery even when a person has consciously corrected for it.

{ Journal of Marketing Research | PDF }

{ Why Women Buy Magazines that Promote Impossible Body Images }

photo { Guy Sargent }

Leveraging the insight that periods, while a pain, also bring women together, JWT has created an augmented reality app that combines Chinese consumers’ love of technology, cute characters and selfies into a new branded platform for Sofy sanitary pads.

{ Campaign Asia | Continue reading | Thanks Tim }

This paper considers when a firm’s freely chosen name can signal meaningful information about its quality, and examines a setting in which it does.

Plumbing firms with names beginning with an “A” or a number receive five times more service complaints, on average. In addition, firms use names beginning with an “A” or a number more often in larger markets, and those that do have higher prices.

These results reflect consumers’ search decisions and extend to online position auctions: plumbing firms that advertise on Google receive more complaints, which contradicts prior theoretical predictions but fits the setting considered here.

{ Ryan C. McDevitt | PDF }

Merely changing the face of a model in an ad increases the number of potential purchasers by as much as 15% (8% on average), according to a study being published by the Institute for Operations Research and the Management Sciences.

{ Informs | Continue reading }

art { Martial Raysse, Life is so complex, 1966 | more }

related { Real-time makeup using projection mapping }

The present research provides empirical evidence that drug names may entail implicit promises about their therapeutic power. We asked people to evaluate the perceived efficacy and risk associated with hypothetical drug names and other secondary related measures. We compared opaque (without meaning), functional (targeting the health issue that the drug is meant to solve) and persuasive (targeting the expected outcome of the treatment) names. Persuasive names were perceived as more efficacious and less risky than both opaque and functional names, suggesting that names that target the expected outcome of the drug may bias the perception of risk and efficacy.

{ Applied Cognitive Psychology }

oil on canvas { Vincent van Gogh, Skull of a Skeleton with Burning Cigarette , 1886 }

New study finds Internet not responsible for dying newspapers

Gentzkow notes that the first fallacy is that online advertising revenues are naturally lower than print revenues, so traditional media must adopt a less profitable business model that cannot support paying real reporters. The second is that the web has made the advertising market more competitive, which has driven down rates and, in turn, revenues. The third misconception is that the Internet is responsible for the demise of the newspaper industry.

{ Chicago Booth | Continue reading }

This paper documents a close connection between the timing of corporate news disclosures and CEOs’ absences from headquarters. I identify CEO absences by merging publicly available flight histories of corporate jets with real estate records of CEOs’ property ownership near leisure destinations. I find that CEOs go to their vacation homes just after companies report favorable news, and CEOs return to headquarters right before subsequent news is released. More good news is released when CEOs are back at work, and CEOs appear not to leave headquarters at all if a firm has adverse news to disclose. When CEOs are away from the office, stock prices behave quietly with sharply lower volatility. Volatility increases immediately when CEOs return to work. Mandatory Form 8-K disclosures of material company news are more likely to be filed late if news occurs while CEOs are at their vacation homes. […]

The paper’s results seem consistent with an agency cost hypothesis, under which CEOs might slow down their firms’ news disclosures for personal convenience on the days that they requisition company aircraft for golf or ski trips. However, the observed associations between news disclosures and vacation schedules may well be endogenous, if CEOs plan to be away from the office when the company expects to have little news to announce. To understand more clearly the direction of causation between disclosures and CEO absences, I conduct a variety of tests, examining how company news announcements change when CEOs return to headquarters at unexpected times. I also estimate a bivariate probit model of news days and vacation days, in which weather at the CEO’s vacation site is used as an instrumental variable that should be associated with trips to the vacation home but not be connected to company news developments. Much of the analysis from these tests supports the agency interpretation, with news releases appearing to occurr less frequently simply because the CEO is absent from the office. However, it is difficult to test causation in the other direction, which would require an instrumental variable associated with news at headquarters but uncorrelated with the CEO’s decision to take time off.

{ David Yermack/NYU School of Law | PDF }

Behind the scenes of the NY redesign

That includes using Github instead of SVN for version control, Vagrant environments, Puppet deployment, using requireJS so five different versions of jQuery don’t get loaded, proper build/test frameworks, command-line tools for generating sprites, the use of LESS with a huge set of mixins, a custom grid framework, etc.

{ Source | Continue reading }

{ Why the Trix Rabbit Looks Down on You | FiveThirtyEight | full story }

CNN booked 11 rooms in one @Sochi2014 media hotel five months ago. We have been here for a day and only one room is available. #cnnsochi

— Harry Reekie (@HarryCNN) February 4, 2014

This is the one hotel room @Sochi2014 have given us so far. Shambles. #cnnsochi pic.twitter.com/RTjEkmyan3

— Harry Reekie (@HarryCNN) February 4, 2014

{ Journalists at Sochi are live-tweeting their hotel experiences }

The colossal project, which cost more than $50 billion – more than all previous Winter Olympics combined – was expected to turn Sochi into a sporting paradise, packed with arenas and a new airport. Instead, corruption and construction accidents have plagued preparations, with hotels still unfinished just days before the opening ceremony.

{ Zero Hedge | Continue reading }

People whose cellphones move at a certain clip across city parks between 5:30 and 8:30 every morning are flagged by Viasense’s algorithm as “early morning joggers.” When you give your smartphone permission to access your location, you may be sharing a lot more than you realize.

{ WSJ | Continue reading }

We show that easily accessible digital records of behavior, Facebook Likes, can be used to automatically and accurately predict a range of highly sensitive personal attributes including: sexual orientation, ethnicity, religious and political views, personality traits, intelligence, happiness, use of addictive substances, parental separation, age, and gender. […]

Table S1 presents a sample of highly predictive Likes related to each of the attributes. For example, the best predictors of high intelligence include “Thunderstorms,” “The Colbert Report,” “Science,” and “Curly Fries,” whereas low intelligence was indicated by “Sephora,” “I Love Being A Mom,” “Harley Davidson,” and “Lady Antebellum.” Good predictors of male homosexuality included “No H8 Campaign,” “Mac Cosmetics,” and “Wicked The Musical,” whereas strong predictors of male heterosexuality included “Wu-Tang Clan,” “Shaq,” and “Being Confused After Waking Up From Naps.” Although some of the Likes clearly relate to their predicted attribute, as in the case of No H8 Campaign and homosexuality, other pairs are more elusive; there is no obvious connection between Curly Fries and high intelligence.

Moreover, note that few users were associated with Likes explicitly revealing their attributes. For example, less than 5% of users labeled as gay were connected with explicitly gay groups, such as No H8 Campaign, “Being Gay,” “Gay Marriage,” “I love Being Gay,” “We Didn’t Choose To Be Gay We Were Chosen.” […]

Predicting users’ individual attributes and preferences can be used to improve numerous products and services. For instance, digital systems and devices (such as online stores or cars) could be designed to adjust their behavior to best fit each user’s inferred profile. Also, the relevance of marketing and product recommendations could be improved by adding psychological dimensions to current user models. For example, online insurance advertisements might emphasize security when facing emotionally unstable (neurotic) users but stress potential threats when dealing with emotionally stable ones.

{ PNAS | PDF }

related { PhD candidate in sociology explains his experiences working for Facebook }

photo { Albert Moldvay, A woman shops for a fur coat at Bergdorf Goodman in New York City, 1964 }

{ The photo features a real soldier and his girlfriend, according to a San Diego TV station, and the ad is inspired by a real married couple, according to the website of SnoreStop, the company using the ad. […] The ad is selling a throat spray that is supposed to help people stop snoring and thus keep them “together.” | Military Times | Continue reading }