Category Archives: Consumer Psychology

The Long-Term Fallout from MAGA: One Canadian’s Perspective

The other day, an American friend asked how Canada was currently feeling about Trump and the whole MAGA thing. You may remember some months back a number of broadsides towards Canada from the president that seemingly came from nowhere -– Trump threatening/cajoling us to become the 51st state, on again-off again tariffs, continued assertions that the US does not need Canada for anything, completely unveiled threats towards us from Pete Hoekstra, the American Ambassador to Canada.

We took it personally. “Elbows up” became the Canadian rallying cry – a reference to protecting yourself in our beloved national sport – fighting along the boards balanced on frozen water while wearing sharp blades on your feet. Liquor stores had shelf after empty shelf that once were laden with California reds and Kentucky bourbon. Canadian trips to Disneyland and Las Vegas plummeted. Grocery stores started labeling products that (supposedly – which is another story) came from Canada. Canadian consumers and businesses scrambled to find Canadian substitutes for traditional American suppliers.

That was then. What about now?

Trump and the MAGA train have moved on to an endless list of other scandals and dumpster fires. I haven’t heard a whisper of the 51st state for a long time. While our trade war continues on, fueled by shots across the bow from both sides, I think it’s fair to say that we are now just lumped with every other country reeling from the daily bat-shit crazy barrage coming from Washington. Canadians are used to being ignored, for good or bad, so we’re back to situation normal – all F*$%ed up.

But have Canadians moved on? Have we dropped said elbows? The honest answer is – it’s complicated.

Predictably the patriotic fervor we had early this year has cooled off. California reds are back on the shelves. More Canadians are planning to visit Hawaii and Florida this winter. “Grown in the U.S.A.” stickers are back where they belong, in the produce bins at our grocery stores. When it comes to our American habit – it’s like the line from Brokeback Mountain – “We wish we knew how to quit you.”

Like all relationships, the one between the US and Canada is complex. It’s unrealistic to expect a heavily intertwined relationship like ours to disappear overnight. There are probably no two countries in the world more involved with each other’s business than we are. And that cuts both ways, despite what Mr. Trump says. We have been married to each other for a very long time. Even if we want to go through with it, a divorce is going to take some time.

The numbers from the first six months of our “Buy Canadian” campaign are in, and they are less than inspiring. According to StatsCan, 70% of Canadian businesses saw no increase in sales at all. Even with those that did, the impact was minimal and any gain was usually offset by other sales challenges.  

But if you dig a little deeper, there are signs that there might be more long-term damage done here than first meets the eye. In Canadian grocery stores over the past six months, sales of “Made in Canada” products are up 10% while U.S. made goods are down 9%. Those aren’t huge swings, but they have been sustained over 6 months, and in the words of one Canadian analyst speaking on CBC Radio, when something lasts for 6 months, “you’re moving from fad territory to trend territory.”

The dilemma facing Canadians is something called the “Attitude Behavior Gap” – the difference between what we want to do and what we are actually doing. Canadians – 85% of us anyway – want to buy Canadian rather than American, but it’s really hard to do that. Canadian goods are harder to find and typically cost more. It’s the reality of having a trading partner that outnumbers you both in market size and output by a factor of 10 to 1. If we want to have a Ceasar salad in December, we’re going to have to buy lettuce grown in the U.S.

But we are talking relationships here, so let’s relook at that 85% intention to “Buy Canadian” number again. That means that – 6 months after we were insulted – we still feel that a fundamental trust was irrevocably broken. We’re being pragmatic about it, but our intention is clear, we’re looking for alternatives to our past default behavior – buying American. When those alternatives make economic and behavioral sense to us, we’ll find other partners. That is what is happening in Canada right now.

Should Americans care? I believe so. Because I’m sure we’re not the only ones. The world is currently reeling from the sharp American pivot away from being a globally trusted partner. The short-term reality is that we will put up with it for now and pander to the Presidential powers that be, because we have to.

But we’re looking for options. Our dance card is suddenly wide open.

Why I Hate Marketing

I have had a love-hate relationship with marketing for a long time now. And – I have to admit – lately the pendulum has swung a lot more to the hate side.

This may sound odd coming from someone who was a marketer for the almost all of his professional life. From the time I graduated from college until I retired, I was marketing in one form or the other. That span was almost 40 years. And for that time, I always felt the art of marketing lived very much in an ethical grey zone. When someone asked me to define marketing, I usually said something like this, “marketing is convincing people to buy something they want but probably don’t need.” And sometimes, marketing has to manufacture that “want” out of thin air.

When I switched from traditional marketing to search marketing almost 30 years ago, I felt it aligned a little better with my ethics. At least, with search marketing, the market has already held up their hand and said they wanted something. They had already signaled their intent. All I had to do is create the connection between that intent and what my clients offered. It was all very rational – I wasn’t messing with anyone’s emotions.

But as the ways we can communicate with prospects digitally has exploded, including through the cesspool we call social media, I have seen marketing slip further and further into an ethical quagmire. Emotional manipulation, false claims and games of bait and switch are now the norm rather than the exception in marketing.

Let me give you one example that I’ve run into repeatedly. The way we book a flight has changed dramatically in the last 25 years. It used to be that airline bookings always happened through an agent. But with the creation of online travel agents, travel search tools and direct booking with the airlines, the information asymmetry that had traditionally protected airline profit margins evaporated. Average fare prices plummeted and the airline profits suffered as a result.

Here in Canada, the two major airlines eventually responded to this threat by following the lead of European lo-cost carriers and introduced an elaborate bait and switch scheme. They introduced “ultra-basic” fares (the actual labels may vary) by stripping everything possible in the way of customer comfort from the logistical reality of getting one human body from point A to Point B. There are no carry-on bag allowances, no seat selection, no point collection, no flexibility in booking and no hope of getting a refund or flight credit if your plans change. To add insult to injury, you’re also shuttled into the very last boarding group and squeezed into the most undesirable seats on the plane. The airlines have done everything possible to let you know you are hanging on to the very bottom rung of their customer appreciation ladder.

Now, you may say that this is just another case of “caveat emptor” – it’s the buyer’s responsibility to know what they’re purchasing and set their expectations accordingly. These fares do give passengers the ability to book a bare-bones flight at a much lower cost. It’s just the airlines responding to a market need. And I might agree – if it weren’t for how these fares are used by the airline’s marketers.

With flight tracking tools, you can track flight prices for future trips. These tools will send you an alert when fares change substantially in either direction. This kind of information puts a lot of power in the hands of the customer, but airlines like WestJet and Air Canada use their “Bare Bones” basic fares to game this system.

While it is possible on some tracking tools like Google Flights to set your preferences to exclude “basic” fares, most users stick to the default settings that would include these loss-leader offerings. They then get alerts with what seem to be great deals on flights as the airlines introduce a never-ending stream of seat sales. The airlines know that by reducing the fares on a select few seats for a few days just enough to trigger an alert, they will get a rush of potential flyers that have used a tracker waiting for the right time to book.

As soon as you come to the airline site to book, you see that while a few seats at the lowest basic fare are on sale, the prices on the economy seats that most of us book haven’t budged. In fact, it seems to me that they’ve gone up substantially. On one recent search, the next price level for an economy seat was three times as much as the advertised ultra-basic fare. If you do happen to stick with booking the ultra-basic fare, you are asked multiple times if you’re sure you don’t want to upgrade? With one recent booking, I was asked no fewer than five times if I wanted to pay more before the purchase was complete.

This entire marketing approach feels uncomfortably close to gas lighting. Airline marketers have used every psychological trick in the book to lure you in and then convince you to spend much more than you originally intended. And this didn’t happen by accident. Those marketers sat down in a meeting (actually, probably several meetings) and deliberately plotted out – point by point – the best way to take advantage of their customers and squeeze more money from them. I know, because I’ve been in those meetings. And a lot of you reading this have been too.

 When I started marketing, the goal was to build a long-term mutually beneficial relationship with your customers. Today, much of what passes for marketing is more like preying on a vulnerable prospect in an emotionally abusive relationship.

And I don’t love that.

The Cost of Not Being Curious

The world is having a pandemic-proportioned wave of Ostrichitis.

Now, maybe you haven’t heard of Ostrichitis. But I’m willing to bet you’re showing at least some of the symptoms:

  • Avoiding newscasts, especially those that feature objective and unbiased reporting
  • Quickly scrolling past any online news items in your feed that look like they may be uncomfortable to read
  • Dismissing out of hand information coming from unfamiliar sources

These are the signs of Ostrichitis – or the Ostrich Effect – and I have all of them. This is actually a psychological effect, more pointedly called willful ignorance, which I wrote about a few years ago. And from where I’m observing the world, we all seem to have it to one extent or another.

I don’t think this avoidance of information comes as a shock to anyone. The world is a crappy place right now. And we all seem to have gained comfort from adopting the folk wisdom that “no news is good news.” Processing bad news is hard work, and we just don’t have the cognitive resources to crunch through endless cycles of catastrophic news. If the bad news affirms our existing beliefs, it makes us even madder than what we were. If it runs counter to our beliefs, it forces us to spin up our sensemaking mechanisms and reframe our view of reality. Either way, there are way more fun things to do.

A recent study from the University of Chicago attempted to pinpoint when children started avoid bad news. The research team found that while young children don’t tend to put boundaries around their curiosity, as they age they start avoiding information that challenges their beliefs or their own well-being. The threshold seems to be about 6 years old. Before that, children are actively seeking information of all kinds (as any parent barraged by never ending “Whys” can tell you). After that, chidren start strategizing the types of information they pay attention to.

Now, like everything about humans, curiosity tends to be an individual thing. Some of us are highly curious and some of us avoid seeking new information religiously. But even if we are a curious sort, we may pick and choose what we’re curious about. We may find “safe zones” where we let our curiosity out to play. If things look too menacing, we may protect ourselves by curbing our curiosity.

The unfortunate part of this is that curiosity, in all its forms, is almost always a good thing for humans (even if it can prove fatal to cats).

The more curious we are, the better tied we are to reality. The lens we use to parse the world is something called a sense-making loop. I’ve often referred to this in the past. It’s a processing loop that compares what we experience with what we believe, referred to as our “frame”. For the curious, this frame is often updated to match what we experience. For the incurious, the frame is held on to stubbornly, often by ignoring new information or bending information to conform to their beliefs. A curious brain is a brain primed to grow and adapt. An incurious brain is one that is stagnant and inflexible. That’s why the father of modern-day psychology, William James, called curiosity “the impulse towards better cognition.”

When we think about the world we want, curiosity is a key factor in defining it. Curiosity keeps us moving forward. The lack of curiosity locks us in place or even pushes us backwards, causing the world to regress to a more savage and brutal place. Writers of dystopian fiction knew this. That’s why authors including H.G. Wells, Aldous Huxley, Ray Bradbury and George Orwell all made a lack of curiosity a key part of their bleak future worlds. Our current lack of curiosity is driving our world in the same dangerous direction.

For all these reasons, it’s essential that we stay curious, even if it’s becoming increasingly uncomfortable.

When Did the Future Become So Scary?

The TWA hotel at JFK airport in New York gives one an acute case of temporal dissonance. It’s a step backwards in time to the “Golden Age of Travel” – the 1960s. But even though you’re transported back 60 years, it seems like you’re looking into the future. The original space – the TWA Flight Center – was designed in 1962 by Eero Saarinen. This was a time when America was in love with the idea of the future. Science and technology were going to be our saving grace. The future was going to be a utopian place filled with flying jet cars, benign robots and gleaming, sexy white curves everywhere.  The TWA Flight Center was dedicated to that future.

It was part of our love affair with science and technology during the 60s. Corporate America was falling over itself to bring the space-age fueled future to life as soon as possible. Disney first envisioned the community of tomorrow that would become Epcot. Global Expos had pavilions dedicated to what the future would bring. There were four World Fairs over 12 years, from 1958 to 1970, each celebrating a bright, shiny white future. There wouldn’t be another for 22 years.

This fascination with the future was mirrored in our entertainment. Star Trek (pilot in 1964, series start in 1966) invited all of us to boldly go where no man had gone before, namely a future set roughly three centuries from then.   For those of us of a younger age, the Jetsons (original series from 1963 to 64) indoctrinated an entire generation into this religion of future worship. Yes, tomorrow would be wonderful – just you wait and see!

That was then – this is now. And now is a helluva lot different.

Almost no one – especially in the entertainment industry – is envisioning the future as anything else than an apocalyptic hell hole. We’ve done an about face and are grasping desperately for the past. The future went from being utopian to dystopian, seemingly in the blink of an eye. What happened?

It’s hard to nail down exactly when we went from eagerly awaiting the future to dreading it, but it appears to be sometime during the last two decades of the 20th Century. By the time the clock ticked over to the next millennium, our love affair was over. As Chuck Palahniuk, author of the 1999 novel Invisible Monsters, quipped, “When did the future go from being a promise to a threat?”

Our dread about the future might just be a fear of change. As the future we imagined in the 1960’s started playing out in real time, perhaps we realized our vision was a little too simplistic. The future came with unintended consequences, including massive societal shifts. It’s like we collectively told ourselves, “Once burned, twice shy.” Maybe it was the uncertainty of the future that scared the bejeezus out of us.

But it could also be how we got our information about the impact of science and technology on our lives. I don’t think it’s a coincidence that our fear of the future coincided with the decline of journalism. Sensationalism and endless punditry replaced real reporting just about the time we started this about face. When negative things happened, they were amplified. Fear was the natural result. We felt out of control and we keep telling ourselves that things never used to be this way.  

The sum total of all this was the spread of a recognized psychological affliction called Anticipatory Anxiety – the certainty that the future is going to bring bad things down upon us. This went from being a localized phenomenon (“my job interview tomorrow is not going to go well”) to a widespread angst (“the world is going to hell in a handbasket”). Call it Existential Anticipatory Anxiety.

Futurists are – by nature – optimists. They believe things well be better tomorrow than they are today. In the Sixties, we all leaned into the future. The opposite of this is something called Rosy Retrospection, and it often comes bundled with Anticipatory Anxiety. It is a known cognitive bias that comes with a selective memory of the past, tossing out the bad and keeping only the good parts of yesterday. It makes us yearn to return to the past, when everything was better.

That’s where we are today. It explains the worldwide swing to the right. MAGA is really a 4-letter encapsulation of Rosy Retrospection – Make America Great Again! Whether you believe that or not, it’s a message that is very much in sync with our current feelings about the future and the past.

As writer and right-leaning political commentator William F. Buckley said, “A conservative is someone who stands athwart history, yelling Stop!”

It’s Tough to Consume Conscientiously

It’s getting harder to be both a good person and a wise consumer.

My parents never had this problem when I was a kid. My dad was a Ford man. Although he hasn’t driven for 10 years, he still is. If you grew up in the country, your choices were simple – you needed a pickup truck. And in the 1960s and 70s, there were only three choices: Ford, GMC or Dodge. For dad, the choice was Ford – always.

Back then, brand relationships were pretty simple. We benefited from the bliss of ignorance. Did the Ford Motor Company do horrible things during that time? Absolutely. As just one example, they made a cost-benefit calculation and decided to keep the Pinto on the road even though they knew it tended to blow up when hit from the rear. There is a corporate memo saying – in black and white – that it would be cheaper to settle the legal claims of those that died than to fix the problem. The company was charged for negligent homicide. It doesn’t get less ethical than that.

But that didn’t matter to Dad. He either didn’t know or didn’t care. The Pinto Problem, along with the rest of the shady stuff done by the Ford Motor Company, including bribes, kickbacks and improper use of corporate funds by Henry Ford II, was not part of Dad’s consumer decision process. He still bought Ford. And he still considered himself a good person. The two things had little to do with each other.

Things are harder now for consumers. We definitely have more choice, and those choices are harder, because we know more.  Even buying eggs becomes an ethical struggle. Do we save a few bucks, or do we make some chicken’s life a little less horrible?

Let me give you the latest example from my life. Next year, we are planning to take our grandchildren to a Disney theme park. If our family has a beloved brand, it would be Disney. The company has been part of my kids’ lives in one form or another since they were born and we all want it to be part of their kid’s lives as well.

Without getting into the whole debate, I personally have some moral conflicts with some of Disney’s recent corporate decisions. I’m not alone. A Facebook group for those planning a visit to this particular park has recently seen posts from those agonizing over the same issue. Does taking the family to the park make us complicit in Disney’s actions that we may not agree with? Do we care enough to pull the plug on a long-planned park visit?

This gets to the crux of the issue facing consumers now – how do we balance our beliefs about what is wrong and right with our desire to consume? Which do we care more about? The answer, as it turns out, seems to almost always be to click the buy button as we hold our noses.

One way to make that easier is to tell ourselves that one less visit to a Disney mark will make virtually no impact on the corporate bottom line. Depriving ourselves of a long-planned family experience will make no difference. And – individually – this is true. But it’s exactly this type of consumer apathy which, when aggregated, allows corporations to get away with being bad moral characters.

Even if we want to be more ethically deliberate in our consumer decisions, it’s hard to know where to draw the line. Where are we getting our information about corporate behavior from? Can it be trusted? Is this a case of one regrettable action, or is there a pattern of unethical conduct? These decisions are always complex, and coming to any decision that involves complexity is always tricky.

To go back to a simpler time, my grandmother had a saying that she applied liberally to any given situation, “What does all this have to do with the price of tea in China?” Maybe she knew what was coming.

The Double-Edged Sword of a “Doer” Society

Ask anyone who comes from somewhere else to the United States what attracted them. The most common answer is “because anything is possible here.” The U.S. is a nation of “doers”. It has been that promise that has attracted wave after wave of immigration, made of those chafing at the restraints and restrictions of their homelands. The concept of getting things done was embodied in Robert F. Kennedy’s famous speech, “Some men see things as they are and ask why? I dream of things that never were and ask why not?” The U.S. – more than anywhere else in the world – is the place to make those dreams come true.

But that comes with some baggage. Doers are individualists by definition. They are driven by what they can accomplish, by making something from nothing. And with that becomes an obsessive focus on time. When we have so much that we can do, we constantly worry about losing time. Time becomes one of the few constraints in a highly individualistic society.

But the US is not just individualistic. There are other countries that score highly on individualistic traits, including Australia, the U.K., New Zealand and my own home, Canada. But the U.S. is different, in that It’s also vertically individualistic – it is a highly hierarchal society obsessed with personal achievement. And – in the U.S. – achievement is measured in dollars and cents. In a Freakonomics podcast episode, Gert Jan Hofstede, a professor of artificial sociality in the Netherlands, called out this difference: “When you look at cultures like New Zealand or Australia that are more horizontal in their individualism, if you try to stand out there, they call it the tall poppy syndrome. You’re going to be shut down.”

In the U.S., tall poppies are celebrated and given god-like status. The ultra rich are recognized as the ideal to be aspired to. And this creates a problem in a nation of doers. If wealth is the ultimate goal, anything that stands between us and that goal is an obstacle to be eliminated.

When Breaking the Rules becomes The Rule

“Move fast and break things” – Mark Zuckerberg

In most societies, equality and fairness are the guardrails of governance. It was the U.S. that enshrined these in their constitution. Making sure things are fair and equal requires the establishment of rules of law and the setting of social norms.  But in the U.S., the breaking of rules is celebrated if it’s required to get things done. From the same Freakonomics podcast, Michele Gelfand, a professor of Organizational Behavior at Standford, said, “In societies that are tighter, people are willing to call out rule violators. Here in the U.S., it’s actually a rule violation to call out people who are violating norms. “

There is an inherent understanding in the US that sometimes trade-offs are necessary to achieve great things. It’s perhaps telling that Meta CEO Mark Zuckerberg is fascinated by the Roman emperor Augustus, a person generally recognized by history as gaining his achievements by inflicting some significant societal costs, including the subjugation of conquered territories and a brutal and systematic elimination of any opponents. This is fully recognized and embraced by Zuckerberg, who has said of his historic hero, ““Basically, through a really harsh approach, he established 200 years of world peace. What are the trade-offs in that? On the one hand, world peace is a long-term goal that people talk about today …(but)…that didn’t come for free, and he had to do certain things”.

Slipping from Entrepreneurialism to Entitlement

A reverence for “doing” can develop a toxic side when it becomes embedded in a society. In many cases, entrepreneurialism and entitlement are two different sides of the same coin. In a culture where entrepreneurial success is celebrated and iconized by media, the focus of entrepreneurialism can often shift from trying to profitably solve a problem to simply just profiting. Chasing wealth becomes the singular focus of “doing”.  in a society that has always encouraged everyone to chase their dreams, no matter the cost, it can create an environment where the Tragedy of the Commons is repeated over and over again.

This creates a paradox – a society that celebrates extreme wealth without seeming to realize that the more that wealth is concentrated in the hands of the few, the less there is for everyone else. Simple math is not the language of dreams.

To return to Augustus for a moment, we should remember that he was the one responsible for dismantling an admittedly barely functioning republic and installing himself as the autocratic emperor by doing away with democracy, consolidating power in his own hands and gutting Rome’s constitution.

Bread and Circuses: A Return to the Roman Empire?

Reality sucks. Seriously. I don’t know about you, but increasingly, I’m avoiding the news because I’m having a lot of trouble processing what’s happening in the world. So when I look to escape, I often turn to entertainment. And I don’t have to turn very far. Never has entertainment been more accessible to us. We carry entertainment in our pocket. A 24-hour smorgasbord of entertainment media is never more than a click away. That should give us pause, because there is a very blurred line between simply seeking entertainment to unwind and becoming addicted to it.

Some years ago I did an extensive series of posts on the Psychology of Entertainment. Recently, a podcast producer from Seattle ran across the series when he was producing a podcast on the same topic and reached out to me for an interview. We talked at length about the ubiquitous nature of entertainment and the role it plays in our society. In the interview, I said, “Entertainment is now the window we see ourselves through. It’s how we define ourselves.”

That got me to thinking. If we define ourselves through entertainment, what does that do to our view of the world? In my own research for this column, I ran across another post on how we can become addicted to entertainment. And we do so because reality stresses us out, “Addictive behavior, especially when not to a substance, is usually triggered by emotional stress. We get lonely, angry, frustrated, weary. We feel ‘weighed down’, helpless, and weak.”

Check. That’s me. All I want to do is escape reality. The post goes on to say, “Escapism only becomes a problem when we begin to replace reality with whatever we’re escaping to.”

I believe we’re at that point. We are cutting ties to reality and replacing them with a manufactured reality coming from the entertainment industry. In 1985 – forty years ago – author and educator Neil Postman warned us in his book Amusing Ourselves to Death that we were heading in this direction. The calendar had just ticked past the year 1984 and the world collectively sighed in relief that George Orwell’s eponymous vision from his novel hadn’t materialized. Postman warned that it wasn’t Orwell’s future we should be worried about. It was Aldous Huxley’s forecast in Brave New World that seemed to be materializing:

“As Huxley remarked in Brave New World Revisited, the civil libertarians and rationalists who are ever on the alert to oppose tyranny “failed to take into account man’s almost infinite appetite for distractions…  Orwell feared that what we fear will ruin us. Huxley feared that what we desire will ruin us.”

Postman was worried then – 40 years ago – that the news was more entertainment than information. Today, we long for even the kind of journalism that Postman was already warning us about. He would be aghast to see what passes for news now. 

While things unknown to Postman (social media, fake news, even the internet) are throwing a new wrinkle in our downslide into an entertainment induced coma, it’s not exactly new.   This has happened at least once before in history, but you have to go back almost 2000 years to find an example. Near the end of the Western Roman Empire, as it was slipping into decline, the Roman poet Juvenal used a phrase that summed it up – panem et circenses – “bread and circuses”:

“Already long ago, from when we sold our vote to no man, the People have abdicated our duties; for the People who once upon a time handed out military command, high civil office, legions — everything, now restrains itself and anxiously hopes for just two things: bread and circuses.”

Juvenal was referring to the strategy of the Roman emperors to provide free wheat and circus games and other entertainment games to gain political power. In an academic article from 2000, historian Paul Erdkamp said the ploy was a “”briberous and corrupting attempt of the Roman emperors to cover up the fact that they were selfish and incompetent tyrants.”

Perhaps history is repeating itself.

One thing we touched on in the podcast was a noticeable change in the entertainment industry itself. Scarlett Johansenn noticed the 2025 Academy Awards ceremony was a much more muted affair than in years past. There was hardly any political messaging or sermons about how entertainment provided a beacon of hope and justice. In an interview with Vanity Fair  – Johanssen mused that perhaps it’s because almost all the major studies are now owned by Big-Tech Billionaires, “These are people that are funding studios. It’s all these big tech guys that are funding our industry, and funding the Oscars, and so there you go. I guess we’re being muzzled in all these different ways, because the truth is that these big tech companies are completely enmeshed in all aspects of our lives.”

If we have willingly swapped entertainment for reality, and that entertainment is being produced by corporations who profit from addicting as many eyeballs as possible, prospects for the future do not look good.

We should be taking a lesson from what happened to Imperial Rome.

Media Modelling of Masculinity       

According to a study that was just released by the Movember Institute of Men’s Health, nearly two-thirds of 3000 young men surveyed in the US, the UK and Australia were regularly engaging with online masculinity influencers. They looked to them for inspiration on how to be fitter, more financially successful and how to increase the quantity and/or quality of their relationships.

Did they find what they were looking for?

It’s hard to say based on the survey results. While these young men said they found these influencers inspiring and were optimistic about their personal circumstances and the future social circumstances of men in general, they said some troubling things about their own mental health. They were less willing to prioritize mental health and were more likely to engage in risky health behaviors such as steroid use or ignoring their own bodies and pushing themselves to exercise too hard. These mixed signals seemed to come from influencers telling them that a man who can’t control is emotions is weak and is not a real man.

Also, not all the harm inflicted by these influencers was felt just by the men in their audience. Those in the study who followed influencers were more likely to report negative and limiting attitudes towards women and what they bring to a relationship. They felt that often women were being rude to them and that they didn’t have the same dating values as men.

Finally, men who followed influencers were almost twice as likely to value traits in their male friends such as ambition, popularity and wealth. They were less likely to look for trustworthiness or kindness in their male friends.

This brings us to a question. Why do young men need influencers to tell them how to be a better man? For that matter, why do any of us, regardless of age or sex, need someone to influence us? Especially if it’s someone who’s only qualification to dispense advice is that they happen to have a TikTok account with a million followers.

This is another unfortunate effect of social media. We have evolved to look for role models because to do so gives us a step up. Again, this made sense in our evolutionary past but may not do so today.

When we all belonged to a social group that was geographically bound together, it was advantageous to look at the most successful members of that group and emulate them. When we all competed in the same environment for the same resources, copying the ones that got the biggest share was a pretty efficient way to improve our own fortunes.

There was also a moral benefit to emulating a role model. Increasingly, as our fortunes relied more on creating better relationships with those outside our immediate group, things like trustworthiness became a behavior that we would do well to copy. Also, respect tended to accrue to the elderly. Our first role models were our parents and grandparents. In a community that depended on rules for survival, authority figures were another logical place to look for role models.

Let’s fast forward to today. Our decoupling with our evolutionarily determined, geographically limited idea of community has thrown several monkey wrenches into the delicate machinery of our society. Who we turn to as role models is just one example. As soon as we make the leap from rules based on physical proximity to the lure of mass influence, we inevitably run into problems.

Let’s go back to our masculinity influencers. These online influencers have one goal – to amass as many followers as possible. The economic reality of online influence is this: size of audience x depth of engagement = financial success. And how do you get a ton of followers? By telling them what they want to hear.

Let’s stare down some stark realities – well adjusted, mentally secure, emotionally mature, self-confident young males are less likely to desperately look for answers in online social media. There is no upside for influencers to go after this market. So they look elsewhere – primarily to young males who are none of the above things. And that audience doesn’t want to hear about emotional vulnerability or realistic appraisals of their dating opportunities. They want to hear that they can have it all – they can be real men. So the message (and the messenger) follows the audience, down a road that leads towards toxic masculinity.

Media provides a very distorted lens through which why might seek our new role models. We will still seek the familiar and the successful, but both those things are determined by what we see through media, rather than what we observe in real life. There is no proof that their advice or approach will pay off in the real world, but if they have a large following, they must be right.

Also, these are one-way “mentorships”. The influencers may know their audience in the aggregate, if only in terms of a market to be monetized, but they don’t know them individually. These are relationships without any reciprocity. There is no price that will be pad for passing on potentially harmful advice.

If there is damage done, it’s no big deal. It’s just one less follower.

Paying the Price for Not Trusting

This will surprise no one, but a recent Gallup Poll showed professional trust in the U.S. at its lowest level since they started tracking it in 1999. In their index of 11 core professions, including nursers, bankers, business execs, Members of Congress and 7 others, the average honesty and ethics rates have dropped to the point where just 30% of those professions having high or very high ratings.

Those professionals who received the higher trust marks are nurses, teachers, military officers, pharmacists and doctors. Those in the medical categories have slipped since the pandemic but are still well in positive territory.

The least trusted professions? Car salesmen, advertising practitioners, TV reporters, Members of Congress and lobbyists. The percentage of respondents rating them as highly or very highly trustworthy and ethical was in the single digits for all but one of them (TV reporters). 

Again, not all that surprising. But what does this say about our society? Societal trust is the glue holds communities and nations together. If you’re a student of history, you’ll know that – without exception – cultures and societies with high levels of trust prosper over the long term and those that lack trust inexorably slip backwards.  Four years ago I wrote about this and used North and South Italy as examples. Southern Italy – partly because of geography that restricted widespread trade – historically had low levels of trust. You trusted your family, you may trust your paesani (townspeople) and that was about it. Northern Italy, with a more open geography and proximity to the rest of Europe, developed a widespread trading network that allowed the economies of renaissance City States like Venice, Florence and Milan to prosper, along with arts and culture. The difference between North and South Italy is startling, even to this day.

That is the price paid for distrust. Essentially, you can choose one of two paths: to trust or to fear. If you choose the later – as at least half of America has apparently done – understand that you are essentially choosing the strategy of the schoolyard bully, competing through fear and intimidation. Let’s take a closer look at that path with as objective a viewpoint as possible.

Bullying is a viable evolutionary survival strategy and it is common in nature. There are undeniably advantages to bullying. It gives you greater access to resources, such as food, shelter and sexual access. But it is a primal strategy and that defines its limits. It is dependent on the bully’s strength alone. It typically causes those being bullied to create new alliances, pushing them into a position where they must trust each other. And that creates a long-term advantage for the alliance, where they eventually gain strength from trusting each other while the bully loses strength by isolating itself. The Bully’s cycle always plays out the same way; gaining temporary advantage but eventually losing it in the long term as trust-based networks emerge. And – once lost – that advantage is very hard to regain.

It’s not just history where the advantage of trust has been proven. Game Theory looks at exactly these types of interactions. In one well-known scenario, the most successful strategy was called “Tit for Tat.” It starts with a default position of mutual trust and only moves to the offensive if one of the parties tries to defect from cooperating. Then, it goes into a cycle of zero sum back and forth retaliations. The advantage of this strategy is that it self-corrects towards trust. Only if that trust is broken does it retaliate. The benefits accrue during cooperation cycles and the strategy continually tries to move back to cooperation. Cooperation always beats confrontation.

As I said a few columns ago, it is a lack of trust in institutions that makes us think that everything is fundamentally broken. This distrust extends to everything but is particularly prevalent with trust in media and government. The Gallup Poll showed that TV reporters and Members of Congress are amongst the least trusted professions of those surveyed.

The Gallup Poll is backed up by the annual Edelman Trust Barometer study, which looks at institutional trust in government, business, media and NGOs (non-governmental not-for-profit organizations)  around the world, using 28 countries as its index. The decline in media and especially governmental trust over the past decade has been stunning, prompting CEO Richard Edelman to note, “Starting in 2005, we noticed the decline of belief in establishment leaders. Prime ministers, presidents, CEOs, and mainstream media lost their dominant status as opinion formers. Peer trust emerged, as friends and family depended on one another for advice and used social media as the connection point.”

This last point about peer trust is troubling. It essentially means a return to tribalism, this time mediated through social media. It really doesn’t sound all that different from the way society has operated in low trust and economically challenged regions such as Southern Italy for centuries now.

I’m not a Doctor, But I Play One on Social Media

Step 1. You have a cough
Step 2. You Google It
Step 3. You spend 3 hours learning about a rare condition you have never heard of before today but are now convinced you have.

We all joke about Doctor Google. The health anxiety business is booming, thanks to online diagnostic tools that convince us that we have a rare disease that affects about .002% of the population.

It you end up on WebMD, at least they suggest talking to a doctor. But there’s another source of medical information that offers no such caveats – social media influencers.

As healthcare becomes an increasingly for-profit business there are a new band of influencers who are promoting dubious tests and procedures because there is a financial incentive to do so.  They are also offering their decidedly non-expert opinion on important health practices such as vaccination. Unfortunately, people are listening.

During Covid, we saw how social media fostered antipathy towards vaccinations and public health measures such as wearing face masks. These posts ran counter to the best advice coming from trusted health authorities and created a distrust in science. But that misinformation campaign didn’t stop when the worst of Covid was over. It continues to influence many of us today.

Take the recent measles outbreak in Texas. As of the writing of this, the outbreak has grown to over 250 cases and 2 deaths. Measles cases across the US have already surpassed the number of cases for all of 2024. Vaccination rates for children in the US seem stuck at the 90% range and have been for a while. This is below the 95% vaccination rate required to stop the spread of measles.

One of the reasons is a group of social media influencers who have targeted women and spread the false impression that they’re being “bad moms” if they allow their children to be vaccinated. According to a study by the University of Washington, these posts often include a link to a unproven “natural” or homeopathic remedy sold through an affiliate program or multi-level marketing campaign.

Measles was something the medical community considered eradicated in North America in 2000. But it has resurfaced thanks to misinformation spread through social media. And that’s tragic. The first child to die in the most recent outbreak was the first measles related fatality in 10 years in America. The child was otherwise healthy. It didn’t have to happen.

It’s not just measles. There is an army of social media influencers all hawking dubious tests, treatments and tinctures for profit. None of them have the slightest clue what they’re talking about. They have no medical training. They do – however – know how to market themselves and how to capitalize on a mistrust of the medical system by spreading misinformation for monetary gain.

A recently published study looked at the impact of social media influences dispensing uneducated medical advice. They warned, “alarming evidence suggests widespread dissemination of health-related content by individuals lacking the requisite expertise, often driven by commercial rather than public health interests.”

Another study looked at 1000 posts by influencers to a combined audience of 194 million followers. The posts were promoting medical tests including full-body MRI scans, genetic screening for early detection of cancer, blood tests for testosterone levels, the anti-Mullerian hormone test and a gut microbiome test. 85 percent of the posts touted benefits without mentioning any risks. They also failed to mention the limited usefulness of these tests. Lead study author Brooke Nickel said, “These tests are controversial, as they all lack evidence of net benefit for healthy people and can lead to harms including overdiagnosis and overuse of the medical system. If information about medical tests on social media sounds too good to be true, it probably is.”

Social media misinformation is at epidemic levels. And – in the case of medical information – it can sometimes be a matter of life and death.