Autosuggestion: On The Early History of Advertising Psychology

German Historical Institute London Podcast · Aug 14, 2026 · 50m

In 1900, psychologist Harlow Stearns Gale published what is probably the earliest psychological study of advertising. His main interest was the process of convincing potential buyers by attracting their attention, suggesting a need and a product to satisfy it, and making its brand memorable. In this lecture, I will trace the historical background that made it seem necessary to stimulate consumption through new forms of advertising and thus motivated the psychotechnical modelling of consumer behaviour. I argue that to awaken and stabilize needs against the background of mass production and…