This gem first appeared in the publication, In Publicity … in 1901! These are choice excerpts, for the full meal deal, here ya go.
“The time is not far away when the advertising writer will find out the inestimable benefits of a knowledge of psychology. The preparation of copy has usually followed the instincts rather than the analytical functions. An advertisement has been written to describe the articles which it was wished to place before the reader; a bit of cleverness, an attractive cut, or some other catchy device has been used, with the hope that the hit or miss ratio could be made as favorable as possible.
But the future must needs be full of better methods than these to make advertising advance with the same rapidity as it has during the latter part of the last century. And this will come through a closer knowledge of the psychological composition of the mind. The so-called ‘students of human nature’ will then be called successful psychologists, and the successful advertisers will be likewise termed psychological advertisers. The mere mention of psychological terms, habit, self, conception, discrimination, association, memory, imagination and perception, reason, emotion, instinct and will, should create a flood of new thought that should appeal to every advanced consumer of advertising space.
One of the great weaknesses of the present day advertising is found in the fact that the writer of the advertisement fails to appeal thus indirectly to the senses. How many advertisers describe a piano so vividly that the reader can hear it? How many food products are so described that the reader can taste the food? How many advertisements describe a perfume so that the reader can smell it? How many describe an undergarment so that the reader can feel the pleasant contact with his body? Many advertisers seem never to have thought of this, and make no attempt at such descriptions.
In advertisements of food products it is surprising to note that many foods are advertised as if they had no taste at all. One would suppose that the food was to be taken by means of a hypodermic injection, and not by the ordinary process of taking the food into the mouth and hence into contact with the organ of taste. The advertisers seem to be at a loss to know what to say about their foods, and so have, in many cases, expressed themselves in such general terms that their advertisements could be applied to any product whatever.
Advertising is an essential factor in modern business methods, and to advertise wisely the business man must understand the workings of the minds of his customers, and must know how to influence them effectively,—he must know how to apply psychology to advertising.”