“Goods offered as means of gaining social prestige make their appeals to one of the most profound of the human instincts.”

—  Walter Dill Scott

Source: Influencing men in business, 1911, p. 133
Context: Goods offered as means of gaining social prestige make their appeals to one of the most profound of the human instincts. In monarchies this instinct is regarded as a mere tendency to imitate royalty. In America, with no such excuse, the eagerness with which we attempt to secure merchandise used by the "swell and swagger" is absurd, but it makes it possible for the advertiser to secure more responses than might otherwise be possible.. As an illustration of this fact we need but to look at the successful advertisements of clothing, automobiles, etc. The quality of the goods themselves does not seem to be so important as the apparent prestige given by the possession of the goods.

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Walter Dill Scott photo
Walter Dill Scott 12
President of Northwestern university and psychologist 1869–1955

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