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historyanalysisWellcome Collection1950s · USA

Vance Packard's 1957 book exposed advertisers using personality tests to target consumers

the gist

Vance Packard's 1957 book The Hidden Persuaders described how advertisers, whom he called depth men, used psychology to find people's weaknesses and self-images. Earlier, personality tests were developed to sort workers, including Robert Woodworth's 1917 Personal Data Sheet and projective tests such as the Rorschach inkblot test and the Thematic Apperception Test. Packard reported that psychologists at tobacco companies claimed they could predict a person's cigarette brand from a Rorschach result. Other critics, such as William Whyte in The Organization Man (1956), warned that these tests rewarded conformity, and Whyte even published advice on how to cheat them. The Bernreuter Personality Inventory was used by about 2 million people by 1946.

so what

Packard's critique made the idea of hidden persuasion a mainstream worry, and the same logic now operates through big data and targeted feeds. Understanding where it started helps readers judge modern ad targeting.

Wellcome Collection · CC BY 4.0