Journal articles: 'Advertising Strategic planning. Consumers' preferences' – Grafiati (2024)

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AbstractDespite the widely acknowledged existence in practice, the theoretical literature on persuasive advertising is generally vague about exactly how such advertising could affect consumer preferences, except for the general assumption that persuasive advertising affects consumer willingness to pay or simply “shifts demand.” This paper proposes a theoretical framework for characterizing different ways that persuasive advertising may affect consumer utility in a vertically differentiated marketplace. Firstly, persuasive advertising could simply raise consumers’ reservation price for the product category. Secondly, persuasive advertising could enhance consumers’ perception about the product quality offered by the advertising firm. Thirdly, persuasive advertising could increase consumers’ willingness to pay for quality increment. Preliminary evidences from lab studies are presented to support the existences of the proposed effects. Using a game-theoretic approach, we study two firms’ decision in the adoption of persuasive advertising of a particular effect and the associated price competition. Findings from the theoretical model analyses indicate that factors influencing a firm’s decision in persuasive advertising include consumer heterogeneity, degree of product differentiation, the effectiveness and the cost of such advertising. In a vertically differentiated competitive marketplace, persuasive adverting is a more desirable strategic tool for firms of higher-quality products to further establish a competitive advantage.

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<div><em>The article explores aspects of modern advertising discourse implementation. The patterns of realization of interaction between advertising and consumers are characterized. The basic functionality of advertising as a communication tool is defined. The article describes strengths and weaknesses in the organization of advertising communication and notes positive features and disadvantages of advertising. Advertising is presented as an important component of the marketing communication system. It is emphasized that the efficiency of marketing communications is due to their strategic planning, therefore, marketing communications is a peculiar strategy of communication with the target audience, which involves its comprehensive coverage. It is noted that the traditional dominant means of the marketing communications system is advertising, which can adapt in the context of modern social transformations. It has been determined that advertising, as a form of mass communication, requires certain transformations due to modern trends in the economic market. The shortcomings of advertising include lack of personal contact with the audience, obtrusiveness and addiction that require a certain correction. The article examines the essence of the concept of integrated marketing communications (IMC), which consists in a kind of synthesis of communication means and the possibility of their complementarity, by overcoming the shortcomings of some communication elements by others, which will contribute to the expansion of the range of interaction with consumers. Advertising in the marketing communications system has been interpreted as an important component of a customer engagement strategy. Possible variants of advertising supplementation by other communication means are shown, the advantages of which can offset the disadvantages in advertising communication. It is noted that the complex simultaneous use of marketing communications increases the influence and contributes to increasing the pragmatic effect of such communication. The necessity of strategic planning of communication with consideration of specific communication characteristics of each medium and possibility of interchangeability are emphasized.</em></div><p><strong><em>Key words: </em></strong><em>advertising, advertising discourse, marketing communications, integrated marketing communications, communication.</em></p>

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One of the key tools that are traditionally used in solving media strategizing problems is advertising. The impacts of advertising on the processes taking place in the economy are significant and remarkably diverse, thus raising a big question to the media strategists to systematize and classify both the types of such impacts and the economic theories that study it. This work is devoted to the study of this issue: the most significant approaches to a comprehensive study of advertising at various planning periods (from instant to long-term strategic) are presented. We analyze the informative and persuasive functions of advertisem*nt, compare the influence of its visual and textual forms and discuss key points of cognitive and behavior approaches to understand how advertisem*nt affects the consumers’ demand. We describe basic models of economic equilibrium, which take the advertisem*nt influence on different market structures into account, as well as two-sided models of media markets. It is shown that the less developed field of the economics of advertising is behavior and market influence analysis of the firms whose specialization is creating and distributing media content and advertisem*nt. Due to this, we introduce the way to construct a new class of market models involving three types of economic agents — consumers, media firms and economic goods producers.

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Integrated marketing communications isn't new, but it's gaining momentum as power shifts from the marketer to the consumer and as marketers recognize the power and efficiency of taking a holistic approach to engaging consumers… For too long, marketing functions have been vertically organized by media type. This siloed approach is mirrored on the agency side, with rewards based on discipline-specific P&L models. These silos must be torn down…The client-side strategic integrator must involve and lead a team of colleagues who have the responsibility, vision, understanding and commitment to engage in a media-agnostic planning process. And this team of enlightened marketers must be willing to let strategic goals-not historic patterns- drive budget allocations. –Bob Liodice, Advertising Age, June 9, 2008

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In service to sustainable development, consumers have begun to prefer green products for their special environmental characteristics, and many enterprises are introducing new products to improve their competitiveness, but this tactic may not work if customers are strategic, as they might choose to defer purchasing decisions while prices are high and wait for lower prices in the future. Considering the differences in purchase behavior, we divided customers into two groups—strategic customers and myopic customers. Furthermore, we distinguished three types of strategic customers according to their different preferences to analyze the optimal pricing and greenness strategies in sustainable supply chain in strategic customer scenarios. Our results led to the following conclusions. (1) Strategic customers’ individual preferences can affect optimum equilibrium and that a higher purchase price threshold can stimulate the manufacturer to improve greenness and set a higher price, while a higher greenness purchase threshold and purchase value threshold will force manufacturer to set a lower price. (2) We observed that strategic customers can increase demand and vender profit. As the number of strategic customers increases, selling price and greenness will experience downward trends in a price threshold scenario but upward trends in greenness threshold and value threshold scenarios. (3) A firm can take measures to mitigate the effects of strategic customers by adjusting price and greenness dynamically according to price and greenness sensitivity, which can play a leading role in actively influencing strategic customer behavior.

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Although the short-term effects of marketing efforts that promote immediate consumer responses have been extensively investigated, the long-term impacts of marketing activities have received little attention. Marketing effects can be carried over time as consumers experience an emotional attachment to products and build trust and affection. In addition, a firm’s advertising spending not only improves customer awareness of the firm’s products and services but also serves to promote other company information, such as the firm’s corporate social responsibility (CSR), a long-term strategic commitment to improving the welfare of customers and society. This paper focuses on the long-term effects of marketing investments by examining the relation between advertising expenditures and a firm’s commitment to CSR, finding that firms with a higher advertising expenditure are more likely to have a higher CSR performance. The findings of this study demonstrate that marketing investments are related to a firm’s long-term sustainable activities. Additionally, the finding may indicate that a firm’s CSR initiatives are influenced by the extent to which the firm commits to advertising that promotes customer awareness of the firm’s products and services.

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Modern advertisingof consumer goods is developing at a rapid pace, providing ample opportunity to support for launching thousands of new items into the market. Manufacturers make the signifcant investments in various channels of communication of goods for communication with consumers, so a properly designed advertising strategy and its implementation in business is an indisputable step to achieve success of product’s realization on market. However, there is no unifed approach to the strategic planning of effective advertising support for new product, it remains is open to both academics and practitioners, and needs further development. The paper deals with the general defnitions of scientific concepts: "strategy" and "advertising strategy". The main stages of creating an advertising strategy to achieve the necessary communication effect and to obtain a positive consumer’s response are formed. Given the high level of competition in the consumer market, an analysis of market factors influencing this process is one of the frst stages of developing an advertising strategy. The existing classifcation was analyzed and the modern approach to the distribution of these factors was determined. The second step is choosing the purpose and strategic goals for building an effective advertising strategy. Starting from goals and consumer interests, there are many types of advertising strategies in the advertising market. Was examined the classifcation of advertising strategies and proposed to expand them. Depending on the components of the promotion, it is suggested to divide them into product's and image's. According to this classifcation, was analyzed using of advertising strategies by modern enterprises in 2019. Was determined that a well-formed advertising strategy of the enterprise will allow to expand the target audience when launching a new product on the market. The next important step in developing an advertising strategy is the media planning and budgeting. Was investigated the level of investments into different channels of communication, based on the data of the Ukrainian Advertising Association. Was determined that television is the most effective and expensive media channel. At the same time, the best in the terms of growth of investment relative to previous years is digital channel. Particular should be attentioned the stage of advertising creative making and the choice of the communication platform, which is the largest in period of formation of advertising strategy. The manufacturer needs to investigate and evaluate the buyer's response to the promotional product at all stages of a likely purchase. Was determined that for the correct reading of the idea of advertising, the optimal number of major messages in it should be no more than fve. Has been researched that the effectiveness of the advertising appeal is determined by the observance of psychological neutrality in relation to the whole audience involved in one way or another in the advertising campaign. When the advertising product is ready, advertising can be launched into media space. Choosing effective media channels is tailored to the needs of your target audience. The next step is following an analysis of economic efciency and effectiveness of psychological impact of advertasing strategy. According to the results of this analysis, the stages of developing a new product advertising strategy are adjusted. Key words: advertising strategy, new product, advertising, media planning, budgeting of advertising, digital, media space, effectiveness of advertising.

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The conducted research confirms that confectionary industry is currently one of the most developed constituents in the Ukrainian food industry providing a great number of work places for the related economies. The financial-economic and political crisis in Ukraine and coronavirus pandemic have negatively influenced development of that branch of economy. However, large domestic confectionary producers are oriented on the use of the strategies of growth, search for the directions to intensify their competitive advantages at the market. Nevertheless, argumentation of their strategic decisions should be grounded by the results of the market research, first on consumers’ demands, who nowadays apply new criteria while choosing confectionary goods. The performed analysis of the secondary marketing information proves that production of chocolate and chocolate sweets secures considerable volume of sale for confectionary enterprises in money terms. However, Ukraine has recently experienced a growing demand for chocolate bars. Therefore, producers should actively update the range of products to keep the available and attract new clients. Results of the primary marketing information, collected by using the Google Forms service, confirm that 98% of respondents consume chocolate. Analysis of the results of estimates on the consumers’ attitude to chocolate, produced by the Joint stock company "Lviv Confectionary Plant "Svitoch", identification of their tastes and preferences, mentioned in the questionnaire, provides the information necessary for shaping the strategy of the further broadening of the range of products by that producer. It is determined that the preference is first given to milk chocolate, which is liked by most of the respondents, composite chocolate with nuts or fruit filling, products in a new packaging design, primarily gift wrapping with unusual design and nonstandard shape of chocolate. While planning measures on improvement of marketing activities of the Joint stock company "Lviv Confectionary Plant "Svitoch", the confectionary producer should consider the specificity of different segments of the market, foremost their sex and age. To identify the intended segments of the market of chocolate bars, it is proposed to use the schemes of new products positioning considering the current positions of the products of principal competitors. Segmentation of the market of chocolate bars was done basing on the sex and age of intended consumers. To specify the primary directions for introduction of innovations in the marketing commercial policy of the Joint stock company "Lviv Confectionary Plant "Svitoch", the analytic hierarchy process was used. The performed calculations demonstrate that for the studied enterprise the point is to produce chocolate bars with different taste fillings, milk and dark chocolate, chocolate with nuts of a larger size, and chocolate bars with 75-80% of cacao beans.

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Romania’s organic market increasingly resembles its Western counterparts: a vegetarian diet, disease prevention through consumption of organic food produced according to specific standards, preferring quality over quantity—all relevant factors influencing purchasing behaviour. It is the task of consumerist organisations to educate consumers on the benefits of the above factors, a process influenced by social and cultural trends, experience, lifestyle, motivations and preferences. The market is attractive to domestic producers offering an increasing assortment of organic food types. This paper aims to highlight the most relevant features of the rapidly expanding Romanian organic market from the perspective of organic producers. To this effect, it reviews the literature dealing with the main factors influencing consumer behaviour and attitudes. The qualitative research among producers reveals strategic directions pursued in order to understand and adapt to market characteristics and dynamics. The results allow better understanding of organic consumers’ behaviour in the emerging markets and highlight strategies to increase market success. Healthy lifestyle, desire to protect the environment, product quality and attractive prices are all important factors determining consumption of organic products. Whilst aware of these factors, producers point to the lack of education for developing an organic mentality and identifying organic products, poor distribution of products and lack of financial support across the entire logistics chain.

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The features of the mechanism of heuristic methods application in marketing modeling are investigated in this paper. The essence of methods of economic analysis in advertising is revealed. Approaches to media planning using heuristic methods are analyzed in detail. Step-by-step evaluation matrix and expert preferences matrix for ranking the advertising evaluation criteria are proposed. The use of integrated models for advertising campaigns modeling is substantiated. Mathematical expressions for their application in the integrated models construction and the use of heuristic methods in media planning are presented. The matrix of expert advantages in terms of ranking the advertising evaluating criteria is proposed. The application of «Delphi» method for processing the results of the analysis of iterative opinions convergence is proposed. The results of modeling the options for evaluating the advertising media choice are presented. It is proved that in the market economy the importance of modeling marketing processes is growing and is that firstly it is necessary to test it on laboratory models, and then in the current market conditions to model the processes required for quality activities in the market. During the crisis most of the companies need strategic forecasting of their activities and for this purpose it is advisable to use methods of economic analysis. It is investigated that heuristic methods (methods of activating creativity, non-standard thinking) include the group of methods for generating solutions of problems. It is determined that the methods of heuristic search are diverse and include both methods of activating creativity and their modification and combination. It is proposed to conduct modeling using heuristic methods in several stages. For this purpose, step-by-step model including thirty steps is used. In this paper expert methods for marketing analysis are used, as they are a set of logical and mathematical techniques, as a result of which experts receive the information necessary for making informed rational management decisions. Both methods of non-directional search including methods of brainstorming, expert assessments, associations and analogies, control questions, collective notebook and directional search, including the algorithm for solving inventive problems are used in this investigation. Heuristic methods are used in marketing analysis because they involve the study and formalization of human thinking in solving various problems. It is proposed in this paper to improve the algorithm for choosing the optimal type of advertising, which is carried out in four stages and has clear heuristic basis. It is offered in this algorithm to include the definition of complex priority in the third stage making it possible to estimate qualitatively the selected options of advertising. The complex indicator for each type of advertising is defined as the sum of products of the relative priorities of advertising on the relative priorities of the criteria for their evaluation. The type of advertising receiving the highest priority can be considered as the best one for the company.

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Purpose It has been verified that companies are using crowdsourcing to carry out tasks related with the market, concentrating on three main areas: product development, advertising and promotion and market research. This study aims to carry out qualitative research using the case study method. The analysis unit that will be used will be marketing activities based on crowdsourcing. Finally, the study subjects used to understand the phenomenon are Coca Cola, PepsiCo, Netflix and Amazon. Design/methodology/approach For this study, the decision was made to use the case study method due to its qualitative character. Thus, the analysis unit of the study is composed of the activities of the company investigated related to the activities of the marketing information system. For this study, a unique case study was used. The object companies were Coca Cola, PepsiCo, Netflix and Amazon. Findings A significant number of advantages are therefore perceived for companies that adopt mass collaboration practices in the research and development of products. The strategic importance of this concept for companies that launch themselves into these surprising endeavors is ever more clear and consolidated in their planning. It is up to those sectors that are responsible for communication to think of strategies that incorporate the collaborative work of consumers into their actions. Research limitations/implications The study presents some limitations that give rise to the opportunity to embark on future studies. As it is an exploratory study, there was no validation of causality between variables, which may diminish the empirical value of the findings. In this context, the sample is small and non-probabilistic, which on one hand made applying the interviews in the field study viable, but on the other does not enable the results to be generalized. Practical implications The transfer of power to crowds of consumers has led to a reduction in costs. This combination of innovative and cost reduction constitutes value innovation, a basic factor for customer retention, standing apart from the competition and obtaining appreciable results, thus reducing mortality. Social implications A collaborative action is an integrated marketing and communication action. In the same way, using bloggers to evaluate products today is a basic form of research and development, networking and communication with consumers, who become co-creators of products and services, as well as interlocutors with those responsible for corporate communication. Originality/value A significant number of advantages are therefore perceived for companies that adopt mass collaboration practices in the research and development of products. The strategic importance of this concept for companies that launch themselves into these surprising endeavors is even more clear and consolidated in their planning. It is up to those sectors that are responsible for communication to think of strategies that incorporate the collaborative work of consumers into their actions.

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Abstract Marketing segmentation is one of the key strategic elements in marketing planning that helps identifying key consumer groups and their characteristics and enables the adaptation of marketing strategies to different target consumers. The aim of this paper is paper aims to segment classic theatre audiences based on their attendance frequency and identify major socio-demographic characteristics of each segment. A self-completion questionnaire was developed upon analysis of previous studies and was distributed to the population in an area of about 50 km around Osijek. The research was conducted on a convenient sample, using an in-person method in two different intervals: in the first interval, research was conducted on young respondents (18-34), and in the second interval, research was conducted on adult respondents (age 35+). Altogether 1315 participants took part in the research. Statistical techniques of univariate analysis (frequency distribution and central tendency measures), ANOVA, and two-step cluster analysis were used. The results of the study have identified six classic theatre segments: young theatre friends, young theatre acquaintances, young theatre strangers, adult theatre friends, adult theatre acquaintances, adult theatre strangers. Each segment is described in detail by their geographic (distance from the venue), demographic (age, income, marital status, education, employment) and psychographic characteristics (social activities, free time spending, and informing gathering about classic theatre offer) characteristics. The research results emphasized the differences in classic theatre audiences, which calls for continuous market segmentation in order to ensure timely recognition of consumer trends and changes in preferences. This would enable theatre management to adapt and implement adequate marketing initiatives and strategies.

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- Competitive determinants of winegrowers in Apulia In recent years, Apulian wine sector has begun a process of renewal that is allowing a coming out of potential originality and distinctiveness of Apulian wines, so that for some enterprises, it is turning out remarkable competitive advantages. Some winegrowers have improved their marketing strategies quickly adapting to the new competitive scenario characterized by: the Common Agricultural Policy review, increasing of international trade liberalization, declining in wine consumption in traditional countries producers, changing in consumers preferences and, finally, adoption of aggressive strategies by the so-called "new countries producers". The aim of this work is to identify the main competitive determinants for Apulian winegrowers belonging to the so-called strategic group leader. To such purpose, an econometric model has been built and estimated. More precisely, a qualitative response model (Logit) has been used to determine the probability of high competitive performance, given several explanatory variables. Such variables concern both structural characteristics of enterprises and marketing strategies which include the set of management and planning activities, promotion and distribution. Data for estimating the model have been collected by interviews, carried out using questionnaires, to a sample of Apulian winegrowers. This study, therefore, might be useful to a better understanding of determinants that affect competitive performances of Apulian leader winegrowers. In particular, the results obtained have allowed to outline an identikit of the Apulian winegrower which has high probability of competitive success. Such enterprise has a medium or large size; it is a company or an individual firm; its core business is represented by wines with origin denomination or geographic indication; it invests in communication/promotion activities more money than the average of its regional competitors and, it directly interacts with the main chains of food distribution in order to increase its own sales on foreign markets.Keywords: apulia, supply chain, competitiveness, logit, strategiesJEL Code: Q13

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The brand began, quite literally, as a method for ranchers to identify their cattle. By burning a distinct symbol into the hide of a baby calf, the owner could insure that if it one day wandered off his property or was stolen by a competitor, he’d be able to point to that logo and claim the animal as his rightful property. When the manufacturers of products adopted the brand as a way of guaranteeing the quality of their goods, its function remained pretty much the same. Buying a package of oats with the Quaker label meant the customer could trace back these otherwise generic oats to their source. If there was a problem, he knew where he could turn. More important, if the oats were of satisfactory or superior quality, he knew where he could get them again. Trademarking a brand meant that no one else could call his oats Quaker. Advertising in this innocent age simply meant publicizing the existence of one’s brand. The sole objective was to increase consumers awareness of the product or company that made it. Those who even thought to employ specialists for the exclusive purpose of writing ad copy hired newspaper reporters and travelling salesmen, who knew how to explain the attributes of an item in words that people tended to remember. It wasn’t until 1922 that a preacher and travelling “medicine show” salesman-turned-copywriter named Claude Hopkins decided that advertising should be systematized into a science. His short but groundbreaking book Scientific Advertising proposed that the advertisem*nt is merely a printed extension of the salesman¹s pitch and should follow the same rules. Hopkins believed in using hard descriptions over hype, and text over image: “The more you tell, the more you sell” and “White space is wasted space” were his mantras. Hopkins believed that any illustrations used in an ad should be directly relevant to the product itself, not just a loose or emotional association. He insisted on avoiding “frivolity” at all costs, arguing that “no one ever bought from a clown.” Although some images did appear in advertisem*nts and on packaging as early as the 1800s - the Quaker Oats man showed up in 1877 - these weren¹t consciously crafted to induce psychological states in customers. They were meant just to help people remember one brand over another. How better to recall the brand Quaker than to see a picture of one? It wasn’t until the 1930s, 1940s, and 1950s, as Americans turned toward movies and television and away from newspapers and radio, that advertisers’ focus shifted away from describing their brands and to creating images for them. During these decades, Midwestern adman Leo Burnett concocted what is often called the Chicago school of advertising, in which lovable characters are used to represent products. Green Giant, which was originally just the Minnesota Valley Canning Company’s code name for an experimental pea, became the Jolly Green Giant in young Burnett’s world of animated characters. He understood that the figure would make a perfect and enticing brand image for an otherwise boring product and could also serve as a mnemonic device for consumers. As he watched his character grow in popularity, Burnett discovered that the mythical figure of a green giant had resonance in many different cultures around the world. It became a kind of archetype and managed to penetrate the psyche in more ways than one. Burnett was responsible for dozens of character-based brand images, including Tony the Tiger, Charlie the Tuna, Morris the Cat, and the Marlboro Man. In each case, the character creates a sense of drama, which engages the audience in the pitch. This was Burnett’s great insight. He still wanted to sell a product based on its attributes, but he knew he had to draw in his audience using characters. Brand images were also based on places, like Hidden Valley Ranch salad dressing, or on recognizable situations, such as the significant childhood memories labelled “Kodak moments” or a mother nurturing her son on a cold day, a defining image for Campbell’s soup. In all these cases, however, the moment, location, or character went only so far as to draw the audience into the ad, after which they would be subjected to a standard pitch: ‘Soup is good food’, or ‘Sorry, Charlie, only the best tuna get to be Starkist’. Burnett saw himself as a homespun Midwesterner who was contributing to American folklore while speaking in the plain language of the people. He took pride in the fact that his ads used words like “ain’t”; not because they had some calculated psychological effect on the audience, but because they communicated in a natural, plainspoken style. As these methods found their way to Madison Avenue and came to be practiced much more self-consciously, Burnett¹s love for American values and his focus on brand attributes were left behind. Branding became much more ethereal and image-based, and ads only occasionally nodded to a product’s attributes. In the 1960s, advertising gurus like David Ogilvy came up with rules about television advertising that would have made Claude Hopkins shudder. “Food in motion” dictated that food should always be shot by a moving camera. “Open with fire” meant that ads should start in a very exciting and captivating way. Ogilvy told his creatives to use supers - text superimposed on the screen to emphasize important phrases and taglines. All these techniques were devised to promote brand image, not the product. Ogilvy didn’t believe consumers could distinguish between products were it not for their images. In Ogilvy on Advertising, he explains that most people cannot tell the difference between their own “favourite” whiskey and the closest two competitors’: ‘Have they tried all three and compared the taste? Don¹t make me laugh. The reality is that these three brands have different images which appeal to different kinds of people. It isn¹t the whiskey they choose, it’s the image. The brand image is ninety percent of what the distiller has to sell.’ (Ogilvy, 1993). Thus, we learned to “trust our car to the man who wears the star” not because Texaco had better gasoline than Shell, but because the company’s advertisers had created a better brand image. While Burnett and his disciples were building brand myths, another school of advertisers was busy learning about its audience. Back in the 1920s, Raymond Rubicam, who eventually founded the agency Young and Rubicam, thought it might be interesting to hire a pollster named Dr. Gallup from Northwestern University to see what could be gleaned about consumers from a little market research. The advertising industry’s version of cultural anthropology, or demographics, was born. Like the public-relations experts who study their target populations in order to manipulate them later, marketers began conducting polls, market surveys, and focus groups on the segments of the population they hoped to influence. And to draw clear, clean lines between demographic groups, researchers must almost always base distinctions on four factors: race, age, sex, and wages. Demographic research is reductionist by design. I once consulted to an FM radio station whose station manager wanted to know, “Who is our listener?” Asking such a question reduces an entire listenership down to one fictional person. It’s possible that no single individual will ever match the “customer profile” meant to apply to all customers, which is why so much targeted marketing often borders on classist, racist, and sexist pandering. Billboards for most menthol cigarettes, for example, picture African-Americans because, according to demographic research, black people prefer them to regular cigarettes. Microsoft chose Rolling Stones songs to launch Windows 95, a product targeted at wealthy baby boomers. “The Women’s Global Challenge” was an advertising-industry-created Olympics for women, with no purpose other than to market to active females. By the 1970s, the two strands of advertising theory - demographic research and brand image - were combined to develop campaigns that work on both levels. To this day, we know to associate Volvos with safety, Dr. Pepper with individuality, and Harley-Davidson with American heritage. Each of these brand images is crafted to appeal to the target consumer’s underlying psychological needs: Volvo ads are aimed at upper-middle-class white parents who fear for their children’s health and security, Dr. Pepper is directed to young nonconformists, and the Harley-Davidson image supports its riders’ self-perception as renegades. Today’s modern (or perhaps postmodern) brands don’t invent a corporate image on their own; they appropriate one from the media itself, such as MetLife did with Snoopy, Butterfinger did with Bart Simpson, or Kmart did by hiring Penny Marshall and Rosie O’Donnell. These mascots were selected because their perceived characteristics match the values of their target consumers - not the products themselves. In the language of today’s marketers, brand images do not reflect on products but on advertisers’ perceptions of their audiences’ psychology. This focus on audience composition and values has become the standard operating procedure in all of broadcasting. When Fox TV executives learned that their animated series “King of the Hill”, about a Texan propane distributor, was not faring well with certain demographics, for example, they took a targeted approach to their character’s rehabilitation. The Brandweek piece on Fox’s ethnic campaign uncomfortably dances around the issue. Hank Hill is the proverbial everyman, and Fox wants viewers to get comfortable with him; especially viewers in New York, where “King of the Hill”’s homespun humor hasn’t quite caught on with the young urbanites. So far this season, the show has pulled in a 10.1 rating/15 share in households nationally, while garnering a 7.9 rating/12 share in New York (Brandweek, 1997) As far as Fox was concerned, while regular people could identify with the network’s new “everyman” character, New Yorkers weren’t buying his middle-American patter. The television show’s ratings proved what TV executives had known all along: that New York City’s Jewish demographic doesn’t see itself as part of the rest of America. Fox’s strategy for “humanizing” the character to those irascible urbanites was to target the group’s ethnographic self-image. Fox put ads for the show on the panels of sidewalk coffee wagons throughout Manhattan, with the tagline “Have a bagel with Hank”. In an appeal to the target market’s well-developed (and well-researched) cynicism, Hank himself is shown saying, “May I suggest you have that with a schmear”. The disarmingly ethnic humor here is meant to underscore the absurdity of a Texas propane salesman using a Jewish insider’s word like “schmear.” In another Upper West Side billboard, Hank’s son appeals to the passing traffic: “Hey yo! Somebody toss me up a knish!” As far as the New York demographic is concerned, these jokes transform the characters from potentially threatening Southern rednecks into loveable hicks bending over backward to appeal to Jewish sensibilities, and doing so with a comic and, most important, nonthreatening inadequacy. Today, the most intensely targeted demographic is the baby - the future consumer. Before an average American child is twenty months old, he can recognize the McDonald’s logo and many other branded icons. Nearly everything a toddler encounters - from Band-Aids to underpants - features the trademarked characters of Disney or other marketing empires. Although this target market may not be in a position to exercise its preferences for many years, it pays for marketers to imprint their brands early. General Motors bought a two-page ad in Sports Illustrated for Kids for its Chevy Venture minivan. Their brand manager rationalized that the eight-to-fourteen-year-old demographic consists of “back-seat consumers” (Leonhardt, 1997). The real intention of target marketing to children and babies, however, goes deeper. The fresh neurons of young brains are valuable mental real estate to admen. By seeding their products and images early, the marketers can do more than just develop brand recognition; they can literally cultivate a demographic’s sensibilities as they are formed. A nine-year-old child who can recognize the Budweiser frogs and recite their slogan (Bud-weis-er) is more likely to start drinking beer than one who can remember only Tony the Tiger yelling, “They¹re great!” (Currently, more children recognize the frogs than Tony.) This indicates a long-term coercive strategy. The abstraction of brand images from the products they represent, combined with an increasing assault on our demographically targeted psychological profiles, led to some justifiable consumer paranoia by the 1970s. Advertising was working on us in ways we couldn’t fully understand, and people began to look for an explanation. In 1973, Wilson Bryan Key, a communications researcher, wrote the first of four books about “subliminal advertising,” in which he accused advertisers of hiding sexual imagery in ice cubes, and psychoactive words like “sex” onto the airbrushed surfaces of fashion photographs. Having worked on many advertising campaigns from start to finish, in close proximity to everyone from copywriters and art directors to printers, I can comfortably put to rest any rumours that major advertising agencies are engaging in subliminal campaigns. How do images that could be interpreted as “sexual” show up in ice cubes or elbows? The final photographs chosen for ads are selected by committee out of hundreds that are actually shot. After hours or days of consideration, the group eventually feels drawn to one or two photos out of the batch. Not surprising, these photos tend to have more evocative compositions and details, but no penises, breasts, or skulls are ever superimposed onto the images. In fact, the man who claims to have developed subliminal persuasion, James Vicary, admitted to Advertising Age in 1984 that he had fabricated his evidence that the technique worked in order to drum up business for his failing research company. But this confession has not assuaged Key and others who relentlessly, perhaps obsessively, continue to pursue those they feel are planting secret visual messages in advertisem*nts. To be fair to Key, advertisers have left themselves open to suspicion by relegating their work to the abstract world of the image and then targeting consumer psychology so deliberately. According to research by the Roper Organization in 1992, fifty-seven percent of American consumers still believe that subliminal advertising is practiced on a regular basis, and only one in twelve think it “almost never” happens. To protect themselves from the techniques they believe are being used against them, the advertising audience has adopted a stance of cynical suspicion. To combat our increasing awareness and suspicion of demographic targeting, marketers have developed a more camouflaged form of categorization based on psychological profiles instead of race and age. Jim Schroer, the executive director of new marketing strategy at Ford explains his abandonment of broad-demographic targeting: ‘It’s smarter to think about emotions and attitudes, which all go under the term: psychographics - those things that can transcend demographic groups.’ (Schroer, 1997) Instead, he now appeals to what he calls “consumers’ images of themselves.” Unlike broad demographics, the psychographic is developed using more narrowly structured qualitative-analysis techniques, like focus groups, in-depth interviews, and even home surveillance. Marketing analysts observe the behaviors of volunteer subjects, ask questions, and try to draw causal links between feelings, self-image, and purchases. A company called Strategic Directions Group provides just such analysis of the human psyche. In their study of the car-buying habits of the forty-plus baby boomers and their elders, they sought to define the main psychological predilections that human beings in this age group have regarding car purchases. Although they began with a demographic subset of the overall population, their analysis led them to segment the group into psychographic types. For example, members of one psychographic segment, called the ³Reliables,² think of driving as a way to get from point A to point B. The “Everyday People” campaign for Toyota is aimed at this group and features people depending on their reliable and efficient little Toyotas. A convertible Saab, on the other hand, appeals to the ³Stylish Fun² category, who like trendy and fun-to-drive imports. One of the company’s commercials shows a woman at a boring party fantasizing herself into an oil painting, where she drives along the canvas in a sporty yellow Saab. Psychographic targeting is more effective than demographic targeting because it reaches for an individual customer more directly - like a fly fisherman who sets bait and jiggles his rod in a prescribed pattern for a particular kind of fish. It’s as if a marketing campaign has singled you out and recognizes your core values and aspirations, without having lumped you into a racial or economic stereotype. It amounts to a game of cat-and-mouse between advertisers and their target psychographic groups. The more effort we expend to escape categorization, the more ruthlessly the marketers pursue us. In some cases, in fact, our psychographic profiles are based more on the extent to which we try to avoid marketers than on our fundamental goals or values. The so-called “Generation X” adopted the anti-chic aesthetic of thrift-store grunge in an effort to find a style that could not be so easily identified and exploited. Grunge was so self-consciously lowbrow and nonaspirational that it seemed, at first, impervious to the hype and glamour normally applied swiftly to any emerging trend. But sure enough, grunge anthems found their way onto the soundtracks of television commercials, and Dodge Neons were hawked by kids in flannel shirts saying “Whatever.” The members of Generation X are putting up a good fight. Having already developed an awareness of how marketers attempt to target their hearts and wallets, they use their insight into programming to resist these attacks. Unlike the adult marketers pursuing them, young people have grown up immersed in the language of advertising and public relations. They speak it like natives. As a result, they are more than aware when a commercial or billboard is targeting them. In conscious defiance of demographic-based pandering, they adopt a stance of self-protective irony‹distancing themselves from the emotional ploys of the advertisers. Lorraine Ketch, the director of planning in charge of Levi¹s trendy Silvertab line, explained, “This audience hates marketing that’s in your face. It eyeballs it a mile away, chews it up and spits it out” (On Advertising, 1998). Chiat/Day, one of the world’s best-known and experimental advertising agencies, found the answer to the crisis was simply to break up the Gen-X demographic into separate “tribes” or subdemographics - and include subtle visual references to each one of them in the ads they produce for the brand. According to Levi’s director of consumer marketing, the campaign meant to communicate, “We really understand them, but we are not trying too hard” (On Advertising, 1998). Probably unintentionally, Ms. Ketch has revealed the new, even more highly abstract plane on which advertising is now being communicated. Instead of creating and marketing a brand image, advertisers are creating marketing campaigns about the advertising itself. Silvertab’s target market is supposed to feel good about being understood, but even better about understanding the way they are being marketed to. The “drama” invented by Leo Burnett and refined by David Ogilvy and others has become a play within a play. The scene itself has shifted. The dramatic action no longer occurs between the audience and the product, the brand, or the brand image, but between the audience and the brand marketers. As audiences gain even more control over the media in which these interactive stories unfold, advertising evolves ever closer to a theatre of the absurd. excerpted from Coercion: Why We Listen to What "They" Say)? Works Cited Ogilvy, David. Ogilvy on Advertising. New York: Vintage, 1983. Brandweek Staff, "Number Crunching, Hollywood Style," Brandweek. October 6, 1997. Leonhardt, David, and Kathleen Kerwin, "Hey Kid, Buy This!" Business Week. June 30, 1997 Schroer, Jim. Quoted in "Why We Kick Tires," by Carol Morgan and Doron Levy. Brandweek. Sept 29, 1997. "On Advertising," The New York Times. August 14, 1998 Citation reference for this article Substitute your date of access for Dn Month Year etc... MLA Style Rushkoff, Douglas. "Coercion " M/C: A Journal of Media and Culture< http://www.media-culture.org.au/0306/06-coercion.php>. APA Style Rushkoff, D. (2003, Jun 19). Coercion . M/C: A Journal of Media and Culture, 6,< http://www.media-culture.org.au/0306/06-coercion.php>

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Consumption is expenses towards household goods and services such as clothing, food, entertainment, health services. Malaysian consumption trend consumers have been changing since 2005 as reported by consumer price index (CPI), per capita income and inflation rate due to inflation rate hikes at the end of 2016 and early 2017. This study examines the factors contributing to the consumption model of Malaysian consumers in rural and urban areas. Eight antecedents of Malaysian consumption pattern, consumer lifestyle, consumer value, consumer motive, consumer preference, and marketing mix of price, product, place, and advertising were measured using 7-point Likert scales. 1400 were questionnaires distributed to households, 851 were returned representing 61 percent response rate. The findings indicate support for validity of measurement models of all variables utilized for both model rural and urban. Structural Equation Modelling (SEM) of SMARTPLS 2.0 technique found that advertising is not a predictor for consumer motive for rural and urban. Apart from that, price hikes have been discussed. On the other hand, the rural model postulates better R2 than the other model. The finding implies that Malaysian government needs to conduct a continuous campaign to consumers regarding GST implementation and its consequences to them. Finally, the instability of the economy changed the consumption pattern throughout their lifestyle, value, motive and preferences.

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PurposeDecision-making is always an issue that managers have to deal with. Keenly observing to different preferences of the targets provides useful information for decision-makers who do not require too much information to make decisions. The main purpose is to avoid decision-makers in a dilemma because of too much or opaque information. Based on problem-oriented, this research aims to help decision-makers to develop a macro-vision strategy that fits the needs of different clusters of customers in terms of their favorite restaurants. This research also focuses on providing the rules to rank data sets for decision-makers to make choices for their favorite restaurant.Design/methodology/approachWhen the decision-makers need to rethink a new strategic planning, they have to think about whether they want to retain or rebuild their relationship with the old consumers or continue to care for new customers. Furthermore, many of the lecturers show that the relative concept will be more effective than the absolute one. Therefore, based on rough set theory, this research proposes an algorithm of related concepts and sends questionnaires to verify the efficiency of the algorithm.FindingsBy feeding the relative order of calculating the ranking rules, we find that it will be more efficient to deal with the faced problems.Originality/valueThe algorithm proposed in this research is applied to the ranking data of food. This research proves that the algorithm is practical and has the potential to reveal important patterns in the data set.

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This paper presents an analysis of the perceptions of public spaces by megalopolis’ residents. The research aim was to reveal the degree and criteria of urban public spaces’ attractiveness (shopping and entertainment centers and park zones), as well as to identify demographic and socio-economic determinants of residents’ preferences. Based on the results of a survey of Yekaterinburg residents (N=3570), the authors draw up the attractiveness rating of the objects on the city map where the positions are justified in terms of basic characteristics of focal public spaces (accessibility, multifunctionality, "service" equipment, etc.) and propose a typology of public spaces’ consumers according to a variety of objects needed for multiple public activities. The authors reveal explicit disparities in the practices of public spaces’ use. Choices of shopping and entertainment centers depend on respondent’s age and wealth status. Choices of recreation facilities depend on respondent’s occupation, education level, wealth status, whether respondents have pre-school or school-age children. The more active users of one type of urban public spaces tend to use the other one more frequently. The practical significance of the obtained results is connected with the possibility to use them for the improvement of certain objects and for municipal strategic planning and development in general. Acknowledgment. The study was part of the research project “Formation of the concept of prospective development of community areas of the municipal settlement “the city of Yekaterinburg” until 2035 (municipal contract № 15/2016-2 dated November 17th, 2016). The work was supported by the regulation no. 211 of the Government of the Russian Federation, contract no. 02.A03.21.0006.

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IntroductionWe are increasingly being told to make ethical food choices, often by high-profile chefs advocating what they view as ethical consumption habits. Some actively promote vegetarian or vegan diets, with a growing number of high-profile restaurants featuring only or mainly plant-based meals. However, what makes food or restaurant menus ethical is not assessed by most of us using one standardised definition. Our food values differ based on our outlooks, past experiences, and perhaps most importantly, how we balance various trade-offs inherent in making food choices under different circ*mstances and in diverse contexts.Restaurants can face difficulties when trying to balance ethical considerations. For instance, is it inconsistent to promote foraging, seasonality, local products, and plant-based eating, yet also serve meat and other animal-derived protein products on the same menu? For example, Danish chef Rene Redzepi, co-owner of the Michelin-starred restaurant Noma in Copenhagen who recently had an extended stay in Australia (Redzepi), recently offered a purely vegetarian menu featuring foraged native ingredients. However, Redzepi followed this with a meat-based menu including teal, moose leg, reindeer tongue, and wild duck brain. These changes make clear that although Redzepi was still conflicted about serving animal products (Ankeny and Bray), he thinks that options for ethical eating are not limited to plants and that it is important to utilise available, and especially neglected, resources in novel ways.In this article, we argue that celebrity and other high-profile chefs have roles to play in conversations about the emerging range of new meat consumption norms, which might include humanely produced meat, wild meat, or other considerations. However, we contend that restaurants and popular media may be limited spaces in which to engage consumers in these conversations. Ultimately, celebrity and high-profile chefs can help us not only to reflect on our eating habits, but also to engage us in ways that help us to ask the right questions rather than encouraging reliance on set answers from them or other supposed experts.Chefs and New Meat NormsChefs are now key voices in the politics of lifestyle, shaping both the grammars and the practices of ethical consumption, which is further reinforced by the increasing mediatisation of food and food politics (Phillipov, Media). Contemporary trends toward ethical consumption have been much critiqued; nevertheless, ethical consumption has become a dominant means through which individuals within contemporary marketised, neoliberal economies are able to invest lifestyle choices with ethical, social, and civic meanings (Barnett et al.; Lewis and Potter). While vegetarianism was once considered a central pillar of ethical diets, the rise of individualized and diverse approaches to food and food politics has seen meat (at least in its “ethical” form) not only remain firmly on the menu, but also become a powerful symbol of “good” politics, taste, and desirable lifestyles (Pilgrim 112).Chefs’ involvement in promoting ethical meat initially began within restaurants catering for an elite foodie clientele. The details provided about meat producers and production methods on the menu of Alice Waters’ Californian restaurant Chez Panisse and her cookbooks (Waters), or the focus by Fergus Henderson on “nose to tail” eating at his London restaurant St. John (Henderson) has led many to cite them as among the originators of the ethical meat movement. But the increasing mediatisation of food and the emergence of chefs as celebrity brands with their own TV shows, cookbooks, YouTube channels, websites, sponsorship deals, and myriad other media appearances has allowed ethical meat to move out of elite restaurants and into more quotidian domestic spaces. High profile UK and US exposés including “campaigning culinary documentaries” fronted by celebrity chefs (Bell, Hollows, and Jones 179), along with the work of popular food writers such as Michael Pollan, have been instrumental in the mainstreaming of diverse new meat norms.The horrifying depictions of intensive chicken, beef, and pork farming in these exposés have contributed to greater public awareness of, and concern about, industrialised meat production. However, the poor welfare conditions of animals raised in battery cages and concentrated animal feeding operations often are presented not as motivations to eschew meat entirely, but instead as reasons to opt for more ethical alternatives. For instance, Hugh’s Chicken Run, Hugh Fearnley-Whittingstall’s 2008 television campaign for chicken welfare, resulted in making more free-range products available in British supermarkets (Johnston). More recently, there have been significant expansions in markets for variously defined categories such as grass-fed, free-range, organic, welfare-certified, humane, and/or environmentally friendly meat products in Australia and elsewhere, thanks in part to increased media attention to animal welfare issues (Arcari 169).As media has emerged as a “fundamental component of contemporary foodscapes, how they ‘perform’ and function, and the socio-material means by which they are produced” (Johnston and Goodman 205), ethical meat has increasingly been employed as a strategic resource in mainstream media and marketing. Ethical meat, for example, has been a key pillar in the contemporary rebranding of both of Australia’s major supermarkets (Lewis and Huber 289). Through partnerships that draw upon the “ethical capital” (290) of celebrity chefs including Jamie Oliver and Curtis Stone, and collaborations with animal welfare organisations such as the RSPCA, ethical meat has become central to supermarket advertising campaigns in recent years. Such campaigns have been especially successful for Coles supermarkets, which controls almost 30% of Australia’s highly concentrated grocery market (Roy Morgan). The retailer’s long-term sponsorship of MasterChef Australia (Network 10, 2009–)—a show that presents meat (or, as they term it, “protein”) as an essential component of most dishes and which regularly rates in the top 10 of Australian television programs (OzTAM)—further helps to emphasise that the solution to ethical problems is not to avoid meat, but to choose (Coles’) “better” meat (see fig. 1). This is promoted on the basis of a combination of ethics, price, and taste, and, remarkably, is able to deliver “better welfare at no extra cost to you” (Parker, Carey, and Scrinis 209). In short, chefs are making major contributions to awareness of ethical norms relating to meat consumption in a variety of settings. Figure 1: An example of a current meat product on the shelf at a major Australian retailer with packaging that makes a range of claims relating to production practices and quality, among other attributes. (Emily Buddle)“The Good Life”Lifestyle media has been a key site through which meat eating is normalised and recuperated into “ethical” frameworks (Arcari 169). Utopian visions of small-scale animal agriculture are a key feature of popular texts from the River Cottage Australia (Foxtel Networks, 2013–) series to Gourmet Farmer (SBS, 2010–) and Paddock to Plate (Foxtel Networks, 2013–). These programs are typically set in bucolic rural surrounds and centre on the host’s “escape” from the city to a more fulfilling, happier existence in the country (Phillipov, “Escaping”). Rural self-sufficiency is frequently framed as the solution to urban consumers’ alienation from the sources of their food, and a means of taking responsibility for the food they eat. The opening credits of Gourmet Farmer, for instance, outline host Matthew Evans’s quest to “know and trust what [he] eat[s]”, either by growing the food himself or being “no more than one degree of separation from the person who does”.This sense of connection to one’s food is central to how these programs make meat consumption ethical. Indeed, the production of animals for food reinforces particular notions of “the good life” in which the happiness of the animal is closely aligned with the happiness of its human producer. While texts sometimes show food animals’ full lifecycle from birth to slaughter, lifestyle media focuses mainly on their happy existence while still alive. Evans gives his pigs names that foreground their destiny as food (e.g., Prosciutto and Cassoulet), but he also pampers them as though they are pets, feeding them cherries and apples, and scratching them behind the ears much like he would his dog. These bucolic televisual images serve to anchor the programs’ many “spin-off” media texts, including blog posts, cookbooks (e.g. Evans), and endorsem*nts, that instruct urban audiences who do not have the luxury of raising their own meat on how to source ethical alternatives. They also emphasise the deliciousness of meat raised and killed in humane, “natural” conditions, as opposed to those subjected to more intensive, industrialised production systems.Some argue that the notion of “ethical meat” merely masks the realities of humans’ domination over animals (Arcari). However the transition from “happy animals” to “happy meat” (Pilgrim 123) has been key to lifestyle media’s recuperation of (certain kinds of) meat production as a “humane, benevolent and wholly ‘natural’ process” (Parry 381), which helps to morally absolve the chefs who promote it, and by extension, their audiences.The Good DeathMeat consumption has been theorised to be based on the invisibility of the lives and deaths of animals—what has been termed the “absent referent” by feminist philosopher Carol J. Adams (14; see also Fiddes). This line of argument holds that slaughter and other practices that may raise moral concerns are actively hidden from view, and that animals are “made absent” within food consumption practices (Evans and Miele 298). Few meat consumers, at least those in Western countries, have seen animal slaughter first hand, and a disconnect between meat and animal is actively maintained through current retail practices (such as pre-packaged meat with few identifying cues), as well as in our language use, at least in English where most of the names of the meat are different to those of the animal (Plous; Croney) and where euphemisms such as “harvesting” abound (Abrams, Zimbres, and Carr). In many locales, including Australia, there is squeamishness about talking about slaughter and the processes by which “animal” becomes “meat” which in turn prevents open discussion about the origins of meat (Bray et al., “Conversation”).Campaigning culinary documentaries by chefs, including Matthew Evans’s recent For the Love of Meat (SBS, 2016), aim to reconnect animal and meat in order to critique modern meat production methods. In addition, Gourmet Farmer and River Cottage Australia both feature depictions of hunting (skinning and butchering of the animals is shown but viewers are rarely exposed to the kill itself) and emphasise the use of highly skilled hunters in order to bring about a quick death. By highlighting not only a good life but also what constitutes a “good death”, celebrity chefs and others are arguably generating discussion about what makes meat ethical by emphasizing that the quality of death is as important as the quality of life. In many of these programs, the emphasis is on more boutique or small-scale production systems which typically produce meat products that are higher priced and more difficult to source.Given that such products are likely out of reach for many potential consumers because of price point, convenience, or both, perhaps unsurprisingly the emphasis in many of these programs is on the consumer rather than the consumed. Hence these programs tend to be more about constructing an “ethical meat consumer”, defined implicitly as someone who acknowledges the meat/animal connection through conscious exposure to the realities of animal slaughter (for example, by watching a documentary), by “meeting your meat” such as in the BBC series Kill It, Cook It, Eat It (BBC, 2007; Evans and Miele), or by actively participating in the slaughter process as Evans did with his own chickens on Gourmet Farmer. As anthropologist Catie Gressier notes in her study of wild meat consumers in Australia, “hunting meat is seen as more noble than purchasing it, while wild meat is seen as preferable to farmed” (Gressier 58). Gressier also describes how one of her participants viewed hunting (and eating locally) as preferable to veganism because of the “animal violence that is the inevitable outcome of mass-crop agriculture” (58). However some scholars have argued that highly graphic depictions of slaughter in the popular media are becoming more commonplace as a masculinised type of “gastro-snuff” (a term referring to food-related visual depictions of brutal killings) (Parry 382). These types of efforts thus may fail to create dialogue about what constitutes ethical meat or even an ethical meat consumer, and may well reinforce more traditional ideas about human/non-human hierarchies.In contrast to coverage in popular media, detailed descriptions of commercial slaughter, in particular pre-slaughter (lairage) conditions, are yet to make it on to restaurant menus, despite the connections between meat quality and pre-slaughter conditions being well recognised even by consumers (Evans and Miele). Commercial slaughter conditions are one of the reasons that hunting is framed as more ethical than “ethically farmed” animals. As an Internet post, quoted in Adams (“Redneck” 50), puts it: “Hunting? A creature is peacefully in its own domain, it is shot. How is that worse than being carried for hours in a truck, being forced into a crush, hearing the bellows of other creatures, being physically restrained at the peak of terror, then culled?” Although determining precise rates of consumption of wild meat is methodologically difficult (Conservation Visions 28), available rates of hunting together with limited consumption data indicate that Australians currently eat less game or wild-caught meat per capita than those in Europe or North America. However, there is a sector of the community in Australia who pursue hunting as part of their ethical food habits (Bray et al., “Ferals”) with the largest proportion of wild-meat consumers being those who hunted it themselves (Gressier).In many cases, descriptions of animal lives (using descriptors such as “free range” or “grass fed”) serve implicitly as proxies for assurances that the animals’ deaths also have been good. One exception is the increasing awareness of the use of halal slaughter methods in part due to more transparent labelling, despite limited public awareness about the nature of these methods, particularly in the Australian context where they in fact comply with standard animal welfare requirements such as pre-slaughter stunning (Bergeauld-Blackler). Detailed descriptions of post-mortem conditions (e.g., aging conditions and time) are more common on restaurant menus, although arguably these no longer draw attention to the connections between the animal and the meat, and instead focus on the meat itself, its flavour and other physical qualities, rather than on ethical attributes.Thus, although it would seem obvious that ethical meat consumption should involve considerations about slaughter conditions or what makes a “good death”, most efforts have focused on encouraging people to make better and more reflexive consumer choices, rather than promoting deeper engagement with slaughter processes, perhaps underscoring that this domain may still represent one of the final food taboos. Although it might seem to be counterintuitive that wild or hunted meat could be viewed as an ethical food choice, particularly if vegetarianism or veganism is taken as the main point of comparison, these trends point toward the complexities inherent in food choice and the inevitable trade-offs in values that occur in these processes.Problems with Promoting Ethical Meat Norms: Ways ForwardIt is undeniable that many people are reflecting on their consumption habits in order to pursue decisions that better reflect their values. Attempting to be an “ethical meat consumer” clearly fits within these broader trends. However there are a number of problems associated with current approaches to ethical meat consumption, and these raise questions as to whether such efforts are likely to result in broader changes. First, it is not clear that restaurants are the most appropriate spaces for people to engage with ethical considerations, including those relating to meat consumption. Many people seek to try something new, or to treat themselves when dining out, but these behaviours do not necessarily translate into changes in everyday eating habits. Reasons are varied but include that people cannot reproduce the same types of dishes or concepts at home as what they get at restaurants (or see on TV shows for that matter), and that many products may be out of an acceptable price range or inconvenient for daily consumption. Others want to escape from ethical decisions when dining out by relying on those preparing the food to do the work for them, and thus sometimes simply consume without necessarily investigating every detail relating to its production, preparation, and so on.Perhaps more importantly, many are sceptical about the promotion of various meat-related values by high-profile or celebrity chefs, raising questions about whether ethical categories are merely packaging or window dressing designed to sell products, or if they are truly tied to deeper values and better products. Such concerns are reinforced by tendencies to emphasize one type of meat product—say free-range, grass-fed, or humanely-raised—as better than all others, or even as the only right choice, and thus can at times seem to be elitist in their approaches, since they emphasize that only certain (often extremely expensive boutique products) count as ethical. As scholars have noted about the classed nature of many of these consumption practices (see, for example, Bell and Hollows; Naccarato and LeBesco), these types of value judgments are likely to be alienating to many people, and most importantly will not foster deeper reflections on our consumption habits.However it is clear that celebrity and other high-profile chefs do get the public’s attention, and thus can play important roles in shaping conversations about fostering more ethical ways of eating, including meat consumption. We contend that it is important not to emphasize only one right way of eating, but to actively consider the various trade-offs that we make when choosing what to buy, prepare, and consume. Promoting answers by nominating certain meat products or production methods as always better in all circ*mstances, no matter how these might be in conflict with other values, such as preferences for local, organic, alignment with cultural or religious values, sustainable, fair trade, and so on, is not likely to result in meaningful public engagement. Critiques of Pollan and other food activists make similar points about the potential elitism and hence limited value of promoting narrow forms of ethical eating (e.g., Guthman et al.; Zimmerman).In addition, such food categories often serve as proxies for deeper values, but not necessarily for the same values for all of us. Simply relying on categories or types of products thus fails to allow engagement with the underlying rationale for various choices. More generally, promoting individual consumer decision-making and market demand as the keys to ethical consumption overlooks the broader systemic issues that limit our choices, and in turn limits attention to changes that might be made in that system (e.g., Lavin; Guthman et al.; DeLind; Ankeny).Thus instead of promoting one right way of eating meat, or a narrow number of acceptable choices, celebrities, chefs, and restauranteurs should consider how they can help to promote dialogue and the posing of the right types of questions to consumers and diners, including about trade-offs inherent in meat consumption and choices of other products, ethical and otherwise. They also should use their roles as change-makers to consider how they might influence the broader food system, but without promoting a single right way of eating. Parallel to recent calls from scientists for a new planetary health diet which promotes increased vegetable consumption and reduced meat consumption for environmental, health, and other reasons, by providing a range of trade-offs to support a diet that that allows individuals to make personalised choices (Willett et al.), hybrid approaches to ethical eating are more likely to have influence on consumers and in turn on changing eating habits.ReferencesAbrams, Katie M., Thais Zimbres, and Chad Carr. “Communicating Sensitive Scientific Issues: The Interplay between Values, Attitudes, and Euphemisms in Communicating Livestock Slaughter.” Science Communication 37 (2015): 485–505.Adams, Carol. The Sexual Politics of Meat: A Feminist Vegetarian Critical Theory. London: Continuum, 2000.Adams, Michael. “‘Redneck, Barbaric, Cashed Up Bogan? I Don’t Think So’: Hunting and Nature in Australia.” Environmental Humanities 2 (2013): 43–56.Ankeny, Rachel A. “From Food Consumers to Food Citizens: Reconceptualising Environmentally-Conscious Food Decision-Making.” Food Justice, the Environment, and Climate Change. Eds. Erinn Gilson, and Sarah Kenehan. New York: Routledge, 2019. 267–79.Ankeny, Rachel A., and Heather J. Bray. “Red Meat and Imported Wine: Why Ethical Eating Often Stops at the Restaurant Door.” The Conversation 8 Jan. 2019. 28 Mar. 2019 <https://theconversation.com/red-meat-and-imported-wine-why-ethical-eating-often-stops-at-the-restaurant-door-106926>.Arcari, Paula. “The Ethical Masquerade: (Un)masking Mechanisms of Power behind ‘Ethical’ Meat.” Alternative Food Politics: From the Margins to the Mainstream. Eds. Michelle Phillipov and Katherine Kirkwood. 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Neill Carr and Jeanette Young. London: Routledge, 2018. 210–24.———, Sofia C. Zambrano, Anna Chur-Hansen, and Rachel A. Ankeny. “Not Appropriate Dinner Table Conversation? Talking to Children about Meat Production.” Appetite 100 (2016): 1–9.Conservation Visions. State of Knowledge Report: Consumption Patterns of Wild Protein in North America. A Literature Review in Support of the Wild Harvest Initiative. St John’s: Conservation Visions, April 2016.Croney, C.C. “The Ethics of Semantics: Do We Clarify or Obfuscate Reality to Influence Perceptions of Farm Animal Production?” Poultry Science 87 (2008): 387–91.DeLind, Laura B. “Are Local Food and the Local Food Movement Taking Us Where We Want to Go? Or Are We Hitching Our Wagons to the Wrong Stars?” Agriculture and Human Values 28 (2011): 273–83.Evans, Adrian B., and Mara Miele. “Between Food and Flesh: How Animals Are Made to Matter (and Not Matter) within Food Consumption Practices.” Environment and Planning D: Society and Space 30 (2012): 298–314.Evans, Matthew. For the Love of Meat. Richmond: Hardie Grant Books, 2016.Fiddes, Nick. Meat: A Natural Symbol. London: Routledge, 1991.Gressier, Catie. “Going Feral: Wild Meat Consumption and the Uncanny in Melbourne, Australia.” The Australian Journal of Anthropology 27 (2016): 49–65.Guthman, Julie, et al. “Can’t Stomach It: How Michael Pollan et al. Made Me Want to Eat Cheetos.” Gastronomica 7 (2007): 75–9.Henderson, Fergus. Nose to Tail Eating: A Kind of British Cooking. London: Bloomsbury, 2004 (1999).Johnston, Ian. “Campaign Leads to Free Range Chicken Shortage.” The Telegraph 13 Apr. 2008. 20 Mar. 2019 <https://www.telegraph.co.uk/news/uknews/1584952/Campaign-leads-to-free-range-chicken-shortage.html>.Johnston, Josée, and Michael K. Goodman. “Spectacular Foodscapes: Food Celebrities and the Politics of Lifestyle Mediation in an Age of Inequality.” Food, Culture and Society 18 (2015): 205–22.Lavin, Chad. Eating Anxiety: The Perils of Food Politics. Minneapolis: U of Minnesota Press, 2013.Lewis, Tania, and Alison Huber. “A Revolution in an Eggcup? Supermarket Wars, Celebrity Chefs and Ethical Consumption.” Food, Culture and Society 18 (2015): 289–307.———, and Emily Potter. “Introducing Ethical Consumption.” Ethical Consumption: A Critical Introduction. Eds. Tania Lewis and Emily Potter. London: Routledge, 2011. 3–24.Naccarato, Peter, and Kathleen LeBesco. Culinary Capital. London: Bloomsbury, 2012.OzTAM. “Consolidated Metropolitan Top 20 Programs: Week 22 2018, 27/05/2018–02/06/2018.” OzTAM 20 Mar. 2019 <https://oztam.com.au/documents/2018/OzTAM-20180527-EMetFTARankSumCons.pdf>.Parker, Christine, Rachel Carey, and Gyorgy Scrinis. “The Consumer Labelling Turn in Farmed Animal Welfare Politics: From the Margins of Animal Advocacy to Mainstream Supermarket Shelves.” Alternative Food Politics: From the Margins to the Mainstream. Eds. Michelle Phillipov and Katherine Kirkwood. London: Routledge, 2019. 193–215.Parry, Jovian. “The New Visibility of Slaughter in Popular Gastronomy.” MA thesis. U of Canterbury, 2010.Phillipov, Michelle. “Escaping to the Country: Media, Nostalgia, and the New Food Industries.” Popular Communication 14 (2016): 111–22.———. Media and Food Industries: The New Politics of Food. 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SuicideGirls.com In September 2001 two entrepreneurs Missy (coal-black Betty Page bangs and numerous tattoos) and Sean launched SuicideGirls.com. With their backgrounds in graphic design, programming and photography, they came up with the idea of launching an alternative adult site that started out as “a kind of an art project” — it grew out of an interest in Bunny Yeager’s pinup photos, where the control and attitude of the sexy women were emphasized, only now it was about pierced and tattooed females. Missy describes the portrayal of women on the site in the following words: The site is about the girls being in control and being in charge of how they’re portrayed. It’s also proof that sexuality and beauty aren’t mutually exclusive of intelligence, and we wanted to showcase all of the girls, but leave people guessing a little bit. There’s no need to go full-blown p*rno. SuicideGirls.com is an adult community that offers a mix of eroticism, creativity, personality and intelligence. SuicideGirls is about so-called empowered eroticism; it provides a site where girls outside of mainstream culture can express their individual style through soft erotic images, and web logs. Every week the site introduces new SuicideGirls, every day new pictures are added; a full national calendar of events is frequently updated and is searchable by location, date or keyword — members can be looked up by name, age, location or keywords; the site also features a magazine section with original fiction, articles and interviews with celebrities. What makes this site especially interesting is that each SuicideGirl has her own page featuring a pertinent profile with personal information such as age, stats, body mods, favorite books, music, sex positions, and current crushes. She can also put up pictures and video materials — including a web cam — of herself, express her thoughts and share her daily experiences in a blog, comment on other blogs and message boards, chat in designated chat rooms, and organize online and offline events. Kate78, Texan-born, is a regular blogger. She writes about her studies in Kansas City, a city she has come to hate after she learned that her car insurance could only be renewed in Texas. She describes herself as a “punk rock chick” — illustrated by pictures that show her with long spiky hair; she has got her nose pierced and her many tattoos — and a “suicidegirl”. There are plenty of blogs — e.g. LiveJournal, Blogspot, Punklog — where girls write about wanting to become a SuicideGirl. The girls are mainly motivated by a wish to share their bodily art paralleled by a sense of being in control over their image and admirers (they keep control over the photo sets and shoots). SuicideGirls.com is foremost an online community and therefore girls from all over the world can potentially become a SuicideGirl, as long as they have access to the Internet in order to publish to their personal page. These girls are in charge of their own online presentation, supported by a lively community where both women and men interact by reading and posting to the girls and each other’s blogs. In addition, members of the site can also post local events to the SuicideGirl calendar or the message boards, comment on pictures, and even hook up with one another. With the ability for members to create their own page, with their own profile picture and personal information, members can search for one another based on location, age, sex and personal preferences. Indeed, not only the SuicideGirls themselves have online pages to fill: subscribers to SuicideGirls.com have similar ‘privileges’, with the exception that they have to pay a small fee of $4 per month — though they can never refer to themselves as SuicideGirl: anyone entering the site has to log in as either ‘SuicideGirl’ or ‘Member’. Thus, SuicideGirls.com mixes a DIY attitude with alternative culture — especially Gothic, Punk and Emo — resulting in an appealing grassroots approach to sexuality that is of interest to both women and men. At the same time, the public identity of a SuicideGirl is constructed within a particular textual context dependent on commercial drivers. Through attracting fans on the basis of her “autonomous” self-representation — Goth fans, for instance — she brings in customers, raising questions about the tensions between “grassroots” self-representation and corporate branding. Collaborative Eroticism as Business Model We should document the interactions that occur among media consumers, between media consumers and media texts and between media consumers and media producers. The new participatory culture is taking shape at the intersection between three trends: 1) new tools and technologies enable consumers to archive, annotate, appropriate and re-circulate media content; 2) a range of subcultures promote do-it-yourself (DIY) media production, a discourse that shapes how consumers have deployed those technologies; and 3) economic trends favoring the horizontally integrated media conglomerates encourage the flow of images, ideas and narratives across multiple media channels and demand more active modes of spectatorship” (Jenkins 157). Traditionally the organization of economic production is based on the idea that individuals order their productive activities either on managerial hierarchies, or on production that is based on market prices (Benkler). Peer production represents a new mode of organizing that is not based on relations of dependence (managerial hierarchies) nor relations of independence (markets) rather peer production involves relations of interdependence. Peer production is a heterarchy characterized by relations of minimal hierarchy and by organizational heterogeneity (Stark). While traditionally structured organizations attempt to maximize internal order and control by enforcing a hierarchical system and establishing standards and clear lines of authority (Powell), heterarchies exist through permitting and even fostering a diversity of organizational logics and minimizing conformity (Chan). With the introduction of Mosaic and the Pentium chip in the mid-1990s the notion of the organization of production profoundly changed. The Internet could be used for more than looking up information or sending email. Instead, it offers a structure where participants are not organized by managerial hierarchies nor governed by price signals rather where people formed networks to collaborate in open source software projects or effectively constructing ‘user-created search engines’ for the exchange of e.g., music files, games (KaZaA, Gnutella), news and chat. While the present moment is marked by a legal standoff between robust communities of users (cultural co-producers) and the established media industry (particularly the music and film industry), some elements of the corporate media world have taken a different approach, embracing the new technological use rather than attempting to outlaw it. These corporations have found their way to online participatory networks and are attempting to use them for their own good. For instance, companies like Coca-Cola, BMW, and Apple offer online spaces – often in the form of thinly veiled advertisem*nts (‘advertainment’) – where people can play games, watch movies, share files and the like in order to create or promote a company’s product, service or brand. They crucially rely upon blurring the boundaries between production, distribution and consumption, encouraging the target audience to work for them. Whether by playing games with embedded advertising, or inadvertently sending marketing information back to advertisers, or simply by passing advertising texts within one’s circle of friends, the target audience and the larger dynamic of participatory networks are ‘used’ by corporations to achieve their ends. SuicideGirls.com is a good example example of this emerging mode of (commons-based) peer production in a digitally networked environment – i.e. groups of individuals who participate in online shared spaces driven by diverse motivations, and serving corporate as well as community needs. The SuicideGirls’ blogs are the shared currency that binds SuicideGirls.com and its erotic consumers together as a “community”: SuicideGirls.com taps into online communities by enabling collaborative eroticism. Moving beyond adult entertainment, this trend of using blogs for commercial purposes raises interesting questions regarding, on the one hand, the cultural status of online blogging from a commercial perspective, e.g., how should we consider the cultural status of artifacts such as blogs that have commerce at the core of their identity: Can we speak of a displacement of aesthetic experience by the branding experience, or might these two experiences be seen as part of a continuum?; and, on the other hand, regarding participatory culture in a commercially mediated environment: e.g., What is the status of b2c, c2c, and p2p in a commercially structured network; What are the implications for user appropriation? The answers to these questions among others studied by various academic disciplines may contribute to the building of a framework for examining the consequences of this strategic shift towards relating to, reaching out to and linking online customers in a commercial web (b)log. Acknowledgement Anja Rau, thank you for your feedback. References Banerjee, A. “A Simple Model of Herd Behavior.” Quarterly Journal of Economics 1992: 797-817. Barabási, A. L. Linked: The New Science of Networks. Cambridge, MA: Perseus Publishing, 2002. Benkler, Y. “Coase’s Penguin, or, Linux and The Nature of the Firm.” Yale Law Journal, Winter v.04.3 2002-03. http://personal.uncc.edu/alblanch/SOVC.pdf. http://www.dcs.napier.ac.uk/~mm/socbytes/feb2002_i/9.html Castells, M. The Rise of the Network Society. Oxford: Blackwell, 2000. Castells, M. The Internet Galaxy: Reflections on the Internet, Business and Society. Oxford: Oxford University Press, 2001. Chan, A. Collaborative News Networks: Distributed Editing, Collective Action, and the Construction of Online News on Slashdot.org. Thesis M.Sc. at MIT’s Comparative Media Studies, 2002). http://www.marketing.unsw.edu.au/HTML/mktresearch/workingpapers/Cowley_Rossiter02_6.pdf http://www.xdreze.org/vitae1.pfd Du Gay, P.& Pryke, M. Cultural Economy. London: Sage Publications, 2002. Dyer, R., Stars (Revised). London: British Film Institute, 1998. Hagel, J. & Armstrong, A. Net Gain: Expanding Markets Through Virtual Communities. USA: McKinsey & Company, Inc., 1997.; Hebditch, D. and Anning, N. p*rn Gold: Inside the p*rnography Business. London: Faber & Faber, 1988. Jenkins, H. “Interactive audiences?” In Harries, D., ed. The New Media Book. London: British Film Institute, 2002. Kottler, P. Marketing Management: The Millennium Edition. Upper Saddle River, NJ: Prentice Hall, 2000. Mayzlin, D. Promotional Chat on the Internet. PhD dissertation, MIT, Sloan School of Management, 2001. Oram, A. Peer-To-Peer: Harnessing the Power of Disruptive Technologies. Sebastopol: O’Reilly & Associates, 2001. O’Toole, L. p*rnocopia: p*rn, Sex, Technology and Desire. London: Serpent’s Tail, 1998. Pine, J. and Gilmore, J. The Experience Economy: Work is Theatre & Every Business a Stage. Boston: Harvard Business School Press, 1999. Powell, W. “Neither Market nor Hierarchy: Network Forms of Organization.” Research in Organizational Behavior, 12, 1990: 295-336. Schmitt, B. & Simonson, A. Marketing Aesthetics: The Strategic Management of Brands, Identity, and Image. New York: The Free Press, 1997. Slater, D. Consumer Culture and Modernity. Cambridge: Polity Press, 1997.Slater, D. and Tonkiss, F. Market Society: Markets and Modern Social Theory. Cambridge: Polity Press, 2001. http://www.stanford.edu/~woodyp/papers/capitalist_firm.pdf Stone, A. R. The War of Desire and Technology at the Close of the Mechanical Age. Cambridge, MA: MIT Press, 1996. Sunstein C. Behavioral Law and Economics. Cambridge University Press, 2000. Thompson, J.B. The Media and Modernity: A Social Theory of the Media. Cambridge: Polity Press, 1995. Watts, D. and Strogatz, S. “Collective Dynamics of ‘Small-World’ Networks.” Nature, 393, 1998: 440-442. Williams, L. Hard Core: Power, Pleasure and the ‘Frenzy of the Visible’. London: Pandora Press, 1990. MLA Style Van der Graf, Shenja. "Blogging Business: SuicideGirls.com." M/C Journal 7.4 (2004). 10 October 2004 <http://www.media-culture.org.au/0410/07_suicide.php>. APA Style Van der Graf, S. (2004 Oct 11). Blogging Business: SuicideGirls.com, M/C Journal, 7(4). Retrieved Oct 10 2004 from <http://www.media-culture.org.au/0410/07_suicide.php>

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In light of the COVID-19 pandemic, where income has become precarious and Internet use has soared, the influencer industry has to strategise over new ways to sustain viewer attention, maintain income flows, and innovate around formats and messaging, to avoid being excluded from continued commercial possibilities. In this article, we review the press coverage of the influencer markets in Australia, Japan, and Korea, and consider how the industry has been attempting to navigate their way through the pandemic through deviations and detours. We consider the narratives and groups of influencers who have been included and excluded in shaping the discourse about influencer strategies in the time of COVID-19. The distinction between inclusion and exclusion has been a crucial mechanism to maintain the social normativity, constructed with gender, sexuality, wealth, able-ness, education, age, and so on (Stäheli and Stichweh, par. 3; Hall and Du Gay 5; Bourdieu 162). The influencer industry is the epitome of where the inclusion-exclusion binary is noticeable. It has been criticised for serving as a locus where social norms, such as femininity and middle-class identities, are crystallised and endorsed in the form of visibility and attention (Duffy 234; Abidin 122). Many are concerned about the global expansion of the influencer industry, in which young generations are led to clickbait and sensational content and normative ways of living, in order to be “included” by their peer groups and communities and to avoid being “excluded” (Cavanagh). However, COVID-19 has changed our understanding of the “normal”: people staying home, eschewing social communications, and turning more to the online where they can feel “virtually” connected (Lu et al. 15). The influencer industry also has been affected by COVID-19, since the images of normativity cannot be curated and presented as they used to be. In this situation, it is questionable how the influencer industry that pivots on the inclusion-exclusion binary is adjusting to the “new normal” brought by COVID-19, and how the binary is challenged or maintained, especially by exploring the continuities and discontinuities in industry. Methodology This cross-cultural study draws from a corpus of articles from Australia, Japan, and Korea published between January and May 2020, to investigate how local news outlets portrayed the contingencies undergone by the influencer industry, and what narratives or groups of influencers were excluded in the process. An extended discussion of our methodology has been published in an earlier article (Abidin et al. 5-7). Using the top ranked search engine of each country (Google for Australia and Japan, Naver for Korea), we compiled search results of news articles from the first ten pages (ten results per page) of each search, prioritising reputable news sites over infotainment sites, and by using targeted keyword searches: for Australia: ‘influencer’ and ‘Australia’ and ‘COVID-19’, ‘coronavirus’, ‘pandemic’; for Japan: ‘インフルエンサー’ (influensā) and ‘コロナ’ (korona), ‘新型コロ ナ’ (shin-gata korona), ‘コロナ禍’ (korona-ka); for Korea: ‘인플루언서’ (Influencer) and ‘코로나’ (corona) and ‘팬데믹’ (pandemic). 111 articles were collected (42 for Australia, 31 for Japan, 38 for Korea). In this article, we focus on a subset of 60 articles and adopt a grounded theory approach (Glaser and Strauss 5) to manually conduct open, axial, and close coding of their headline and body text. Each headline was translated by the authors and coded for a primary and secondary ‘open code’ across seven categories: Income loss, Backlash, COVID-19 campaign, Misinformation, Influencer strategy, Industry shifts, and Brand leverage. The body text was coded in a similar manner to indicate all the relevant open codes covered in the article. In this article, we focus on the last two open codes that illustrate how brands have been working with influencers to tide through COVID-19, and what the overall industry shifts were on the three Asia-Pacific country markets. Table 1 (see Appendix) indicates a full list of our coding schema. Inclusion of the Normal in Shifting Brand Preferences In this section, we consider two main shifts in brand preferences: an increased demand for influencers, and a reliance on influencers to boost viewer/consumer traffic. We found that by expanding digital marketing through Influencers, companies attempted to secure a so-called “new normal” during the pandemic. However, their marketing strategies tended to reiterate the existing inclusion-exclusion binary and exacerbated the lack of diversity and inequality in the industry. Increased Demand for Influencers Across the three country markets, brokers and clients in the influencer industry increased their demand for influencers’ services and expertise to sustain businesses via advertising in the “aftermath of COVID-19”, as they were deemed to be more cost-efficient “viral marketing on social media” (Yoo). By outsourcing content production to influencers who could still produce content independently from their homes (Cheik-Hussein) and who engage with audiences with their “interactive communication ability” (S. Kim and Cho), many companies attempted to continue their business and maintain their relationships with prospective consumers (Forlani). As the newly enforced social distancing measures have also interrupted face-to-face contact opportunities, the mass pivot towards influencers for digital marketing is perceived to further professionalise the industry via competition and quality control in all three countries (Wilkinson; S. Kim and Cho; Yadorigi). By integrating these online personae of influencers into their marketing, the business side of each country is moving towards the new normal in different manners. In Australia, businesses launched campaigns showcasing athlete influencers engaging in meaningful activities at home (e.g. yoga, cooking), and brands and companies reorganised their marketing strategies to highlight social responsibilities (Moore). On the other hand, for some companies in the Japanese market, the disruption from the pandemic was a rare opportunity to build connections and work with “famous” and “prominent” influencers (Yadorigi), otherwise unavailable and unwilling to work for smaller campaigns during regular periods of an intensely competitive market. In Korea, by emphasising their creative ability, influencers progressed from being “mere PR tools” to becoming “active economic subjects of production” who now can play a key role in product planning for clients, mediating companies and consumers (S. Kim and Cho). The underpinning premise here is that influencers are tech-savvy and therefore competent in creating media content, forging relationships with people, and communicating with them “virtually” through social media. Reliance on Influencers to Boost Viewer/Consumer Traffic Across several industry verticals, brands relied on influencers to boost viewership and consumer traffic on their digital estates and portals, on the premise that influencers work in line with the attention economy (Duffy 234). The fashion industry’s expansion of influencer marketing was noticeable in this manner. For instance, Korean department store chains (e.g. Lotte) invited influencers to “no-audience live fashion shows” to attract viewership and advertise fashion goods through the influencers’ social media (Y. Kim), and Australian swimwear brand Vitamin A partnered with influencers to launch online contests to invite engagement and purchases on their online stores (Moore). Like most industries where aspirational middle-class lifestyles are emphasised, the travel industry also extended partnerships with their current repertoire of influencers or international influencers in order to plan for the post-COVID-19 market recovery and post-border reopening tourism boom (Moore; Yamatogokoro; J. Lee). By extension, brands without any prior relationships with influencers, whcih did not have such histories to draw on, were likely to have struggled to produce new influencer content. Such brands could thus only rely on hiring influencers specifically to leverage their follower base. The increasing demand for influencers in industries like fashion, food, and travel is especially notable. In the attention economy where (media) visibility can be obtained and maintained (Duffy 121), media users practice “visibility labor” to curate their media personas and portray branding themselves as arbiters of good taste (Abidin 122). As such, influencers in genres where personal taste can be visibly presented—e.g. fashion, travel, F&B—seem to have emerged from the economic slump with a head start, especially given their dominance on the highly visual platform of Instagram. Our analysis shows that media coverage during COVID-19 repeated the discursive correlation between influencers and such hyper-visible or visually-oriented industries. However, this dominant discourse about hyper-visible influencers and the gendered genres of their work has ultimately reinforced norms of self-presentation in the industry—e.g. being feminine, young, beautiful, luxurious—while those who deviate from such norms seem to be marginalised and excluded in media coverage and economic opportunities during the pandemic cycle. Including Newness by Shifting Format Preferences We observed the inclusion of newness in the influencer scenes in all three countries. By shifting to new formats, the previously excluded and lesser seen aspects of our lives—such as home-based content—began to be integrated into the “new normal”. There were four main shifts in format preferences, wherein influencers pivoted to home-made content, where livestreaming is the new dominant format of content, and where followers preferred more casual influencer content. Influencers Have Pivoted to Home-Made Content In all three country markets, influencers have pivoted to generating content based on life at home and ideas of domesticity. These public displays of homely life corresponded with the sudden occurrence of being wired to the Internet all day—also known as “LAN cable life” (랜선라이프, lan-seon life) in the Korean media—which influencers were chiefly responsible for pioneering (B. Kim). While some genres like gaming and esports were less impacted upon by the pivot, given that the nature and production of the content has always been confined to a desktop at home (Cheik-Hussein), pivots occurred for the likes of outdoor brands (Moore), the culinary industry (Dean), and fitness and workout brands (Perelli and Whateley). In Korea, new trends such as “home cafes” (B. Kim) and DIY coffees—like the infamous “Dalgona-Coffee” that was first introduced by a Korean YouTuber 뚤기 (ddulgi)—went viral on social media across the globe (Makalintal). In Japan, the spike in influencers showcasing at-home activities (Hayama) also encouraged mainstream TV celebrities to open social media accounts explicitly to do the same (Kamada). In light of these trends, the largest Multi-Channel Network (MCN) in Japan, UUUM, partnered with one of the country’s largest entertainment industries, Yoshimoto Kogyo, to assist the latter’s comedian talents to establish a digital video presence—a trend that was also observed in Korea (Koo), further underscoring the ubiquity of influencer practices in the time of COVID-19. Along with those creators who were already producing content in a domestic environment before COVID-19, it was the influencers with the time and resources to quickly pivot to home-made content who profited the most from the spike in Internet traffic during the pandemic (Nosh*ta). The benefits of this boost in traffic were far from equal. For instance, many others who had to turn to makeshift work for income, and those who did not have conducive living situations to produce content at home, were likely to be disadvantaged. Livestreaming Is the New Dominant Format Amidst the many new content formats to be popularised during COVID-19, livestreaming was unanimously the most prolific. In Korea, influencers were credited for the mainstreaming and demotising (Y. Kim) of livestreaming for “live commerce” through real-time advertorials and online purchases. Livestreaming influencers were solicited specifically to keep international markets continuously interested in Korean products and cultures (Oh), and livestreaming was underscored as a main economic driver for shaping a “post-COVID-19” society (Y. Kim). In Australia, livestreaming was noted among art (Dean) and fitness influencers (Dean), and in Japan it began to be adopted among major fashion brands like Prada and Chloe (Saito). While the Australian coverage included livestreaming on platforms such as Instagram, Facebook, YouTube, Twitch, and Douyin (Cheik-Hussein; Perelli and Whateley; Webb), the Japanese coverage highlighted the potential for Instagram Live to target young audiences, increase feelings of “trustworthiness”, and increase sales via word-of-mouth advertising (Saito). In light of reduced client campaigns, influencers in Australia had also used livestreaming to provide online consulting, teaching, and coaching (Perelli and Whateley), and to partner with brands to provide masterclasses and webinars (Sanders). In this era, influencers in genres and verticals that had already adopted streaming as a normative practice—e.g. gaming and lifestyle performances—were likely to have had an edge over others, while other genres were excluded from this economic silver lining. Followers Prefer More Casual Influencer Content In general, all country markets report followers preferring more casual influencer content. In Japan, this was offered via the potential of livestreaming to deliver more “raw” feelings (Saito), while in Australia this was conveyed through specific content genres like “mental or physical health battles” (Moore); specific aesthetic choices like appearing “messier”, less “curated”, and “more unfiltered” (Wilkinson); and the growing use of specific emergent platforms like TikTok (Dean, Forlani, Perelli, and Whateley). In Korea, influencers in the photography, travel, and book genres were celebrated for their new provision of pseudo-experiences during COVID-19-imposed social distancing (Kang). Influencers on Instagram also spearheaded new social media trends, like the “#wheredoyouwannago_challenge” where Instagram users photoshopped themselves into images of famous tourist spots around the world (Kang). Conclusion In our study of news articles on the impact of COVID-19 on the Australian, Japanese, and Korean influencer industries during the first wave of the pandemic, influencer marketing was primed to be the dominant and default mode of advertising and communication in the post-COVID-19 era (Tate). In general, specific industry verticals that relied more on visual portrayals of lifestyles and consumption—e.g. fashion, F&B, travel—to continue partaking in economic recovery efforts. However, given the gendered genre norms in the industry, this meant that influencers who were predominantly feminine, young, beautiful, and luxurious experienced more opportunity over others. Further, influencers who did not have the resources or skills to pivot to the “new normals” of creating content from home, engaging in livestreaming, and performing their personae more casually were excluded from these new economic opportunities. Across the countries, there were minor differences in the overall perception of influencers. There was an increasingly positive perception of influencers in Japan and Korea, due to new norms and pandemic-related opportunities in the media ecology: in Korea, influencers were considered to be the “vanguard of growing media commerce in the post-pandemonium era” (S. Kim and Cho), and in Japan, influencers were identified as critical vehicles during a more general consumer shift from traditional media to social media, as TV watching time is reduced and home-based e-commerce purchases are increasingly popular (Yadogiri). However, in Australia, in light of the sudden influx of influencer marketing strategies during COVID-19, the market seemed to be saturated more quickly: brands were beginning to question the efficiency of influencers, cautioned that their impact has not been completely proven for all industry verticals (Stephens), and have also begun to reduce commissions for influencer affiliate programmes as a cost-cutting measure (Perelli and Whateley). While news reports on these three markets indicate that there is some level of growth and expansion for various influencers and brands, such opportunities were not experienced equally, with some genres and demographics of influencers and businesses being excluded from pandemic-related pivots and silver linings. Further, in light of the increasing commercial opportunities, pressure for more regulations also emerged; for example, the Korean government announced new investigations into tax avoidance (Han). Not backed up by talent agencies or MCNs, independent influencers are likely to be more exposed to the disciplinary power of shifting regulatory practices, a condition which might have hindered their attempt at diversifying their income streams during the pandemic. Thus, while it is tempting to focus on the privileged and novel influencers who have managed to cling on to some measure of success during the pandemic, scholarly attention should also remember those who are being excluded and left behind, lest generations, cohorts, genres, or subcultures of the once-vibrant influencer industry fade into oblivion. References Abidin, Crystal. “#In$tagLam: Instagram as a repository of taste, a burgeoning marketplace, a war of eyeballs.” Mobile Media Making in an Age of Smartphones. Eds. Marsha Berry and Max Schleser. New York: Palgrave Pivot, 2014. 119-128. <https://doi.org/10.1057/9781137469816_11>. 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Kamada, Kazuki. “動画クリエイターが「公人」に。2020年はインフルエンサー時代の転換点となるか（UUUM鎌田和樹）[Video Creators as Public Figures: Will 2020 Represent a Turning Point for Influencers? (UUUM’s Kamada Kazuki)].” QJweb 8 May 2020. <https://qjweb.jp/journal/18499/>. Kang, Jumi. "[아무튼, 주말] 황금연휴라도 아직은… 사람 드문 야외, 여행 책방, 랜선 여행으로 짧은 여행 즐겨볼까 [[Weekend Anyway] Although It’s Holiday Season, Still... How about Joining the Holiday with a Short LAN-Cable Travel, Travelling Bookstores, and Travelling to Countryside?].” Chosun Daily 25 Apr. 2020. <http://news.chosun.com/site/data/html_dir/2020/04/24/2020042403600.html?utm_source=naver&utm_medium=original&utm_campaign=news>. Kim, Bokyung. “[코로나뉴트렌드] ‘집콕 3개월’...집밖에 안나가도 살 수 있어서 신기 [[COVID-19 New Trend] Staying Home for 3 Months: Don’t Need to Go Outside].” Yonhap News 26 Apr. 2020. <https://www.yna.co.kr/view/AKR20200425045300030?input=1195m>. Kim, Sanghee, and Chulhee Cho. "코로나 이후 인플루언서 경제·사회 영향력 더 커져 [Influencers' Socioeconomic Impact Increased in Covid-19 Era].” MoneyToday 28 Apr. 2020. <https://news.mt.co.kr/mtview.php?no=2020042614390682882>. Kim, Young-Eun. "[포스트 코로나 유망 비즈니스 22]실시간 방송으로 경험하고 손가락으로 산다…판 커진 라이브 커머스 [[Growing Business 22 in Post-COVID-19] Experience with Livestreaming and Purchase with Fingers].” Hankyung Business 19 May 2020. <https://news.naver.com/main/read.nhn?mode=LSD&mid=sec&sid1=101&oid=050&aid=0000053676>. Koo, Jayoon. "코로나 언택트시대… 유튜브 업계는 '승승장구' [Fast-Growing Youtube Industry in the Covid-19 Untact Era].” Financial News 24 Apr. 2020. <https://www.fnnews.com/news/202004241650545778>. Lu, Li, et al. “Forum: COVID-19 Dispatches.” Cultural Studies ↔ Critical Methodologies, Sep. 2020. DOI: 10.1177/1532708620953190. Lee, Jihye. “[포스트 코로나] ‘일상을 여행처럼, 안전을 일상처럼’...해외 대신 국내 활성화 예고 [[Post-COVID-19] ‘Daily Life as Travelling, Safety as Daily Life’... Domestic Travel Expected to Grow].” E-News Today 26 May 2020. <http://www.enewstoday.co.kr/news/articleView.html?idxno=1389486>. Makalintal, Bettina. "People All over the World Are Making Frothy 'Dalgona' Coffee, Thanks to Quarantine." Vice 20 Mar. 2020. <https://www.vice.com/en_us/article/bvgbk8/people-all-over-the-world-are-making-frothy-dalgona-coffee-thanks-to-quarantine>. Moore, Kaleigh. “Influencers’ Currency Has Increased during Covid-19 Crisis.” Vogue Business 13 Apr. 2020. <https://www.voguebusiness.com/companies/influencers-currency-has-increased-during-covid-19-crisis-marketing>. Nosh*ta, Tomoyuki. “コロナ禍で変わるインフルエンサー活動と企業ニーズ［インタビュー］[Influencer Activity and Corporate Needs Changed by the Corona Disaster].” ExchangeWire 26 May 2020. <https://www.exchangewire.jp/2020/05/26/trenders-instagram/>. Oh, Eun-seo. "코트라, 중국·대만 6곳에 중소기업 온라인마케팅 전용 'K스튜디오' 오픈 [KOTRA Launches 6 ‘K-Studios’ in China and Taiwan for Online Marketing for SME].” Global Economics 16 May 2020. <https://news.g-enews.com/ko-kr/news/article/news_all/2020050611155064653b88961c8c_1/article.html?md=20200506141610_R>. Perelli, Amanda, and Dan Whateley. “How the Coronavirus Is Changing the Influencer Business, According to Marketers and Top Instagram and YouTube Stars.” Business Insider Australia 22 Mar. 2020. <https://www.businessinsider.com.au/how-coronavirus-is-changing-influencer-marketing-creator-industry-2020-3?r=US&IR=T>. Reid, Elise. “COVID-19 Could See Advertisers Move from Influencers to Streaming Sites.” Channel News 27 Apr. 2020. <https://www.channelnews.com.au/covid-19-could-see-advertisers-move-from-influencers-to-streaming-sites/>. Rowell, Andrew. “Coronavirus: Big Tobacco Sees an Opportunity in the Pandemic.” The Conversation 14 May 2020. <https://theconversation.com/coronavirus-big-tobacco-sees-an-opportunity-in-the-pandemic-138188>. Saito, Yurika. “コロナ禍で急増の「インスタライブ」。誰でも簡単に出来る視聴・配信方法 [The Boom of Instagram Live during the Pandemic: Anyone Can Easily Watch and Stream Content].” Forbes Japan 19 May 2020. <https://forbesjapan.com/articles/detail/34475>. Sanders, Krystal. “Perth Influencer Brooke Vulinovich Says Instagram Has Become ‘Lifeline’ for Small Businesses.” Perth Now 29 Apr. 2020. <https://www.perthnow.com.au/news/coronavirus/perth-influencer-brooke-vulinovich-says-instagram-has-become-lifeline-for-small-businesses-ng-b881533823z>. Stäheli, Urs, and Rudolf Stichweh. "Introduction: Inclusion/Exclusion–Systems Theoretical and Poststructuralist Perspectives." Inclusion/Exclusion and Socio-Cultural Identities, 2002. Stephens, Lee. “Why Influencer Marketing Will Win after COVID-19.” Ad News 9 Apr. 2020. <https://www.adnews.com.au/opinion/why-influencer-marketing-will-win-after-covid-19>. Tate, Andrew. “How Vanity Viral Marketing Ran Headlong into Coronavirus.” The New Daily 29 Apr. 2020. <https://thenewdaily.com.au/news/coronavirus/2020/04/28/how-vanity-viral-marketing-ran-headlong-into-corornavirus/>. Webb, Loren. “Brands Pivot Their Marketing Strategies in the Wake of the Coronavirus.” Dynamic Business 13 Mar. 2020. <https://dynamicbusiness.com.au/topics/news/brands-pivot-their-marketing-strategies-in-the-wake-of-the-coronavirus.html>. Wilkinson, Zoe. “Head to Head: Will the Economy of Celebrity and Influencer Endorsem*nt Recover after the COVID-19 Crisis?” Mumbrella 28 Apr. 2020. <https://mumbrella.com.au/head-to-head-will-the-economy-of-celebrity-and-influencer-endorsem*nt-recover-after-the-covid-19-crisis-625987>. Yadorigi, Yuki. “【第7回】コロナ禍のなかで生まれた光明、新たなアプローチによるコミュニケーション [Episode 7: A Light Emerged during the Corona Crisis, a Communication Based on a New Approach].” C-Station 28 Apr. 2020. <https://c.kodansha.net/news/detail/36286/>. Yamatogokoro. “アフターコロナの観光・インバウンドを考えるVol.4世界の観光業の取り組みから学ぶ、自治体・DMOが今まさにすべきこと [After Corona Tourism and Inbound Tourism Vol. 4: What Municipalities and DMOs Should Do Right Now to Learn from Global Tourism Initiatives].” Yamatogokoro 19 May 2020. Yoo, Hwan-In. "코로나 여파, 연예인·인플루언서 마케팅 활발 [COVID-19, Star-Influencer Marketing Becomes Active].” SkyDaily 19 May 2020. <http://www.skyedaily.com/news/news_view.html?ID=104772>. Appendix Open codes Axial codes 1) Brand leverage Targeting investors Targeting influencers Targeting new digital media formats Targeting consumers/customers/viewers Types of brands/clients 2) Industry shifts Brand preferences Content production Content format Follower preferences Type of Influencers Table 1: Full list of codes from our analysis

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Abstract:

Introduction: At the Crossroad Well, I’ve been an important pawn [in regeneration], for instance, changing doors and windows, enlarging them, eliminating shutters and thus having big open windows, light […] Then came the florist, through a common friend, who was the second huge pawn who trusted in this […] then came the pastry shop. (Alberto, 54, shop owner). Alberto is the owner of Pleasure Factory, one of two upmarket restaurants in a gentrifying crossroads area in northern Milan. He started buying apartments and empty stores in the 1980s, later becoming property manager of the building where he still lives. He also opened two restaurants, and then set up a neighbourhood commercial organisation. Alberto’s activities, and those of people like him, have been able to reverse the image and the usage of this public crossroad. This is something of which all of the involved actors are well aware. They have “bet,” as they say, and somehow “won” by changing people’s common understanding of, and approach to, this zone. This paper argues for the necessity of a closer look at the ways that place is produced through the multiple activities of small entrepreneurs and social actors, such as Alberto. This is because these activities represent the softer side of gentrification, and can create zones of pleasure and authenticity. Whilst market forces and multiple public interventions of gentrification’s “hard” side can lead to the displacement of people and uneven development, these softer zones of authenticity and pleasure have the power to shape the general neighbourhood brand (Atkinson 1830). Speaking rhetorically, these zones act as synecdoche for the surrounding environment. Places are in part built through the “atmosphere” that consumers seek throughout their daily routines. Following Gernot Böhme’s approach to spatial aesthetics, atmosphere can be viewed as the “relation between environmental qualities and human states” (114) and this relation is worked out daily in gentrified neighbourhoods. Not only do the passer-bys, local entrepreneurs, and sociologists contribute to the local making of atmosphere, but so does the production of the environmental qualities. These are the private and public interventions aimed at refurbishing, and somehow sanitising, specific zones of central neighbourhoods in order to make them suitable for middle class tastes (Julier 875). Not all gentrification processes are similar however, because of the unique influence of each city’s scalar rearrangements. The following section therefore briefly describes the changes in Milan in recent times. The paper will then describe the making of a zone of authentic pleasure at the Isola crossroads. I will show that soft gentrification happens through the making of specific zones where supply and demand match in ways that make for pleasant living. Milan, from Global to Local and Back Milan has a peculiar role in both the Italian and European contexts. Its metropolitan area, of 7.4 million inhabitants on a 12 000 km² surface, makes it the largest in Italy and the fifth in Europe (following Ruhr, Moscow, Paris and London). The municipal power has been pushing for a long-term strategy of population growth that would make Milan the “downtown” of the overall metropolitan area (Bricocoli and Savoldi 19), and take advantage of scalar rearrangements, such as State reconfigurations and setbacks. The overall goal of the government of Milan has been to increase the tax base and the local government’s political power. Milan also demonstrates the entrepreneurial turn adopted by many global cities, evident in the amount of project-based interventions, the involvement of international architecture studios (“La città della Moda” by Cesar Pelli; “Santa Giulia” by Norman Foster; “City-Life” and “the Fair” by Zaha Hadid and David Libeskind), and the hosting of mega-events, such as the Expo 2015. The Milan growth machine works then at different scales (global, national, city-region, neighbourhood) with several organisational actors involved, enormous investments and heavy political struggles to decide which coalition of winning actors will ride the tiger of uneven development. However, when we look at those transformations through the lens of the neighbourhood what we see is the making of zones within the larger texture of its streets and squares. This zone-making is similar to leopard’s spots within a contained urban space, it works for some time in specific streets and crossroads, then moves throughout the neighbourhood, as the process of gentrification goes on. The neighbourhood, which the zone of authentic pleasure I’m describing occurs, is called Isola (Island) because of its clustered shape between a railroad on the southern border and three major roads on the others. Isola was, until the 1980s, a working-class residential space with a strong tradition of left-wing political activism, with some small manufacturing businesses and minor commercial activities. This area remained quite removed from the overall urban development that radically shifted Milan towards a service economy in the 1960s and 1970s. However, during the 1980s and 1990s, the land price impacts of private activities and public policies in surrounding neighbourhoods increasingly pushed people and activities in the direction of Isola. Alberto explains this drift through the example of his first apartment: Just look at the evolution of my apartment. I bought it [in the 1980s] for 57 million lira, I remember, then sold it in 1992 for 160, then it was sold again for 200 000 euros, then four years ago for 250 000 and you have to understand that we’re talking about 47 square metres. If you consider the last price, 250 000, I’ll tell you that when I first came to the neighbourhood you could easily buy an entire building with that money. The building at number five in this street was entirely sold for 550 millions lira—you understand now why Isola is a huge real estate investment, people like it, its central, well served by the underground—well it still has to grow from a commercial standpoint… This evolution in land prices is clear when translated into the price for square metre: 2.4 euros for square meter in 1985, 3.4 in 1992, 4.2 in 2000 and 5.3 in 2006. The ratio increase is 120% in 20 years, demonstrating both the general boost in the economy of the area and also what is at stake within uneven development. What this paper argues is that parallel to this political economy dimension, which may be called the “hard side” of gentrification, there is also a “soft side” that deserves a closer attention. Pastry shops, cafés, bars, restaurants are as strategic as real estate investments (Zukin, Landscapes 195). The spatial concept that best captures the rationale of these activities is the zone, meaning a small and localised cluster of activities. I chose to add the features of pleasure and authenticity because of the role they play in ordinary consumption practices. In order to illustrate the specific relevance of soft gentrification I will now turn to the description of the Isola crossroad, a place that has been re-created through the interventions of several actors, such as Alberto above, and also Franca and her pastry shop. A Zone of Authentic Pleasure: Franca’s Pleasure Corner We’re walking through a small residential street and arrive at a crossroad. We turn to look to the four corners, one is occupied by a public school building, the second and the third by upmarket restaurants, and the last by a “typical” Sicilian pastry shop and café. We decide to enter here, find a seat and order a coffee together with a small cassata, a cake made with sweet cheese, almonds, pistachios and candied fruit. While we are experiencing this southern Italian breakfast at some thousand miles of spatial distance from its original site, a short man enters. He’s a well renowned TV comedian, best known for his would-be-magician gags. Everybody in the café recognises him but pretends to ignore his presence, he buys some pastries and leaves. Other customers come and go. The shop owner, an Italian lady in her forties called Franca, approaches to me and declares: “as you can see for yourself, we see elegant people here.” In this kind of neighbourhood it is common to see and share space with such “elegant” and well-known people, and to feel that a pleasant atmosphere is created through this public display. Franca opened the pastry shop three years ago, a short time after the upmarket restaurants on the other corners. However, when we interviewed her she wasn’t yet satisfied with the atmosphere: “when I go downtown and come back, I feel depressed … it’s developing but still has not grown enough … Isn’t one of the classic rich places in Milan—it’s kind of a weird place.” Through these and other similar statements she expressed a feeling of delusion toward the neighbourhood—a feeling on which she’s building her tale—that emerged in contrast to the kind of environment Franca would consider more apt for her shop. Franca’s a newcomer, but knows that the neighbourhood has been “sanitised.” “It really was a criminal area” she states, using overtly derogatory terms just like they were neutral: “riffraff” for the customers of ordinary bars, “dull” for the northern part of the neighbourhood where “there even are kebab shops.” In contrast she lists her beloved customers: journalists, architects, two tenors, people working at the theatre nearby, and the local TV celebrity described earlier. When she refers to the crossroad she speaks of it as, “maybe the gem of the neighbourhood.” At some point she declares what makes her proud: A place like this regenerates the neighbourhood—to be sure, if I ever open a harbour bar I’d attract riffraff who would discredit the place. In short it’s not, to make an example, a club where you play cards, that bring in the underworld, noise, nuisance—here the customer is the typical middle class, all right people. The term “all right people” reoccurs in several of Franca’s statements. Her initial economic sacrifices, relative though if, as she says, she’s able to open another shop in a more central place (“we would like to become a chain-store”), are now compensated by the recognition she gets from her more polished clients. She also expresses a personal satisfaction in the role she has played in the changes in Isola: “until now it’s just a matter of personal satisfaction—of seeing, I’ve built this stuff.” Franca’s story demonstrates that the soft side of gentrification is also produced by individuals that have little in common with the huge capital investment that is at stake in real estate development, or the chain stores that are also opening in the neighbourhood. In one way, Franca is alone in her quest for regeneration, as most entrepreneurs are. In another way, though, she is not. Not only is she participating in the “upgrading” together with other small business owners and consumers who all agree on the direction to follow, thus building together a zone of authentic pleasure, but she can also rely on a “critical infrastructure” of architects, designers and consultants (Zukin, Landscapes 202) that knows perfectly how to do the job. With much pride in her interior design choices, Franca pointed out how her café mixes chic with classic and opposing them to a flashy and folk décor. She showed us the black-and-white pictures at the wall depicting Paris in the 1960s, the unique design coffee machine model she owns, and the flower vases conceived by a famous designer and filled by her neighbour florist. The colours chosen for the interior are orange, tied to oranges—a typical product of Sicily, whereas the brown colour relates to the land, and the gold is linked to elegance. The mixing of warm colours, Franca explained, makes the atmosphere cosy. Where did this owner get all these idea(l)s? Franca relied on an Italian interior design studio, which works at a global scale furnishing hotels, restaurants, bars, shops, bathing establishments, and airports in New York, Barcelona, Paris, and Milan. The architect with whom she dealt with let her “work together” in order to have an autonomous set of choices that match the brand’s offer. Authenticity thus becomes part of the décor in a systematic way, and the feeling of a pleasant atmosphere is constantly reproduced through the daily routines of consumption. Again, not alone in the regeneration process but feeling as if she is “on her own,” Franca struggles daily to protect the atmosphere she’s building: “My point is avoiding having kids or tramps as customers—I don’t want an indiscriminate presence, like people coming here for a glass of wine and maybe getting drunk. I mean, this is not the place to come and have a bianchino [cheap white wine]. People coming here have a spumante, and behave in a completely different fashion.” The opposition between a bianchino, the cheap white wine, and the spumante is one that clarifies the moral boundary between the targets of soft gentrification. In Italian popular culture, and especially in the past, it was a common male habit to have bianchino from late morning onwards. Bars therefore served as gendered public spaces where common people would rest from working activities and the family sphere. Franca, together with many new bars and cafes that construct zones of authentic pleasure in gentrifying neighbourhoods, is trying to update this cultural practice. The spumante adds a sparkling element to consumption and is branded as a trendy aperitif wine, which appeals to younger tastes and lifestyles. By utilising a global design studio, Franca connects to global patterns of urban development and the hom*ogenising of local atmospheres. Furthermore, by preferencing different consumption behaviours she contributes to the social transformation of the neighbourhood by selecting customers. This tendency towards segregation, rather than mixing, is a relevant feature here, since the Franca’s favourite clientele are clearly “people like us” (Butler 2469). Zones like the one described above are thus places where uneven development shows its social, interactive and public façade. Pleasure and Authenticity in Soft Gentrification The production of “atmosphere” in a gentrifying neighbourhood goes together with customers’ taste and preferences. The supply-side of building the environmental landscape for a “pleasant” zone needs a demand-side, consumers buying, supporting, and appreciating the outcome of the activities of business people like Franca. The two are one, most of the time, because tastes and preferences are linked to class, gender, and ethnicity, which makes a sort of mutual redundancy. To put it abruptly: similar people, spending their time in the same places and in a similar way. As I have shown above, the pastry shop owner Franca went for mixing chic and classic in her interior design. That is distinctiveness and familiarity, individualisation and commonality in one unique environment. Seen from the consumer’s perspective, this leads to what has been depicted by Sharon Zukin in her account of the crisis of authenticity in New York. People, she says, are yearning for authenticity because this: reflects the separation between our experience of space and our sense of self that is so much a part of modern mentalities. Though we think authenticity refers to a neighbourhood’s innate qualities, it really expresses our own anxieties about how places change. The idea of authenticity is important because it connects our individual yearning to root ourselves in a singular time and place to a cosmic grasp or larger social forces that remake our world from many small and often invisible actions. (220) Among the “many small and invisible actions” are the ones made by Franca and the global interior design firm she hired, but also those done daily by her customers. For instance, Christian a young advertising executive who lives two blocks away from the pastry shop. He defines himself an “executive creative director” [in English, while the interview was in Italian]. Asked on cooking practices and the presentation he makes to his guests, he declares that the main effort is on: The mise en place—the mise en place with no doubt. The mise en place must be appropriate to what you’re doing. Sometimes you get the mise en place simply serving a plateau, when you correctly couple cheese and salami, even better when you couple fresh cheese with vegetables or you give a slightly creative touch with some fruit salad, like seitan with avocado, no? They become beautiful to see and the mise en place saves it, the aesthetics does its job …Do you feel there are foods, beverages or consumption occasions you consider not worth giving up at all? The only thing I wouldn’t give up is going out in the morning, and having a cappuccino down there in the tiny pastry shop and having some brioches while I’m at the bar. Those that are not frozen beforehand but cooked just in time and have a breakfast, for just two euros, two euros and ten […] cappuccino and fresh brioche, baked just then, otherwise I cannot even think—if I’m in Milan I hardly think correctly—I mean I can’t wake up really without a good cappuccino and a good brioche. Christian is one of the new residents that was attracted to this neighbourhood because of the benefits of its uneven development: relatively affordable rent prices, services, and atmosphere. Commonality is among them, but also distinctiveness. Each morning he can have his “good cappuccino and good brioche” freshly baked to suit his taste and that allows him to differentiate between other brioches, namely the industrialised ones, those “frozen beforehand.” More importantly, he can do this by simply crossing the street and entering one of the pleasure zones that are making Isola, there and now, the new gentrified Milanese neighbourhood. Zones of Authentic Pleasure In this paper I have argued that a closer attention to the softer side of gentrification can help to understand how taste and uneven development mesh together, to produce the common shape we find in gentrified neighbourhoods. These typical urban spaces are made of streets, sidewalks, squares, and walls, but also shop windows and signs, pavement cafés, planters, and the street-life that turns around all of this. Both built environment and interaction produces the atmosphere of authentic pleasure, which is offered by local entrepreneurs and sought by the people who go there. Pleasure is a central feature because of the increasing role of consumption activities in the city and the role of individual consumption practices. I f we observe closely the local scale where all of these practices take place, we can clearly distinguish one zone from another because of their localised effervescence. Neighbourhoods are not equally affected by gentrification. Internally specific zones emerge as those having the capacity to subsume the entire process. These are the ones I have described in this paper—zones of authentic pleasure, where the supply and demand for an authentic distinctive and communal atmosphere takes place. Ephemeral spaces; if one looks at the political economy of place through a macro lens. But if the aim is to understand why certain zones prove to be successful and others not, then exploring how soft gentrification is daily produced and consumed is fundamental.Acknowledgments This article draws on data produced by the research team for the CSS project ‘Middle Class and Consumption: Boundaries, Standards and Discourses’. The team comprised Marco Santoro, Roberta Sassatelli and Giovanni Semi (Coordinators), Davide Caselli, Federica Davolio, Paolo Magaudda, Chiara Marchetti, Federico Montanari and Francesca Pozzi (Research Fellows). The ethnographic data on Milan were mainly produced by Davide Caselli and by the Author. The author wishes to thank the anonymous referees for wise and kind remarks and Michelle Hall for editing and suggestions. References Atkinson, Rowland. “Domestication by Cappuccino or a Revenge on Urban Space? Control and Empowerment in the Management of Public Spaces.” Urban Studies 40.9 (2003): 1829–1843. Böhme, Gernot. “Atmosphere as the Fundamental Concept of a New Aesthetics.” Thesis Eleven 36 (1993): 113–126. Bricocoli, Massimo, and Savoldi Paola. Milano Downtown: Azione Pubblica e Luoghi dell’Abitare. Milano: et al./Edizioni, 2010. Butler, Tim. “Living in the Bubble: Gentrification and Its ‘Others’ in North London.” Urban Studies 40.12 (2003): 2469–2486. Julier, Guy. “Urban Designscapes and the Production of Aesthetic Consent.” Urban Studies 42.5/6 (2005): 869–887. Zukin, Sharon. Landscapes of Power. From Detroit to Disney World. Berkeley and Los Angeles: University of California Press, 1991. ———. Naked City. The Death and Life of Authentic Urban Places. New York: Oxford UP, 2010.

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Newspapers and the 7:15 Showing Cinemagoing involves planning. Even in the most impromptu instances, one has to consider meeting places, line-ups and competing responsibilities. One arranges child care, postpones household chores, or rushes to finish meals. One must organise transportation and think about routes, traffic, parking or public transit. And during the course of making plans for a trip to the cinema, whether alone or in the company of others, typically one turns to locate a recent newspaper. Consulting its printed page lets us ascertain locations, a selection of film titles and their corresponding show times. In preparing to feed a cinema craving, we burrow through a newspaper to an entertainment section, finding a tableau of information and promotional appeals. Such sections compile the mini-posters of movie advertisem*nts, with their truncated credits, as well as various reviews and entertainment news. We see names of shopping malls doubling as names of theatres. We read celebrity gossip that may or may not pertain to the film selected for that occasion. We informally rank viewing priorities ranging from essential theatrical experiences to those that can wait for the videotape release. We attempt to assess our own mood and the taste of our filmgoing companions, matching up what we suppose are appropriate selections. Certainly, other media vie to supplant the newspaper's role in cinemagoing; many now access on-line sources and telephone services that offer the crucial details about start times. Nonetheless, as a campaign by the Newspaper Association of America in Variety aimed to remind film marketers, 80% of cinemagoers refer to newspaper listings for times and locations before heading out. The accuracy of that association's statistics notwithstanding, for the moment, the local daily or weekly newspaper has a secure place in the routines of cinematic life. A basic impetus for the newspaper's role is its presentation of a schedule of show times. Whatever the venue -- published, phone or on-line -- it strikes me as especially telling that schedules are part of the ordinariness of cinemagoing. To be sure, there are those who decide what film to see on site. Anecdotally, I have had several people comment recently that they no longer decide what movie to see, but where to see a (any) movie. Regardless, the schedule, coupled with the theatre's location, figures as a point of coordination for travel through community space to a site of film consumption. The choice of show time is governed by countless demands of everyday life. How often has the timing of a film -- not the film itself, the theatre at which it's playing, nor one's financial situation --determined one's attendance? How familiar is the assessment that show times are such that one cannot make it, that the film begins a bit too earlier, that it will run too late for whatever reason, and that other tasks intervene to take precedence? I want to make several observations related to the scheduling of film exhibition. Most generally, it makes manifest that cinemagoing involves an exercise in the application of cinema knowledge -- that is, minute, everyday facilities and familiarities that help orchestrate the ordinariness of cultural life. Such knowledge informs what Michel de Certeau characterises as "the procedures of everyday creativity" (xiv). Far from random, the unexceptional decisions and actions involved with cinemagoing bear an ordering and a predictability. Novelty in audience activity appears, but it is alongside fairly exact expectations about the event. The schedule of start times is essential to the routinisation of filmgoing. Displaying a Fordist logic of streamlining commodity distribution and the time management of consumption, audiences circulate through a machine that shapes their constituency, providing a set time for seating, departure, snack purchases and socialising. Even with the staggered times offered by multiplex cinemas, schedules still lay down a fixed template around which other activities have to be arrayed by the patron. As audiences move to and through the theatre, the schedule endeavours to regulate practice, making us the subjects of a temporal grid, a city context, a cinema space, as well as of the film itself. To be sure, one can arrive late and leave early, confounding the schedule's disciplining force. Most importantly, with or without such forms of evasion, it channels the actions of audiences in ways that consideration of the gaze cannot address. Taking account of the scheduling of cinema culture, and its implication of adjunct procedures of everyday life, points to dimensions of subjectivity neglected by dominant theories of spectatorship. To be the subject of a cinema schedule is to understand one assemblage of the parameters of everyday creativity. It would be foolish to see cinema audiences as cattle, herded and processed alone, in some crude Gustave LeBon fashion. It would be equally foolish not to recognise the manner in which film distribution and exhibition operates precisely by constructing images of the activity of people as demographic clusters and generalised cultural consumers. The ordinary tactics of filmgoing are supplemental to, and run alongside, a set of industrial structures and practices. While there is a correlation between a culture industry's imagined audience and the life that ensues around its offerings, we cannot neglect that, as attention to film scheduling alerts us, audiences are subjects of an institutional apparatus, brought into being for the reproduction of an industrial edifice. Streamline Audiences In this, film is no different from any culture industry. Film exhibition and distribution relies on an understanding of both the market and the product or service being sold at any given point in time. Operations respond to economic conditions, competing companies, and alternative activities. Economic rationality in this strategic process, however, only explains so much. This is especially true for an industry that must continually predict, and arguably give shape to, the "mood" and predilections of disparate and distant audiences. Producers, distributors and exhibitors assess which films will "work", to whom they will be marketed, as well as establish the very terms of success. Without a doubt, much of the film industry's attentions act to reduce this uncertainty; here, one need only think of the various forms of textual continuity (genre films, star performances, etc.) and the economies of mass advertising as ways to ensure box office receipts. Yet, at the core of the operations of film exhibition remains a number of flexible assumptions about audience activity, taste and desire. These assumptions emerge from a variety of sources to form a brand of temporary industry "commonsense", and as such are harbingers of an industrial logic. Ien Ang has usefully pursued this view in her comparative analysis of three national television structures and their operating assumptions about audiences. Broadcasters streamline and discipline audiences as part of their organisational procedures, with the consequence of shaping ideas about consumers as well as assuring the reproduction of the industrial structure itself. She writes, "institutional knowledge is driven toward making the audience visible in such a way that it helps the institutions to increase their power to get their relationship with the audience under control, and this can only be done by symbolically constructing 'television audience' as an objectified category of others that can be controlled, that is, contained in the interest of a predetermined institutional goal" (7). Ang demonstrates, in particular, how various industrially sanctioned programming strategies (programme strips, "hammocking" new shows between successful ones, and counter-programming to a competitor's strengths) and modes of audience measurement grow out of, and invariably support, those institutional goals. And, most crucially, her approach is not an effort to ascertain the empirical certainty of "actual" audiences; instead, it charts the discursive terrain in which the abstract concept of audience becomes material for the continuation of industry practices. Ang's work tenders special insight to film culture. In fact, television scholarship has taken full advantage of exploring the routine nature of that medium, the best of which deploys its findings to lay bare configurations of power in domestic contexts. One aspect has been television time and schedules. For example, David Morley points to the role of television in structuring everyday life, discussing a range of research that emphasises the temporal dimension. Alerting us to the non- necessary determination of television's temporal structure, he comments that we "need to maintain a sensitivity to these micro-levels of division and differentiation while we attend to the macro-questions of the media's own role in the social structuring of time" (265). As such, the negotiation of temporal structures implies that schedules are not monolithic impositions of order. Indeed, as Morley puts it, they "must be seen as both entering into already constructed, historically specific divisions of space and time, and also as transforming those pre-existing division" (266). Television's temporal grid has been address by others as well. Paddy Scannell characterises scheduling and continuity techniques, which link programmes, as a standardisation of use, making radio and television predictable, 'user friendly' media (9). John Caughie refers to the organization of flow as a way to talk about the national particularities of British and American television (49-50). All, while making their own contributions, appeal to a detailing of viewing context as part of any study of audience, consumption or experience; uncovering the practices of television programmers as they attempt to apprehend and create viewing conditions for their audiences is a first step in this detailing. Why has a similar conceptual framework not been applied with the same rigour to film? Certainly the history of film and television's association with different, at times divergent, disciplinary formations helps us appreciate such theoretical disparities. I would like to mention one less conspicuous explanation. It occurs to me that one frequently sees a collapse in the distinction between the everyday and the domestic; in much scholarship, the latter term appears as a powerful trope of the former. The consequence has been the absenting of a myriad of other -- if you will, non-domestic -- manifestations of everyday-ness, unfortunately encouraging a rather literal understanding of the everyday. The impression is that the abstractions of the everyday are reduced to daily occurrences. Simply put, my minor appeal is for the extension of this vein of television scholarship to out-of-home technologies and cultural forms, that is, other sites and locations of the everyday. In so doing, we pay attention to extra-textual structures of cinematic life; other regimes of knowledge, power, subjectivity and practice appear. Film audiences require a discussion about the ordinary, the calculated and the casual practices of cinematic engagement. Such a discussion would chart institutional knowledge, identifying operating strategies and recognising the creativity and multidimensionality of cinemagoing. What are the discursive parameters in which the film industry imagines cinema audiences? What are the related implications for the structures in which the practice of cinemagoing occurs? Vectors of Exhibition Time One set of those structures of audience and industry practice involves the temporal dimension of film exhibition. In what follows, I want to speculate on three vectors of the temporality of cinema spaces (meaning that I will not address issues of diegetic time). Note further that my observations emerge from a close study of industrial discourse in the U.S. and Canada. I would be interested to hear how they are manifest in other continental contexts. First, the running times of films encourage turnovers of the audience during the course of a single day at each screen. The special event of lengthy anomalies has helped mark the epic, and the historic, from standard fare. As discussed above, show times coordinate cinemagoing and regulate leisure time. Knowing the codes of screenings means participating in an extension of the industrial model of labour and service management. Running times incorporate more texts than the feature presentation alone. Besides the history of double features, there are now advertisem*nts, trailers for coming attractions, trailers for films now playing in neighbouring auditoriums, promotional shorts demonstrating new sound systems, public service announcements, reminders to turn off cell phones and pagers, and the exhibitor's own signature clips. A growing focal point for filmgoing, these introductory texts received a boost in 1990, when the Motion Picture Association of America changed its standards for the length of trailers, boosting it from 90 seconds to a full two minutes (Brookman). This intertextuality needs to be supplemented by a consideration of inter- media appeals. For example, advertisem*nts for television began appearing in theatres in the 1990s. And many lobbies of multiplex cinemas now offer a range of media forms, including video previews, magazines, arcades and virtual reality games. Implied here is that motion pictures are not the only media audiences experience in cinemas and that there is an explicit attempt to integrate a cinema's texts with those at other sites and locations. Thus, an exhibitor's schedule accommodates an intertextual strip, offering a limited parallel to Raymond Williams's concept of "flow", which he characterised by stating -- quite erroneously -- "in all communication systems before broadcasting the essential items were discrete" (86-7). Certainly, the flow between trailers, advertisem*nts and feature presentations is not identical to that of the endless, ongoing text of television. There are not the same possibilities for "interruption" that Williams emphasises with respect to broadcasting flow. Further, in theatrical exhibition, there is an end-time, a time at which there is a public acknowledgement of the completion of the projected performance, one that necessitates vacating the cinema. This end-time is a moment at which the "rental" of the space has come due; and it harkens a return to the street, to the negotiation of city space, to modes of public transit and the mobile privatisation of cars. Nonetheless, a schedule constructs a temporal boundary in which audiences encounter a range of texts and media in what might be seen as limited flow. Second, the ephemerality of audiences -- moving to the cinema, consuming its texts, then passing the seat on to someone else -- is matched by the ephemerality of the features themselves. Distributors' demand for increasing numbers of screens necessary for massive, saturation openings has meant that films now replace one another more rapidly than in the past. Films that may have run for months now expect weeks, with fewer exceptions. Wider openings and shorter runs have created a cinemagoing culture characterised by flux. The acceleration of the turnover of films has been made possible by the expansion of various secondary markets for distribution, most importantly videotape, splintering where we might find audiences and multiplying viewing contexts. Speeding up the popular in this fashion means that the influence of individual texts can only be truly gauged via cross-media scrutiny. Short theatrical runs are not axiomatically designed for cinemagoers anymore; they can also be intended to attract the attention of video renters, purchasers and retailers. Independent video distributors, especially, "view theatrical release as a marketing expense, not a profit center" (Hindes & Roman 16). In this respect, we might think of such theatrical runs as "trailers" or "loss leaders" for the video release, with selected locations for a film's release potentially providing visibility, even prestige, in certain city markets or neighbourhoods. Distributors are able to count on some promotion through popular consumer- guide reviews, usually accompanying theatrical release as opposed to the passing critical attention given to video release. Consequently, this shapes the kinds of uses an assessment of the current cinema is put to; acknowledging that new releases function as a resource for cinema knowledge highlights the way audiences choose between and determine big screen and small screen films. Taken in this manner, popular audiences see the current cinema as largely a rough catalogue to future cultural consumption. Third, motion picture release is part of the structure of memories and activities over the course of a year. New films appear in an informal and ever-fluctuating structure of seasons. The concepts of summer movies and Christmas films, or the opening weekends that are marked by a holiday, sets up a fit between cinemagoing and other activities -- family gatherings, celebrations, etc. Further, this fit is presumably resonant for both the industry and popular audiences alike, though certainly for different reasons. The concentration of new films around visible holiday periods results in a temporally defined dearth of cinemas; an inordinate focus upon three periods in the year in the U.S. and Canada -- the last weekend in May, June/July/August and December -- creates seasonal shortages of screens (Rice-Barker 20). In fact, the boom in theatre construction through the latter half of the 1990s was, in part, to deal with those short-term shortages and not some year-round inadequate seating. Configurations of releasing colour a calendar with the tactical manoeuvres of distributors and exhibitors. Releasing provides a particular shape to the "current cinema", a term I employ to refer to a temporally designated slate of cinematic texts characterised most prominently by their newness. Television arranges programmes to capitalise on flow, to carry forward audiences and to counter-programme competitors' simultaneous offerings. Similarly, distributors jostle with each other, with their films and with certain key dates, for the limited weekends available, hoping to match a competitor's film intended for one audience with one intended for another. Industry reporter Leonard Klady sketched some of the contemporary truisms of releasing based upon the experience of 1997. He remarks upon the success of moving Liar, Liar (Tom Shadyac, 1997) to a March opening and the early May openings of Austin Powers: International Man of Mystery (Jay Roach, 1997) and Breakdown (Jonathan Mostow, 1997), generally seen as not desirable times of the year for premieres. He cautions against opening two films the same weekend, and thus competing with yourself, using the example of Fox's Soul Food (George Tillman, Jr., 1997) and The Edge (Lee Tamahori, 1997). While distributors seek out weekends clear of films that would threaten to overshadow their own, Klady points to the exception of two hits opening on the same date of December 19, 1997 -- Tomorrow Never Dies (Roger Spottiswoode, 1997) and Titanic (James Cameron, 1997). Though but a single opinion, Klady's observations are a peek into a conventional strain of strategising among distributors and exhibitors. Such planning for the timing and appearance of films is akin to the programming decisions of network executives. And I would hazard to say that digital cinema, reportedly -- though unlikely -- just on the horizon and in which texts will be beamed to cinemas via satellite rather than circulated in prints, will only augment this comparison; releasing will become that much more like programming, or at least will be conceptualised as such. To summarize, the first vector of exhibition temporality is the scheduling and running time; the second is the theatrical run; the third is the idea of seasons and the "programming" of openings. These are just some of the forces streamlining filmgoers; the temporal structuring of screenings, runs and film seasons provides a material contour to the abstraction of audience. Here, what I have delineated are components of an industrial logic about popular and public entertainment, one that offers a certain controlled knowledge about and for cinemagoing audiences. Shifting Conceptual Frameworks A note of caution is in order. I emphatically resist an interpretation that we are witnessing the becoming-film of television and the becoming-tv of film. Underneath the "inversion" argument is a weak brand of technological determinism, as though each asserts its own essential qualities. Such a pat declaration seems more in line with the mythos of convergence, and its quasi-Darwinian "natural" collapse of technologies. Instead, my point here is quite the opposite, that there is nothing essential or unique about the scheduling or flow of television; indeed, one does not have to look far to find examples of less schedule-dependent television. What I want to highlight is that application of any term of distinction -- event/flow, gaze/glance, public/private, and so on -- has more to do with our thinking, with the core discursive arrangements that have made film and television, and their audiences, available to us as knowable and different. So, using empirical evidence to slide one term over to the other is a strategy intended to supplement and destabilise the manner in which we draw conclusions, and even pose questions, of each. What this proposes is, again following the contributions of Ien Ang, that we need to see cinemagoing in its institutional formation, rather than some stable technological, textual or experiential apparatus. The activity is not only a function of a constraining industrial practice or of wildly creative patrons, but of a complex inter-determination between the two. Cinemagoing is an organisational entity harbouring, reviving and constituting knowledge and commonsense about film commodities, audiences and everyday life. An event of cinema begins well before the dimming of an auditorium's lights. The moment a newspaper is consulted, with its local representation of an internationally circulating current cinema, its listings belie a scheduling, an orderliness, to the possible projections in a given location. As audiences are formed as subjects of the current cinema, we are also agents in the continuation of a set of institutions as well. References Ang, Ien. Desperately Seeking the Audience. New York: Routledge, 1991. Brookman, Faye. "Trailers: The Big Business of Drawing Crowds." Variety 13 June 1990: 48. Caughie, John. "Playing at Being American: Games and Tactics." Logics of Television: Essays in Cultural Criticism. Ed. Patricia Mellencamp. Bloomington: Indiana UP, 1990. De Certeau, Michel. The Practice of Everyday Life. Trans. Steve Rendall. Berkeley: U of California P, 1984. Hindes, Andrew, and Monica Roman. "Video Titles Do Pitstops on Screens." Variety 16-22 Sep. 1996: 11+. Klady, Leonard. "Hitting and Missing the Market: Studios Show Savvy -- or Just Luck -- with Pic Release Strategies." Variety 19-25 Jan. 1998: 18. Morley, David. Television, Audiences and Cultural Studies. New York: Routledge, 1992. Newspaper Association of America. "Before They See It Here..." Advertisem*nt. Variety 22-28 Nov. 1999: 38. Rice-Barker, Leo. "Industry Banks on New Technology, Expanded Slates." Playback 6 May 1996: 19-20. Scannell, Paddy. Radio, Television and Modern Life. Oxford: Blackwell, 1996. Williams, Raymond. Television: Technology and Cultural Form. New York: Schocken, 1975. Citation reference for this article MLA style: Charles Acland. "Matinees, Summers and Opening Weekends: Cinemagoing Audiences as Institutional Subjects." M/C: A Journal of Media and Culture 3.1 (2000). [your date of access] <http://www.uq.edu.au/mc/0003/cinema.php>. Chicago style: Charles Acland, "Matinees, Summers and Opening Weekends: Cinemagoing Audiences as Institutional Subjects," M/C: A Journal of Media and Culture 3, no. 1 (2000), <http://www.uq.edu.au/mc/0003/cinema.php> ([your date of access]). APA style: Charles Acland. (2000) Matinees, Summers and Opening Weekends: Cinemagoing Audiences as Institutional Subjects. M/C: A Journal of Media and Culture 3(1). <http://www.uq.edu.au/mc/0003/cinema.php> ([your date of access]).

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The release of Al Gore’s An Inconvenient Truth and his subsequent training of thousands of Climate Presenters marks a critical transition point in communication around climate change. An analysis of Al Gore’s An Inconvenient Truth presentation and of the guidelines we were taught as Presenters in The Climate Project, show they reflect the marketing principles that the World Wildlife Fund (WWF) report Weatherco*cks and Signposts (Crompton) argues cannot achieve the systemic and transformational changes required to address global warming. This paper will consider the ultimate effectiveness of social marketing approaches to Climate change communication and the Al Gore Climate Project in the light of the WWF critique. Both the film and the various slideshow presentations of An Inconvenient Truth conclude with a series of suggestions about how to “how to start” changing “the way you live.” The audience is urged to: Reduce your own emissions Switch to green power Offset the rest Spread the word The focus on changing individual consumption in An Inconvenient Truth is also reflected in the climate campaign page Get Involved on the website of the Australian Conservation Foundation (ACF)—the Australian partner in Al Gore’s The Climate Project (TCP). Al Gore’s Climate Project, with over 3,000 Climate Presenters worldwide, could be seen as a giant experimental test of the merits of marketing approaches to social change as compared to the recommendations in the WWF critique authored by Crompton. In Orion magazine, Derrick Jensen has described this emphasis on “personal consumption” instead of “organized political resistance” as “a campaign of systematic misdirection.” Jensen points out that “even if every person in the United States did everything the movie suggested, U.S. carbon emissions would fall by only 22 percent.” The latest scientific reports show we are on the edge of a tipping point into catastrophic climate change—runaway warming which would render the planet uninhabitable for most life forms, including humans (Hansen et al 13). To reduce the risk of catastrophic climate change to a still worrying 13% we need significant action between now and 2012, and carbon dioxide levels will need to be stabilised at between 350 and 375 parts per million by 2050 (Elzen and Meinshausen 17). Because Americans and Australians are taking far more than our share of the global atmospheric commons, we need to reduce our emissions to less than 90% below 1990 levels by 2050 as our share of the global emission reduction targets (Elzen and Meinshausen 24; Garnaut 283). In other words, if one takes the science seriously there is a huge shortfall between the reductions which can be achieved by individual changes to consumption and the scale of reductions that are required to reduce the risk of catastrophic climate change to a half-way tolerable level. The actions being promoted as solutions are nowhere near “inconvenient” enough to solve the problem. Like Crompton and Jensen I was inclined to take the gap between goal and means as overwhelming evidence for the inadequacy of marketing approaches emphasising changes to individual consumption choices. Like them I was concerned that the emphasis on consumption in marketing approaches may even reinforce the consumerism and materialism that drives the growth in emissions. Whilst being generally critical of marketing approaches, Crompton says he accepts the importance marketers place on tailoring the message to fit the motivations of the target audience (25). However, while Crompton describes Rose and Dade’s “Values Modes analysis” as “a sophisticated technique for audience segmentation” (21), he rejects the campaign strategies designed around the target audiences they identify (23). Market segmentation provides communications practitioners with the “extensive knowledge of whom you are trying to reach and what moves them” which is one of the “three must haves” of a successful communication campaign (Fenton 3). Rose and Dade’s segmentation analysis categorises people based on the motivational hierarchy in Maslow’s Hierarchy of Needs. They identify three population groupings—the Settlers, driven by security; the Prospectors, esteem driven; and the Pioneers, who are motivated by intrinsic values (1). As with Maslow’s hierarchy these “Values Modes” are developmentally dynamic. The satisfaction of more basic needs, like physical safety and economic security, support a developmental pathway to the next level. Just as the satisfaction of the need for social acceptance and status free the individual to become motivated by self-actualisation, universal and compassionate ethics, and transcendence. Because individuals move in and out of Values Modes, depending on the degree to which economic, social and political conditions facilitate the satisfaction of their needs, the percentage of the population in each group varies across time and location (Rose and Dade 1). In 2007 the UK population was 20% Settlers, 40% Prospectors, and 40% Pioneers (Rose and Dade 1), but the distribution in other countries would need to be determined empirically. Rose et al provide a strategic rationale for a marketing based climate campaign targeted at changing the behaviours of Prospectors, rather than appealing to Pioneers. While the Pioneers are 40% of the population, they don’t like being “marketed at,” they seek out information for themselves and make up their own minds, and “will often have already considered your ideas and decided what to do” (6). They are also well catered for by environmental groups’ existing ethical and issues based campaigns (3). Prospectors, on the other hand, are the 40% of the population which are the “least reached” by existing ethical or issues oriented environmental campaigning; are the most enthusiastic (or “voracious”) consumers, so their choices will sway business; and they tend to be swinging voters, so if their opinions change it will sway politicians (4). Rose et al (13) found that in order to appeal to Prospectors a climate change communications campaign should: Refer to local, visible, negative changes involving loss or damage [In the UK] show the significance of UK emissions and those of normal people (i.e. like them) Use interest in homes and gardens Deploy the nag factor of their children Create offers which are above all easy, cost-effective, instant and painless Prospectors don’t like, and will be put off by campaigns that (Rose et al 13): Talk about the implications: too remote and they are not very bothered Use messengers (voices) which lack authority or could be challenged Criticise behaviours (e.g. wrong type of car, ‘wasting’ energy in your home) Ask them to give things up Ask them to be the first to change (amongst their peers) Invoke critical judgement by others Crompton recommends an environmental campaign that attempts to persuade Prospectors that they are wrong in thinking material consumption and “ostentatious displays of wealth” contribute to their happiness. Prospectors see precisely these sorts of comments by Concerned Ethicals as a judgemental criticism of their love of things, and a denial of their need for the acceptance and approval of others. Maslow’s developmental model, as well as the Value Modes research, would suggest that Crompton’s proposal is the exact opposite of what is required to move Prospectors into the Pioneer value mode. It is by accepting the values people have, and allowing them to meet the needs that drive them, that they can move on to more intrinsically motivated action. Crompton would appear to fall into the common “NGO or public sector campaign […] trap” of devising a campaign based on what will appeal to the 10% of the population that are Concerned Ethicals, but in the process “particularly annoy or intimidate” the strategically significant 40% of the population that are Prospectors (Rose et al 8). Crompton ignores the evidence from marketing campaign research that campaigns can’t directly change people’s basic motivations, while they can change people’s behaviours if they target their existing motivations. Contrary to Crompton’s claim that promoting green consumption will reinforce consumerism and materialism (16), Rose and Dade base their campaign strategy on the results of research into cognitive dissonance, which show that if you can get someone to act a certain way, they will alter their beliefs and preferences, as well as their self concept, to fit with their actions. Crompton confuses a tactic in a larger game, with the end goal of the game. “The trick is to get them to do the behaviour, not to develop the opinion” (Rose, “VBCOP” 2). Prospectors are persuaded to adopt a behaviour if they see it as “in,” and as what everyone else like them is doing. They are more easily persuaded to buy a product than adopt some other sort of behavioural change. The next part of an environmental marketing strategy like this is to label, praise and reward the behaviour (Futerra 11). Rose suggests that Prospectors can be engaged politically if governments are called on to recognise and reward the behaviour “say by giving them a tax break or paying them for their rooftop energy contribution” (“VBCOP” 3). Once governments have given such rewards, both Settlers and Propectors will fight to keep them, where they are normally disinclined to fight political battles. Once Prospectors identify themselves as, for example, in favour of renewable energy, politicians can be persuaded they need to act to get and keep votes, and business can be persuaded to change in order to continue to attract buyers for their products. In order to achieve the scale of emission reductions required individuals need to change their consumption patterns; politicians need to change the regulatory and planning context in which both individual and corporate decisions are made; and the economic system needs to be transformed so it internalises environmental costs and operates within environmental limits. Social marketing analyses have identified changing Prospectors buying habits as the wedge, or leverage point that can lead to such a cascading set of social, political and economic changes. Just as changing Prospector product choices can be exploited as a key leverage point, Al Gore identified getting United States commitment to emission reduction as a key leverage point towards achieving global commitments to binding reduction targets. Because the United States had the highest national greenhouse emissions, and was one of the two industrialised countries who had failed to sign the Kyoto Protocol, changing behaviour and belief in the United States was strategically critical to achieving global action on emissions reduction. Al Gore initially attempted to get the United States to sign the Kyoto Protocol and commit to emission reduction by working directly at the political level, without building the popular support for action that would encourage other politicians to support his proposals. In the movie, Al Gore talks about the defeat of his initial efforts to get the United States to sign the Kyoto Protocol, and of his recognition of the need to gain wider public support before political action would be taken. He talks about the unsuitability of the mass news media as a vehicle for achieving social and political change on climate emissions. The priority given to conflict as a news value means journalists focus on the personalities involved in disputes about climate change rather than provide an analysis of the issue. When climate experts explain the consensus position of the Intergovernmental Panel on Climate Change (IPCC), they are “balanced” with opposing statements from the handful of (commonly fossil fuel industry funded) climate deniers. Because climate emissions are part of a complex process of slow change occurring over long time lines they do not fit easily into standard news values like timeliness, novelty and proximity (Harrison). When Al Gore realised he wouldn’t be able to gain the wider public support he needed through the mass news media he began a quest to spread his message “meeting by meeting,” “person by person.” Al Gore turned his slide show into a movie in order to deliver the message to more people than he could reach face to face, and then trained Presenters to reach even more people. When the movie won an Oscar for Best Documentary it turned Al Gore into something of a celebrity. Al Gore’s celebrity status rubs off on Climate Presenters through their association with him, giving them access to community and business groups across the world. When a celebrity recommends or displays a behaviour, Prospectors are more likely to see it as the in thing and thus more willing to do the recommended action. The movie created an opportunity for Al Gore to be a more persuasive messenger than he had been as a politician. Al Gore began The Climate Project to increase the impact of the movie and spread the message further than he could take it by himself. The multiplication of modes of communicating the message fits with Fenton Communications’ “Rule of Three.” In Now Hear This they say the target audience “should read about us in the paper, see us on TV, hear about us from a neighbour and a friend […] have their kid mention us […] and so on” (17). The Presenter training emphasises the “direct communication, especially face to face” recommended by Rose (“To do” 174). During the Presenter training Al Gore warned of the danger of being too negative as it risked moving people “from denial to despair without stopping to act,” and of the need to present the story in such a way as to create hope. This is backed up by the communications marketing literature, which warns that “negative messages may actually induce despair and actually [sic] paralysis while the positive focus can inspire” (Boykoff 172). While it employs dramatic visual images and animations, the movie tends to downplay the potential severity of the consequences of runaway global warming, and presents these in a way that gives the impression of a contracted time frame for the consequences of warming in order to activate motivation based on near term implications. The movie responds to Prospectors’ disinterest in distant implication of climate change by emphasising near-term threats, such as the rising monetary cost of damages, as well as threats to life and property from disease, drought, fire, flood, storm, and rising sea levels. After training an initial round of American Presenters, Al Gore identified training Australian Presenters as the next strategic priority. While Australia’s collective emissions are small, our per capita emissions are higher than those of Americans, and as the only other industrialised nation that had not signed, it was believed our becoming a signatory to the Kyoto Protocol would increase the pressure on the United States to sign. The ACF provided Australian Presenters with additional slides containing vivid images of Australian impacts, and Presenters were encouraged to find their own examples to illustrate impacts relevant to specific local audiences. The importance of identifying local impacts to persuade and move their audiences is impressed upon Presenters during the training. Regular slide updates reinforce this priority. While authors like Crompton and Jensen note the emphasis on changes in consumption as suggested solutions to climate change, other elements of the presentation are just as important in appealing to Prospectors. Prospectors want to belong and gain status by doing whatever is highly regarded by others. The presentation has numerous slides emphasising who else has made commitments to Kyoto and emission reduction. The American presentation includes lists of other countries, and towns and states in the United States that had signed up to Kyoto. The Australian presentation includes graphics emphasising the overwhelming number of Australians who support action. Prospectors don’t like being asked to give things up, and the presentation insists on the high cost of failing to act, compared to the small cost of acting now. Doing something to stop climate change is presented as easy and achievable. Contrary to Crompton’s claim that promoting green consumption would not build the widespread awareness and support for the more far-reaching government action that is required to achieve systemic change (9), the results of recent opinion research show that upwards of 80% of Americans support effective and wide-ranging action to reduce emissions and develop new renewable energy technologies (Climate Checklist). Whereas it would not have been surprising if the financial crisis had dimmed the degree of enthusiasm for action to reduce greenhouse emissions, the high support for action on climate change in their polling continues to encourage the Australian government to use it as a wedge issue against the opposition. Without high levels of public support, there would be little or no chance that politicians would be willing to vote for measures that will reduce emissions. That the push for change in individual consumption choices was only ever one tactic in a wider campaign is also demonstrated by the other projects instigated by Al Gore and his team. Projects like RepoWEr America and WE can solve the climate crisis leverage the interest developed by the Climate Project to increase public pressure on politicians to support regulatory change. The RepoWEr America and WE can solve the climate crisis sites target individuals as citizens and make it easy for them to participate in the political process. Forms help them sign petitions, write letters and meet with their elected officials, write for newspapers and call in to talkback radio, and organise local community meetings or events. Al Gore’s own web site adds a link to the Live Earth company to add to these arsenals. Live Earth “creates innovative, engaging events and media that challenge global leaders, local communities and every individual to actively participate in solving our planet's urgent environmental crises.” These sites provide the infrastructure to make it easy for individuals to move into action in the political domain. But they do it in ways that will appeal to Prospectors. They involve fun, their actions are celebrated, prizes are offered, the number of people involved is emphasised so they feel part of the “happening” thing. RepoWEr America and WE can solve the climate crisis help Prospectors to engage in political action in order to achieve regulatory change. Finally, or first, Al Gore’s Generation Investment Management Company, operating since 2004, is oriented towards systemic transformation in the economic system, so that economic drivers are aligned with sustainability imperatives. Al Gore and his partner David Blood reject Gross Domestic Product—the current measure of economic growth, and a major driver of unsustainable economic activity—as “dangerously imprecise in its ability to account for natural and human resources” and challenge business to accept the “need to internalize externalities” in order to create a sustainable economy. In their Thematic Research Highlights, Al Gore’s Generation company critiques the “Hedonic Treadmill”—which puts “material gains ahead of personal happiness” (32), and challenges “governments, companies, and individuals [...] to broaden their scope of responsibility to match their sphere of influence” (13). While the Climate Project would appear to ignore the inadequacy of individual consumption change as a means of emission reduction, the information and analysis targeted at business by Generation demonstrates this has not been ignored in the overall strategy to achieve systemic change. Al Gore suggests that material consumption should no longer be the measure of economic welfare, an argument he backs with an analysis showing business that long term wealth creation depends on accepting environmental and social sustainability as priorities. While An Inconvenient Truth promotes consumption change as the (inadequate) solution to Global Warming, this is just one strategically chosen tactic in a much larger and coordinated campaign to achieve systemic change through regulatory change and transformation of the economic system. References Australian Conservation Foundation. “Get Involved.” 27 Aug. 2009 < http://www.acfonline.org >. Path: Campaigns; Climate Project; Get Involved. Al Gore. AlGore.com. 27 Aug. 2009 < http://www.algore.com/ >. An Inconvenient Truth. Dir. Davis Guggenheim. Paramount Classics and Participant Productions, 2006. Boykoff, Maxwell T. “Book Review on: Creating a Climate for Change: Communicating Climate Change and Facilitating Social Change. Eds. 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