> 4 oe 25 ps i Sees THE UNIVERSITY OF ILLINOIS LIBRARY 639. Osib MM ERG READING ROOM 14 Dec 2 )7 ~ Bteshers Why Thi As a beginner in the fi whelmed with the mystery o psychology at college—lots logical phraseology of professi a fear that theirs was a mag But lo! the curtain rais tery went. Advertising prov than the successful managem And so, as I saw those f work in publicity, I marked t fled most, I pigeon-holed. M recorded in the A-B-C of the terms of the twenty ever advertised. Thus, this book seeks t ing—more completely, more than ever sketched before. mistic hope that it accomplis never be. , Return this book on or before the _ Latest Date stamped below. Theft, mutilation, and underlining of books are reasons for disciplinary action and may result in dismissal from the University. University of Illinois Library ken ray 6 1945 L161— O-1096 Alex. F. Osborn Dedicated to T. S. B. 343613 OF ILLINOIS LIBRARY 639 Oslb OM MERCE ROOM - Pf ma es, Wa os r Bg dd ' My i, Why This Book Is As a beginner in the fields of advertising, I felt over- whelmed with the mystery of it all. Of course, I had had psychology at college—lots of it. And yet, the psycho- logical phraseology of professional advertisers scared me with a fear that theirs was a magical art. ‘But lo! the curtain raised. As experience came, mys- tery went. Advertising proved not a whit more mysterious _ than the successful management of a football team. And so, as I saw those facts at the threshold of a life- work in publicity, | marked them. The mysteries that baf- fled most, I pigeon-holed. Many of them you will find in here —recorded in the A-B-C of common sense—interpreted in the terms of the twenty every-day businesses which I have advertised. Thus, this book seeks to sketch a survey of advertis- ing—more completely, more simply and of broader scope than ever sketched before. And, if it were not for an opti- mistic hope that it accomplishes that aim, this book would never be. . Alex. F. Osborn | Dedicated to T. S. B. is Co Ge 616 | iD oe a CHAPTER 1 IT. BOE: IV. V. VI. Nauk i VIII. Dee X. XI. Ne LIT XIV. XV. XVI. XVII. XVIII. XIX pO & XXII. XXII. XXIII. XXIV. XXV. XXVI. XXVII. XXVIII. XXIX. XOX. XXXI. XXXII. Table of Contents PaGE Does Advertising Benefit the Public? 7 What Are the Two Divisions of Advertising? 9 What Does a Trade-Mark Accomplish? IO Who Should Learn About Advertising? na How to Advertise Something Unknown and Unwaaeel 13 To Find the Appeal of Something ‘Unknown and Unwanted”. 14 How to Advertise Sate nine