DOCUMENT RESUME ED 432 020 CS 510 093 AUTHOR Reppert, James E. TITLE Infomercials: A Genre in Search of Legitimacy. (Mass Communication Instructional Unit). PUB DATE 1995-04-00 NOTE 20p.; Paper presented at the Annual Meeting of the Western Social Science Association (Oakland, CA, April 26-29, 1995). PUB TYPE Reports Descriptive (141)-- Speeches/Meeting Papers (150) EDRS PRICE MF01/PC01 Plus Postage. DESCRIPTORS *Cable Television; Higher Education; *Introductory Courses; *Mass Media; *Television Commercials; Television Curriculum; Units of Study IDENTIFIERS Advertising Effectiveness; Genre Studies; *Infomercials; Southern Arkansas University ABSTRACT A wide variety of media subjects are discussed in an introductory mass communication course at Southern Arkansas University, and one of the most popular instructional sections with students is "infomercials." This paper acquaints students with the history, scope, and controversy surrounding the infomercial genre. It first explains that infomercials are 30-minute program-length advertisements seen on cable television networks and broadcast affiliates. It then examines infomercials as a genre seeking legitimacy, looking at them from a number of perspectives. The new trend of mainstream corporations producing infomercials is also considered. Some of the questions the paper addresses are: how much money the infomercial business generates; what the cost of producing an infomercial is; who the major producers are; what are the types of products for which they are most effective; and what the cost of buying 30 minutes on cable television is. Elements in the paper are discussed as an instructional unit, interspersed with viewing segments or edited clips of infomercials in class. As a result, the paper states, students better understand how advertising, marketing, demographics, psychology, self-esteem, and emotional appeals are just some of the factors that can lead to the success or failure of infomercials. Contains 30 references. (NKA) ******************************************************************************** Reproductions supplied by EDRS are the best that can be made from the original document. ******************************************************************************** Western Social Science Association Conference April 26-29, 1995 Oakland, California "Infomercials: A Genre in Search of Legitimacy." (Mass Communication Instructional Unit) James E. Reppert Department of Theatre and Mass Communication Southern Arkansas University SAU Box 9229 Magnolia, Arkansas 71753-5000 Phone: (870) 235-4258 Fax: (870) 235-5005 E-mail: [email protected] U.S. DEPARTMENT OF EDUCATION Office of Educational Research and improvement vrE CATIONAL RESOURCES INFORMATION PERMISSION TO REPRODUCEAND DISSEMINATE THIS CENTER (ERIC) MATERIAL HAS This document has been reproduced as BEEN GRANTED BY received from the person or organization originating it. C \ CD 0 Minor changes have been made to improve reproduction quality. eIC) tr) Points of view or opinions stated in this TO THE EDUCATIONAL document do not necessarily represent 2 RESOURCES official OERI position or policy. INFORMATION CENTER(ERIC) (.....) 1 REST COIPYAVAIIAAILE One of the courses I teach at Southern Arkansas University is MCOM 1003/Introduction to Mass Communication. A wide variety of media subjects, particularly dealing with the television industry, are addressed in the course. One of the most popular instructional sections with students is infomercials. So much so, in fact, that I prepared a paper that acquaints students with the history, scope, and controversy surrounding the genre.We discuss elements found in this paper as an instructional unit, interspersed with viewing segments or edited clips of infomercials in class. As a result, students better understand how advertising, marketing, demographics, psychology, self- esteem, and emotional appeals are just some of the factors that can lead to the success or failure of infomercials. One of the newest trends in the electronic publishing industry in the past decade has been the increasing popularity of infomercials. They are 30-minute program-length advertisements seen on cable television networks and broadcast affiliates. Infomercials have become more of a revenue staple for stations each year since 1984, when the Federal Communications Commission ruled that individual stations could determine how many minutes of commercials they wished to run each broadcast day. The industry had also received a boost two years earlier, when the Department of Justice began an antitrust action to deregulate 3 2 Reppert 1995 WSSA Conference commercials. As a result of these efforts, numerous individual and corporate entrepreneurs have tried with varying degrees of success to promote their products to late night and early morning viewing audiences through infomercials. This MCOM 1003/Introduction to Mass Communication instructional unit will examine infomercials as a genre seeking legitimacy from a number of perspectives. How did this form of advertising become so prominent so quickly?Has it been a victim of rapid growth? As the infomercial industry has expanded, threats to its credibility have occurred. The Federal Trade Commission has taken a strong stand against producers selling products with unsubstantiated claims. Some of these shows with misleading statements will be examined. Efforts at self- regulation in tandem with federal regulation will also be discussed. Mainstream corporations are now producing infomercials, with many using celebrities as spokespersons. The rationale for this trend will be evaluated. Other questions will be addressed. How much money does the infomercial business generate? Who are the major producers of infomercials? How much does it cost to produce one?What types of products are most effective? How much does it cost to buy 30 minutes on a cable network or television station? In addition, analyses of some of the top- grossing infomercials currently running on national cable 4 3 Reppert 1995 WSSA Conference networks will be observed regarding their products, claims and testimonials. The image of infomercials has always been suspect in some quarters. This impression was not helped by intervention from the Federal Trade Commission when products could not deliver on their promises. In 1991, the FTC charged Synchronal Corporation with making misleading statements concerning two program-length commercials. A show titled Can You Beat Baldness? sold Omexin, a product that supposedly could stop baldness and grow hair. Synchronal was also charged with making false claims about cellulite reduction in Cellulite Free: Straight Talk with Erin Gray. The FTC claimed that these two infomercials were also deceptive, as they had the appearance of being talk shows or investigative reports. A 1991 Texas lawsuit against Synchronal involving these infomercials resulted in fines of $25,000 daily for alleged violations of the Food, Drug and Cosmetic Act. Other infomercials have raised questions as to their validity. Actor Chad Everett, who played a doctor on the CBS television series Medical Center, hosted an infomercial for a product called Encor. Its use would supposedly reinvigorate the male libido from a state of impotence. This infomercial is no longer on the air. The infomercial series Amazing Discoveries highlights products such as tooth whiteners, memory programs, computer 5 4 Reppert 1995 WSSA Conference operation videotapes, car waxes and household cleaners. Structured as a talk show with a set similar to Geraldo, host Mike Levey and a paid audience initially appear skeptical about the products, but gradually come to embrace them. These and other shows that skirt the bounds of accuracy in advertising have raised the ire of some media critics. Walter Kirn of Mirabella has been particularly harsh on those involved with the genre. While believing that some infomercials are watchable, he muses about what self-improvement and cosmetic products sold by celebrities say about American popular culture. Kirn sees manipulation of viewer emotions at the heart of successful infomercials, a genre that has no qualms with lowering itself to manipulation in order to sell juice extractors or financial systems. In part to satisfy its critics, and in part to keep the FTC at bay, the infomercial industry began efforts at self-regulation to monitor its conduct. In 1991, the National Infomercial Marketing Association (NIMA) was formed to combat concerns about the genre. The legal founder of NIMA, Jeffrey Knowles, believes the guidelines for enforcement, which include money-back guarantee clauses, were important to establish credibility with the FTC. These steps were taken in the wake of a $1.5 million fine levied by the FTC against infomercial producer Twin Star. One of its shows, hosted by Michael Reagan, promoted a diet patch 5 Reppert 1995 WSSA Conference that supposedly could help a person lose weight. These and other self-regulatory actions taken by NIMA have helped to change the perception by corporations concerning the viability of infomercials as an advertising option. The finances obtained from selling products through program-length commercials has also been a factor in this change of attitude. In 1991, infomercials grossed $500 million. This was a primary factor in established companies considering entrance into the field. At one point, MTV was conducting research into starting its own 24- hour infomercial channel. The Home Shopping Network went beyond research to establish a short-lived