Magical Persuasion and Marketing

Miles, Chris

doi:10.4324/9781315618982-9

Cited by 4 publications

(7 citation statements)

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“…Varey (2000: 330), for instance, explains the continuing influence of Shannon’s, Weaver’s and Schramm’s work on marketing. The ‘conduit’ metaphor underwriting it presupposes that we can transmit our preferred thoughts to others via the medium of language (Miles, 2020: 191). This way of approaching marketer-consumer relations has been ‘a tremendously popular way of thinking about communication in marketing’ (Miles, 2020: 55).…”

Section: Rethinking the Sixth Sensementioning

confidence: 99%

“…The ‘conduit’ metaphor underwriting it presupposes that we can transmit our preferred thoughts to others via the medium of language (Miles, 2020: 191). This way of approaching marketer-consumer relations has been ‘a tremendously popular way of thinking about communication in marketing’ (Miles, 2020: 55). For Varey (2000), it remains ‘the main basis of the prevailing orthodoxy’ despite changes in the theorisation of communication outside and within our discipline (Wood, 2006).…”

Section: Rethinking the Sixth Sensementioning

confidence: 99%

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Writing telepathy back into marketing theory

Tadajewski

2022

Marketing Theory

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Adopting a commitment to the principle of heterogeneity, combined with a concern for subjugated and disqualified knowledge, we unravel the debates around telepathy and telementation in marketing theory and practice. We explicate the conditions of possibility for these deliberations, focusing on the Society for Psychical Research (SPR). A close reading of the scholarly outputs published by members of the SPR helps us unpack the theoretical assumptions underwriting telepathy via the concept of the subliminal self. This material forms the foundations for William Walker Atkinson’s ‘practical occultism’. We review Atkinson’s work, making the case that telepathy was central to exerting personal influence. Our account thus diverges markedly from extant histories of influence. Attention is then turned to the jettisoning of telepathic linkages. Changes in discourse reflect ‘epistemological deflation’ in combination with ‘counter-reversal’. Nonetheless, telepathic and telementative assumptions remain central to our understanding of sales and marketing communications. The same can be said of consumer research. Telepathy may also impact our future in a novel, ‘synthetic’ form.

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Section: Rethinking the Sixth Sensementioning

confidence: 99%

Section: Rethinking the Sixth Sensementioning

confidence: 99%

Writing telepathy back into marketing theory

Tadajewski

2022

Marketing Theory

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“…The new rhetoric produced a ‘rhetorical turn’ in organizational studies, strategic, managerial and marketing discourse (Cheney et al, 2004; Ihlen and Heath, 2018; Meisenbach and McMillan, 2006; Miles, 2018). Meisenbach and McMillan (2006: 89) describe an organizational rhetoric perspective as, ‘focusing on messages created within and/or on behalf of organizations that seek to create identifications, solicit cooperation, and/or persuade’ (our emphasis).…”

Section: Organizational Rhetoricmentioning

confidence: 99%

“…It is against this backdrop that this paper draws upon thirty-nine interviews with CSR managers to unpack and examine the rhetorical construction and resolution of the apparent paradoxes of digital technology. We theorize how paradoxes are ‘talked into existence’ building upon the rhetorical turn in organizational studies (Miles, 2018; Heath, 2011; Meisenbach and McMillan, 2006). Although rhetoric has been utilized in CSR scholarship to reveal how CSR managers organize emerging business-society tensions as paradoxical (Hoffmann, 2018; Hoff-Clausen, 2018), studies relating to the digital interface are scant.…”

Section: Introductionmentioning

confidence: 99%

(Un)resolving digital technology paradoxes through the rhetoric of balance

et al. 2020

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The organizational benefits of digital technologies are increasingly contrasted with negative societal consequences. Such tensions are contradictory, persistent and interrelated, suggesting paradoxes. Yet, we lack insight into how such apparent paradoxes are constructed and to what effect. This empirical paper draws upon interviews with thirty-nine responsibility managers to unpack how paradoxes are discursively (re)constructed and resolved as a rhetoric of ‘balance’ that ensures identification with organizational, familial and societal interests. We also reveal how such ‘false balance’ sustains and legitimizes organizational activity by displacing responsibilities onto distant ‘others’ through temporal (futurizing), spatial (externalizing) and level (magnifying / individualizing) rhetorical devices. In revealing the process of paradox construction and resolution as ‘balance’ in the context of digitalization and its unanticipated outcomes, we join conversations into new organizational responsibilities in the digital economy, with implications for theory and practice.

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“…Very similar ideas appear in the literature on Neuro-Linguistic Programming and sales practice. Chris Miles has touched upon these and related ideas in multiple important contributions (e.g., Miles, 2015, 2020).…”

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confidence: 99%

Rethinking ‘marketing as applied economics’

Corcoran

2022

Marketing Theory

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This paper makes three intertwined arguments. Firstly, marketing is not simply an outgrowth of economics. Secondly, it is indebted to metaphysical, psychical and psychological research which provided the conditions of possibility for theorising marketplace interaction in our early history. Thirdly, marketing thinking has been and remains inflected by a position labelled ‘practical idealism’. It is a contrast to the ‘practical realism’ which also subtends our discipline. Adopting a genealogical approach, we explicate the threads of practical idealism weaved across Prentice Mulford, Thomson J. Hudson and A.F. Sheldon’s prominent works. Mulford provides the contours of the intellectual landscape. Hudson extends Mulford’s assumption grounds. Sheldon combines the articulations of Mulford, Hudson and studies in psychical research, outlining the viability of hypnosis and telepathy in sales practice. To distance itself from hypnosis and associations of manipulation, ‘suggestion’ was the epistemological-political replacement promoted by marketing theorists. Discursive transmutation was achieved through epistemological deviation. Epistemological deviation is conceptualised as the dismissal of and disengagement from a theoretical or hypothetical account without the consideration of appropriate evidence. W.D. Scott’s treatment of telepathy is an exemplar of epistemological deviation. It is a complete departure from the tenets of intellectual inquiry. What this means is that the promotion of psychology into marketing was accomplished – in part – by the abdication of critical reflection and not by its extension.

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Magical Persuasion and Marketing

Cited by 4 publications

References 0 publications

Writing telepathy back into marketing theory

Writing telepathy back into marketing theory

(Un)resolving digital technology paradoxes through the rhetoric of balance

Rethinking ‘marketing as applied economics’

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