Century Of The Self: "happiness Machines" Clip

[Clip below is from Part 1 of 4 - Century of the Self, which is part of a larger series.]

Transcript

Edward Bernays -1991: When I came I back to the United States I decided that if you could use propaganda for war you could certainly use it for peace. And propaganda got to be a bad word because of the Germans using it. So what I did is try to find some other words so we found the word Council on Public Relations.

Bernays returned to New York and set up as a Public Relations Councilman in small office off Broadway. Which was the first time the term had even been used. Since the end of the 19th century, America had become a mass industrial society with millions clustered together in the cities. Bernays was determined to find a way to manage and alter the way these new crowds thought and felt. To do this he turned to the writings of his Uncle Sigmund. While in Paris Bernays had sent a his Uncle a gift of some Havana cigars. In return Freud had sent him a copy of his General Introduction to Psychoanalysis. Bernays read it and the picture of hidden irrational forces inside human beings fascinated him. He wondered whether he might be able to make money manipulating the unconscious.

Pat Jackson-Public Relations Adviser and Colleague of Bernays: What Eddie got from Freud was indeed this idea that there is a lot more going on in human decision making. Not only among individuals but even more importantly among groups that this idea that information drives behavior. So Eddie began to formulate this idea that you had to look at things that will play to people's irrational emotions. You see that immediately moved Eddie into a different category from other people in his field and most government officials and managers of the day who thought if you just hit people with all this factual information they would look at that say go "of course" and Eddie knew that was not the way the world worked.

Bernays set out to experiment with the minds of the popular classes. His most dramatic experiment was to persuade women to smoke. At that time there was a taboo against women smoking and one of his early clients George Hill, the President of the American Tobacco corporation asked Bernays to find a way to break it.

Edward Bernays -1991: He says we're losing half of our market. Because men have invoked a taboo against women smoking in public. Can you do anything about that. I said let me think about it. If I may have permission to see psychoanalyst to see what cigarettes mean to women. He said what'll cost? So I called up Dr Brille, AA Brille who was the leading psychoanalyst in New York at the time.

AA Brille was one of the first psychoanalysts in America. And for a large fee he told Bernays that cigarettes were a symbol of the penis and of male sexual power. He told Bernays that if he could find a way to connect cigarettes with the idea of challenging male power then women would smoke because then they would have their own penises.

Every year New York held an Easter day parade to which thousands came. Bernays decided to stage an event there . He persuaded a group of rich debutants to hide cigarettes under their clothes. Then they should join the parade and at a given signal from him they were to light up the cigarettes dramatically. Bernays then informed the press that he had heard that a group of suffragettes were preparing to protest by lighting up what they called torches of freedom.

Pat Jackson -Public Relations Adviser and Colleague of Bernays: He knew this would be an outcry, and he knew that all of the photographers would be there to capture this moment so he was ready with a phrase which was torches of freedom. So here you have a symbol, women, young women, debutantes, smoking a cigarette in public with a phrase that means anybody who believes in this kind of equality pretty much has to support them in the ensuing debate about this, because I mean torches of freedom. What's our American point, it's liberty, she's holding up the torch, you see and so all this there together, there's emotion there's memory and there's a rational phrase, all of this is in there together. So the next day this was not just in all the New York papers it was across the United States and around the world. And from that point forward the sale of cigarettes to woman began to rise. He had made them socially acceptable with a single symbolic ad.

What Bernays had created was the idea that if a women smoked it made her more powerful and independent. An idea that still persists today. It made him realize that it was possible to persuade people to behave irrationally if you link products to their emotional desires and feelings. The idea that smoking actually made women freer, was completely irrational. But it made them feel more independent. It meant that irrelevant objects could become powerful emotional symbols of how you want to be seen by others.

Peter Strauss -Employee of Bernays 1948-1952: Eddie Bernays saw a way to sell product was not to sell it to your intellect, that you ought to buy an automobile, but that you will feel better about it if you have this automobile. I think he originated that idea that they weren't just purchasing something that they were engaging themselves emotionally or personally in a product or service. It's not that you think you need a piece of clothing but that you will feel better if you have a piece of clothing. That was his contribution in a very real sense. We see it all over the I place today but I think he originated the idea, the emotional connect to a product or service.

What Bernays was doing fascinated America's corporations. They had come out of the war rich and powerful, but they had a growing worry. The system of mass production had flourished during the war and now millions of goods were pouring off production lines. What they were frightened of was the danger of overproduction, that there would come a point when people had enough goods and would simply stop buying. Up until that point the majority of products were still sold to the masses on the basis of need. While the rich had long been used to luxury goods for the millions of working class Americans most products were still advertised as necessities. Goods like shoes stockings even cars were promoted in functional terms for their durability. The aim of the advertisements were simply to show people the products practical virtues, nothing more.

What the corporations realized they had to do was transform the way the majority of Americans thought about products. One leading Wall Street banker, Paul Mazer of Lehman Brothers was clear about what was necessary. We must shift America, he wrote, from a needs to a desires culture. People must be trained to desire, to want new things even before the old had been entirely consumed. We must shape a new mentality in America. Man's desires must overshadow his needs.

Peter Solomon Investment Banker -Lehman Brothers: Prior to that time there was no American consumer, there was the American worker. And there was the American owner. And they manufactured, and they saved and they ate what they had to and the people shopped for what they needed. And while the very rich may have bought things they didn't need, most people did not. And Mazer envisioned a break with that where you would have things that you didn't actually need, but you wanted as opposed to needed.

And the man who would be at the center of changing that mentality for the corporations was Edward Bernays.

Stuart Ewen Historian of Public Relations: Bernays really is the guy within the United States more than anybody else who sort of brings to the table psychological theory as something that is an essential part of how, from the corporate side, of how we are going to appeal to the masses effectively and the whole sort of merchandising establishment and the sales establishment is ready for Sigmund Freud. I mean they are ready for understanding what motivates the human mind. And so there's this real openness to Bernays techniques being used to sell products to the masses.

Beginning in the early 20's the New York banks funded the creation of chains of department stores across America. They were to be the outlets for the mass produced goods. And Bernays' job was to produce the new type of customer. Bernays began to create many of the techniques of mass consumer persuasion that we now live with. He was employed by William Randolph Hurst to promote his new women's magazines, and Bernays glamorized them by placing articles and advertisements that linked products made by others of his clients to famous film stars like Clara Bow, who was also his client. Bernays also began the practice of product placement in movies, and he dressed the stars at the films premieres with clothes and jewelry from other firms he represented.

He was, he claimed, the first person to tell car companies they could sell cars as symbols of male sexuality. He employed psychologists to issue reports that said products were good for you and then pretended they were independent studies. He organized fashion shows in department stores and paid celebrities to repeat the new and essential message, you bought things not just for need but to express your inner sense of yourself to others.

Commercial spot from 1920s featuring Mrs. Stillman, 1920s Celebrity Aviator: There's a psychology of dress, have you ever thought about it? How it can express your character? You all have interesting characters but some of them are all hidden. I wonder why you all want to dress always the same, with the same hats and the same coats. I'm sure all of you are interesting and have wonderful things about you, but looking at you in the street you all look so much the same. And that's why I'm talking to you about the psychology of dress. Try and express yourselves better in your dress. Bring out certain things that you think are hidden. I wonder if you've thought about this angle of your personality.

Clip of man interviewing a woman on the street in the 1920s:
Man: I'd like to ask you some questions. Why do you like short skirts?
Woman: Oh because there's more to see. (crowd laughs)
Man: More to see eh? What good does that do you?
Woman: It makes you more attractive.

In 1927 an American journalist wrote: A change has come over our democracy, it is called consumption-ism. The American citizen's first importance to his country is now no longer that of citizen, but that of consumer.