Oh man. That's a doozy. Well, uh. >We may not conform to a model of perfect economic behavior, but neither are we puppets at the mercy of every Tom, Dick, and

Oh man. That's a doozy. Well, uh. >We may not conform to a model of perfect economic behavior, but neither are we puppets at the mercy of every Tom, Dick, and Harry with a billboard. We aren't that easily manipulated. Yeah. Yeah we are. It looks like the author of this is just some random engineer without a lot of backround in marketing or persuasion psychology. That's a shame because he's clearly interested in it and it's a really cool field. Like the author, I'm not going to cite specific sources in this comment, but anything in it is probably covered in Cialdini's Influence (a fantastic starting point for persuasion psychology) or Gass & Seiter's Persuasion (which is not as easy to read as Influence but is a better textbook). First off, advertisements definitely do work via simple association. Humans use liking as a heuristic for virtually all decisions (we decide in favor of things we like), so increasing liking increases purchases fairly reliably. A warmth appeal like a Coke ad with smiling faces will reliably create an association between Coke and positive emotions just because that's how humans are wired. If you activate two concepts together, you link them. This is just how humans work and is the basis of most of cognitive psychology. Many, many things make sense once you start to see things in terms of co-activation and priming. The author calls this emotional inception, but that's sort of... not a real term, so I'll just call it association, which is the actual term. You do associate Coke with positivity after seeing it often enough. That's the basis on which observational learning works, and observational learning is pretty obviously a thing. If you don't believe me on that you can pretty simply replicate some Banderas experiments with a 6 year old if you happen to have one lying around. The current cognitive model of persuasion closest to the truth (IMHO) is Kruglanski's Unimodel. But it's too complicated to explain here and the older models will work, so I'll use an older model here for the purposes of explanation. Older persuasion models posited that there were two routes to compliance: the central route, through the target's careful, rational consideration of options, and the peripheral route, through cognitively quick decisions made mostly on factors that are heuristic. This is a natural way of viewing things in a System 1/System 2 algorithms vs. heuristics world (for more on this see Kahneman's Thinking Fast and Slow). Humans almost never spend enough time on a decision for it to be considered rational in any way. Humans are wired with a fairly small amount of heuristics and we use those for literally everything. Liking, availability, and conformity are all we can muster in most cases. The author dislikes this, but doesn't offer any reason why it isn't true, and doesn't present any science as to why it isn't true, so... sorry man, but you might just have to accept humans aren't rational. I know it might be difficult to be a libertarian after that, but I'm sure you'll deal. Because of this, virtually all advertising is targeted at the peripheral route. All of the mechanisms the author discusses are peripheral cues: Associational priming to create liking, mere exposure effects, appeals to authority (sorry, saying 4/5 doctors recommend X is not a rational cue to buy X), brand image, resource expenditure (as if people who buy more expensive engagement rings are less likely to cheat -- I'd bet money the opposite is true!), and finally, what the author calls cultural imprinting, but is actually something like a mix of self-image manipuulation. Because of the mechanisms used for observational and social learning, images that don't actually give us food can create these cognitive links that later do cause us to buy products. When you see the Corona add, you notice a few things. The first is probably the attractive person of the gender you're attracted to. The advertisers nicely put two of them there, so you could be anything but asexual and have something to salivate over. You notice the open space and clear skies, and the beach, something you probably have a positive association with already with lots of nice sensory cues. Very last, you'd notice the text, which you have to manually process, and you'd notice that it says "Find your beach", which implies that drinking Corona will make you feel similar to these things. The ad has communicated that Corona will make you attractive, calm, and relaxed, which are all nice things on their own. The ad also does, as the author points out, establish another association on the meta-level, between people who drink Corona and people who have these qualities. This isn't terribly different from any of the other aspects of the ad, though, and it's certainly not a different mechanism. Ultimately it all comes down to making associations. I really hope the author and other interested people get into the actual science behind persuasion. It's a really fun field and it's very rewarding.