Words That Work: It's Not What You Say, It's What People Hear

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The nation's premier communications expert shares his wisdom on how the words we choose can change the course of business, of politics, and of life in this country

In Words That Work, Luntz offers a behind-the-scenes look at how the tactical use of words and phrases affects what we buy, who we vote for, and even what we believe in. With chapters like "The Ten Rules of Successful Communication" and "The 21 Words and Phrases for the 21st Century," he examines how choosing the right words is essential.

Nobody is in a better position to explain than Frank Luntz: He has used his knowledge of words to help more than two dozen Fortune 500 companies grow. Hell tell us why Rupert Murdoch's six-billion-dollar decision to buy DirectTV was smart because satellite was more cutting edge than "digital cable," and why pharmaceutical companies transitioned their message from "treatment" to "prevention" and "wellness."

If you ever wanted to learn how to talk your way out of a traffic ticket or talk your way into a raise, this book's for you.
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About the author

Frank Luntz is one of the most respected communication professionals in America today. He has written, supervised, and conducted more than a thousand surveys and focus groups for corporate and public affairs clients here and abroad. He has developed campaigns for Merrill Lynch, Federal Express, AT&T, Pfizer, and McDonalds. Currently the host of America's Voices on MSNBC, Dr. Luntz is the first resource media outlets turn to when they want to understand American voters. His recurring segments on MSNBC/ CNBC during the 2002 election cycle won an Emmy. He lives in Alexandria, VA.
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Additional Information

Publisher
Hachette Books
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Published on
Jan 2, 2007
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Pages
368
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ISBN
9781401385743
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Features
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Language
English
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Genres
Business & Economics / Business Communication / General
Language Arts & Disciplines / Communication Studies
Self-Help / Personal Growth / Success
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Content Protection
This content is DRM protected.
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Available on Android devices
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Eligible for Family Library

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The average person in America watches four hours of television per day and spends the equivalent of nine years of his or her life in front of the television set. If the attention most people devote to popular culture--listening to the news, watching soap operas, reading the comics--were added up, it would reveal that most people spend an enormous amount of time with popular culture, which becomes, in large measure, their culture. Manufacturing Desire is a study of how the mass media broadcast or spread various popular arts; further, how the media and popular arts play a major role in shaping our everyday lives.

The television shows we watch, the movies we see, the radio programs we listen to, and all the comics strips we read influence social behavior. They give us ideas about what is good and evil, about how to solve problems, and about how we should relate to others. If we understand this, says Berger, then the way we think about our media-influenced culture will be far different than if we see popular culture as mindless entertainment. Berger provides an analysis of the way popular culture and the mass media simultaneously reflect and affect various aspects of American culture and society. He examines commercials, television shows, comics, film, humor, and everyday life in terms of what beliefs and values are found in them, what attitudes toward ourselves and our societies are contained in them, how they achieve their effects, and what they reflect about present-day American culture and society.

The book begins with a consideration of theoretical matters related to the study of popular culture and the mass media, and focuses on the important contributions of Gilbert Seldes on the subject. Throughout Berger makes use of a number of different perspectives to show how various disciplines, modes of analysis, philosophical positions, and belief systems help people interpret a given text. He concludes with an analysis of the impact mass media have across America, cross-culturally, and internationally. Manufacturing Desire will provide the general reader as well as specialists in communication and information, sociology, and psychology with a better understanding of the effects of mass media and popular culture on contemporary society.

In this lively and yet scholarly book, creative artists, people who direct channels of communications, and social scientists present their numerous positions and deeply felt disagreements. Originally released thirty years ago under the rubric "Culture for the Millions, "the work discusses whether or not American culture is in a state of rise or decline; whether mass media dilutes the arts or provides more art for more people; whether cultural leaders are in touch with their audiences, and other such issues.

This volume brings together outstanding artists, scholars, and media executives who present their wide-ranging and deeply felt positions and disagreements. "Mass Media in Modern Society "remains a classic, not only for what it represents as a historical document, but also because of the centrality of its discussions about the nature of cultural participation and aesthetics hi modern society.

The contributions include: Paul F. Lazarsfeld, "Mass Culture Today," Edward Shils, "Mass Society and Its Culture," Leo Lowenthal, "A Historical Preface to the Popular Culture" Debate," Hannah Arendt, "Society and Culture," Ernest van den Haag, "A Dissent from the Consensual Society," Oscar Handlin, "Comments on Mass and Popular Culture," Leo Rosten, "The Intellectual and the Mass Media," Frank Stanton, "Parallel Paths," James Johnson Sweeney, "The Artist and the Museum hi a Modern Society," Randall Jarrell, "A Sad Heart at the Supermarket," Arthur Asa Berger, "Notes on the Plight of the American Composer," James Baldwin, "Mass Culture and the Creative Artist," Stanley Edgar Hyman, "Ideals, Dangers, and Limitations of Mass Culture," H. Stewart Hughes, "Mass Culture and Social Criticism," Arthur Schlesinger, Jr., "Notes on a National Cultural Policy."

NEW YORK TIMES BESTSELLER • The instant classic about why some ideas thrive, why others die, and how to improve your idea’s chances—essential reading in the “fake news” era.


Mark Twain once observed, “A lie can get halfway around the world before the truth can even get its boots on.” His observation rings true: Urban legends, conspiracy theories, and bogus news stories circulate effortlessly. Meanwhile, people with important ideas—entrepreneurs, teachers, politicians, and journalists—struggle to make them “stick.” 

In Made to Stick, Chip and Dan Heath reveal the anatomy of ideas that stick and explain ways to make ideas stickier, such as applying the human scale principle, using the Velcro Theory of Memory, and creating curiosity gaps. Along the way, we discover that sticky messages of all kinds—from the infamous “kidney theft ring” hoax to a coach’s lessons on sportsmanship to a vision for a new product at Sony—draw their power from the same six traits.

Made to Stick will transform the way you communicate. It’s a fast-paced tour of success stories (and failures): the Nobel Prize-winning scientist who drank a glass of bacteria to prove a point about stomach ulcers; the charities who make use of the Mother Teresa Effect; the elementary-school teacher whose simulation actually prevented racial prejudice.
 
Provocative, eye-opening, and often surprisingly funny, Made to Stick shows us the vital principles of winning ideas—and tells us how we can apply these rules to making our own messages stick.


BONUS: This edition contains an excerpt from Chip Heath and Dan Heath's Switch.
No one in America has done more observing of more people than Dr. Frank I. Luntz. From Bill O'Reilly to Bill Maher, America's leading pundits, prognosticators, and CEOs turn to Luntz to explain the present and to predict the future. With all the upheavals of recent events, the plans and priorities of the American people have undergone a seismic shift. Businesses everywhere are trying to market products and services during this turbulent time, but only one man really understands the needs and desires of the New America. From restaurant booths to voting booths, Luntz has watched and assessed our private habits, our public interests, and our hopes and fears. What are the five things Americans want the most? What do they really want in their daily lives? In their jobs? From their government? For their families? And how does understanding what Americans want allow businesses to thrive? Luntz disassembles the preconceived notions we have about one another and lays all the pieces of the American condition out in front of us, openly and honestly, then puts the pieces back together in a way that reflects the society in which we live. What Americans Really Want...Really is a real, if sometimes scary, discussion of Americans' secret hopes, fears, wants, and needs. The research in this book represents a decade of face-to-face interviews with twenty-five thousand people and telephone polls with one million more, as well as the exclusive, first-ever "What Americans Really Want" survey. What Luntz offers is a glimpse into the American psyche, along with analysis that will rock assumptions and right business judgment. He proves that success in virtually any profession demands that we either understand what Americans really want, or suffer the consequences. Praise for Frank Luntz: "When Frank Luntz invites you to talk to his focus group, you talk to his focus group."
--President Barack Obama, spoken on June 28, 2007, to a PBS-sponsored focus group following the Democratic presidential debate at Howard University "Frank Luntz understands the American people better than anyone I know."
--Newt Gingrich, former Speaker of the House "The Nostradamus of pollsters."
--Sir David Frost "America's top companies listen to Frank Luntz because he understands what customers want and what employees think. He has a keen sense of the American psyche and an outstanding command of language that empowers and persuades."
--Thomas J. Donohue, President & CEO, U.S. Chamber of Commerce
Finally a go-to guide to creating and publishing the kind of content that will make your business thrive.

Everybody Writes is a go-to guide to attracting and retaining customers through stellar online communication, because in our content-driven world, every one of us is, in fact, a writer.

If you have a web site, you are a publisher. If you are on social media, you are in marketing. And that means that we are all relying on our words to carry our marketing messages. We are all writers.

Yeah, but who cares about writing anymore? In a time-challenged world dominated by short and snappy, by click-bait headlines and Twitter streams and Instagram feeds and gifs and video and Snapchat and YOLO and LOL and #tbt. . . does the idea of focusing on writing seem pedantic and ordinary?

Actually, writing matters more now, not less. Our online words are our currency; they tell our customers who we are.

Our writing can make us look smart or it can make us look stupid. It can make us seem fun, or warm, or competent, or trustworthy. But it can also make us seem humdrum or discombobulated or flat-out boring.

That means you've got to choose words well, and write with economy and the style and honest empathy for your customers. And it means you put a new value on an often-overlooked skill in content marketing: How to write, and how to tell a true story really, really well. That's true whether you're writing a listicle or the words on a Slideshare deck or the words you're reading right here, right now...

And so being able to communicate well in writing isn't just nice; it's necessity. And it's also the oft-overlooked cornerstone of nearly all our content marketing.

In Everybody Writes, top marketing veteran Ann Handley gives expert guidance and insight into the process and strategy of content creation, production and publishing, with actionable how-to advice designed to get results.

These lessons and rules apply across all of your online assets — like web pages, home page, landing pages, blogs, email, marketing offers, and on Facebook, Twitter, LinkedIn, and other social media. Ann deconstructs the strategy and delivers a practical approach to create ridiculously compelling and competent content. It's designed to be the go-to guide for anyone creating or publishing any kind of online content — whether you're a big brand or you're small and solo.

Sections include:

How to write better. (Or, for "adult-onset writers": How to hate writing less.) Easy grammar and usage rules tailored for business in a fun, memorable way. (Enough to keep you looking sharp, but not too much to overwhelm you.) Giving your audience the gift of your true story, told well. Empathy and humanity and inspiration are key here, so the book covers that, too. Best practices for creating credible, trustworthy content steeped in some time-honored rules of solid journalism. Because publishing content and talking directly to your customers is, at its heart, a privilege. "Things Marketers Write": The fundamentals of 17 specific kinds of content that marketers are often tasked with crafting. Content Tools: The sharpest tools you need to get the job done.

Traditional marketing techniques are no longer enough. Everybody Writes is a field guide for the smartest businesses who know that great content is the key to thriving in this digital world.

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