Manufacturing Consent_ The Political Economy of the Mass Media - Edward S. Herman [38]
The successful media today are fully attuned to the crucial importance of audience “quality”; CBS proudly tells its shareholders that while it “continuously seeks to maximize audience delivery,” it has developed a new “sales tool” with which it approaches advertisers: “Client Audience Profile, or CAP, will help advertisers optimize the effectiveness of their network television schedules by evaluating audience segments in proportion to usage levels of advertisers’ products and services.”49 In short, the mass media are interested in attracting audiences with buying power, not audiences per se; it is affluent audiences that spark advertiser interest today, as in the nineteenth century. The idea that the drive for large audiences makes the mass media “democratic” thus suffers from the initial weakness that its political analogue is a voting system weighted by income!
The power of advertisers over television programming stems from the simple fact that they buy and pay for the programs—they are the “patrons” who provide the media subsidy. As such, the media compete for their patronage, developing specialized staff to solicit advertisers and necessarily having to explain how their programs serve advertisers’ needs. The choices of these patrons greatly affect the welfare of the media, and the patrons become what William Evan calls “normative reference organizations,”50 whose requirements and demands the media must accommodate if they are to succeed.51
For a television network, an audience gain or loss of one percentage point in the Nielsen ratings translates into a change in advertising revenue of from $80 to $100 million a year, with some variation depending on measures of audience “quality.” The stakes in audience size and affluence are thus extremely large, and in a market system there is a strong tendency for such considerations to affect policy profoundly. This is partly a matter of institutional pressures to focus on the bottom line, partly a matter of the continuous interaction of the media organization with patrons who supply the revenue dollars. As Grant Tinker, then head of NBC-TV, observed, television “is an advertising-supported medium, and to the extent that support falls out, programming will change.”52
Working-class and radical media also suffer from the political discrimination of advertisers. Political discrimination is structured into advertising allocations by the stress on people with money to buy. But many firms will always refuse to patronize ideological enemies and those whom they perceive as damaging their interests, and cases of overt discrimination add to the force of the voting system weighted by income. Public-television station WNET lost its corporate funding from Gulf + Western in 1985 after the station showed the documentary “Hungry for Profit,” which contains material critical of multinational corporate activities in the Third World. Even before the program was shown, in anticipation of negative corporate reaction, station officials “did all we could to get the program sanitized” (according to one station source).53 The chief executive of Gulf + Western complained to the station that the program was “virulently anti-business if not anti-American,” and that the station’s carrying the program was not the behavior “of a friend” of the corporation. The London Economist says that “Most people believe that WNET would not make the same mistake again.”54
In addition to discrimination against unfriendly media institutions, advertisers also choose selectively among programs on the basis of their own principles. With rare exceptions these are culturally and politically conservative.55 Large corporate advertisers on television will rarely