What Edward Bernays thinks about customer demand

@edward-bernays · 2 positions

Austrian-born American pioneer of public relations (1891 to 1995); author of Propaganda (1928).

Edward Bernays did not write this page.

We collected these quotes from things they published elsewhere, and every quote links to where it was said. They have no account here and have not endorsed this site. Quotes are word for word; the short line under each one is our own restatement, not their wording. Their own site. Is this you? Claim it or ask us to remove it. Or tell us what is wrong here.

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2 dated positions, c. 1928, in their own words. Our reading of what Edward Bernays has said — not written or endorsed by them.

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1. c. 1928

   Our readingA want planted by propaganda comes to the buyer as their own idea.

   Their wordsAnd the man or woman who has a music room, or has arranged a corner of the parlor as a musical corner, will naturally think of buying a piano. It will come to him as his own idea.

   ↗Propaganda (Horace Liveright, 1928)archive.org All 2 from this book

3. c. 1928

   Our readingThe new salesmanship makes the buyer ask the manufacturer to sell, instead of the seller asking the buyer to buy.

   Their wordsUnder the old salesmanship the manufacturer said to the prospective purchaser, “Please buy a piano.” The new salesmanship has reversed the process and caused the prospective purchaser to say to the manufacturer, “Please sell me a piano.”

   ↗Propaganda (Horace Liveright, 1928)archive.org All 2 from this book