Personal Data: Political Persuasion Inside the Influence Industry. How it works. Personal Data: Political Persuasion Inside the Influence Industry. How it works. By Tactical Tech’s Data and Politics team Published March 2019 This guide was possible thanks to the support of: and Tactical Tech’s other funders. Contents Authors 6 Introduction Varoon Bashyakarla by Stephanie Hankey Stephanie Hankey Amber Macintyre Data as an asset Raquel Rennó Gary Wright 14 Consumer Data: The fuel of digital campaigns by Gary Wright Creative Direction Stephanie Hankey 22 Voter Files: Political data about you by Amber Macintyre Editor Christy Lange 30 Breaches, Leaks and Hacks: The vulnerable life of voter data by Gary Wright Copy Editor Michael Runyan Data as intelligence Graphic Design 40 A/B Testing: Experiments in campaign messaging Yiorgos Bagakis by Varoon Bashyakarla Cover and Illustrations 48 Campaign Apps: Tap to participate Maria Kassab by Varoon Bashyakarla Design Support 56 Third-party Tracking: Cookies, beacons, fingerprints and more Philipp Dollinger by Varoon Bashyakarla Research Support 64 Digital Listening: Insights from social media Nicole Ayo von Thun by Amber Macintyre Sascha Gubskaya Morana Miljanovic Data as influence Communications 74 Geotargeting: The political value of your whereabouts Daisy Kidd by Varoon Bashyakarla Tactical Tech’s country-study partners: 82 Search Result Influence: Reaching voters seeking answers Boo Su-Lyn (Malaysia) by Raquel Rennó Bruna Martins dos Santos & Joana Varon, Coding Rights (Brazil) Cédric Laurant, Ernesto Ángeles Guerrero, José Alberto, Hernández Jiménez & Sebastián Irigoyen, Artículo 12 (Mexico) 90 Addressable TV: Who’s watching what you’re watching? Claudio Agosti & Fabio Chiusi (Italy) by Varoon Bashyakarla Colin J. Bennett & Robin M. Bayley (Canada) Elonnai Hickok (India) 98 Robocalls and Mobile Texting: Automated campaign outreach Eticas Foundation (Catalonia) by Gary Wright Grace Mutung’u (Kenya) Jeff Chester & Kathryn Montgomery, Center for Digital Democracy (United States) 106 Psychometric Profiling: Persuasion by personality José Luis Peñarredonda, Fundación Karisma (Colombia) by Varoon Bashyakarla Judith Duportail (France) Marianela Milanes, Asociación por los Derechos Civiles (Argentina) Romina Garrido, Fundación Datos Protegidos (Chile) 114 Upcoming Technologies: The next frontier in campaign technology © and ℗ 2019 Tactical Tech by Varoon Bashyakarla Originally published March 2019 Second edition published December 2019 120 Considerations: For regulators, political parties, companies and voters by Stephanie Hankey For the online version of this guidebook visit tacticaltech.org/#/projects/data-politics Licenses for further distribution of this guide are available on request at [email protected] Thanks to The Tactical Tech team for support and our project partners and collaborators Introduction 6 7 “What we are doing is no different from what the advertising industry at large is doing across the commercial space.” ALEXANDER NIX, FORMER CEO OF CAMBRIDGE ANALYTICA1 The scandal surrounding Cambridge Analytica that broke on How do they work? Digging deeper into the differences that the new technologies political campaigns; others are data brokering services that are 17 March 2018 was a watershed moment. For many voters, Data-driven technologies are an inevitable feature of modern bring—such as the granularity, scale and speed at which they utilised by political campaigns, as well as other clients who use it created a unique insight into how their data was being traded political campaigning. Some argue that they are a welcome can target messages—is an essential first step. Our research their services for marketing, advertising and sales for a range of and utilised to target them for political influence: voters real- addition to politics as normal and a necessary and modern reveals more about how various methods work, how they have products and services not related to politics. ised the effects the technologies were having on them. approach to democratic processes; others say that they are been used to-date and how they could be used in the future. corrosive and diminish trust in already flawed political systems. This helps to show which attributes may differentiate between The United States can be seen as the industry’s primary Despite widespread global attention, there is still very little The use of these technologies in political campaigning is not methods which are relatively benign and which need curtailing innovator, with the most dominant companies exporting known about the techniques that are applied to sway citizens’ going away; in fact, we can only expect their sophistication in the context of political persuasion. Detailing them enables their technologies and the largest political campaign budgets political views by leveraging the data they give away. While and prevalence to grow. For this reason, the techniques and checks and balances to be put in place that ensure that political for experimentation. The fact that data-driven campaigning much of the media coverage focused on Cambridge Analytica’s methods need to be reviewed outside the dichotomy of ‘good’ actors with varying value systems, working in different political techniques originated in the US, with George W. Bush’s 2004 use of psychometric profiling, this was not the only technique or ‘bad’ and beyond the headlines of ‘disinformation campaigns’. contexts and at different political moments, stay within ethical presidential campaign7 and Barack Obama’s 2008 presidential they used; in fact, there were many. Furthermore, as their staff lines and do not create unjust advantages and inequities. Such campaign8 paving the way, has also set precedents in the way took the stand in a series of enquiries by the UK parliament, All the data-driven methods presented in this guide would not an independent, in-depth and nuanced knowledge of the tools that data is used by campaigns in other countries. they pointed out that these methods were fairly commonplace exist without the commercial digital marketing and advertising at play is crucial for making decisions about how to keep elec- within a vast industry of influence.2 Beyond 2018, understand- industry. From analysing behavioural data to A/B testing and tions and political processes open, free and fair. Broadly speaking our research showed that at this point in ing this industry and how it works is essential for deciding how from geotargeting to psychometric profiling, political parties its development, the use of data-driven political campaigning the industry should be regulated and learning how effective its are using the same techniques to sell political candidates to The challenges of getting inside the influence industry techniques worldwide largely originates from and is facilitated techniques really are. voters that companies use to sell shoes to consumers. The Tactical Tech’s research project ‘Inside the Influence Industry’ by the widespread export of technologies that are developed in question is, is that appropriate? And what impact does it have reflects what can be seen ‘from the outside’, working on multi- the US and then adapted and iterated into local contexts. The Data and Politics team at Tactical Tech spent twelve not only on individual voters, who may or may not be persuad- ple levels, but never within political campaigns or for the influ- In researching the practices, we found that the data companies months investigating these technologies and methods: who is ed, but on the political environment as a whole? ence industry itself. For this reason, any gaps and anomalies in and the political parties that purchase their services vary in selling them, what they promise and how exactly they extract the research are in and of themselves meaningful: they repre- their degrees of openness and transparency. value from personal data. The team has attended events, The practice of political strategists selling candidates as brands sent the parts of the industry and the practices that cannot be interviewed practitioners and worked with partners spanning is not new. Vance Packard wrote about the ‘depth probing’ discovered from the outside. The project shows what can be Some companies offer online demos of their technologies multiple countries3 to piece together a puzzle of the workings techniques of ‘political persuaders’ as early as 1957. In his found as technologists and researchers working external to the and/or present case studies of their political work, while others of the industry and the mechanisms they use. The result of book, ‘The Hidden Persuaders’, Packard described political industry and, perhaps more poignantly, as determined voters. do not represent their political work or clients at all. In these our research is a unique overview of the who, what and how strategies designed to sell candidates to voters ‘like toothpaste’, cases, we found their work through journalistic research, of the influence industry, with a focus on the different ways and how public relations directors at the time boasted that Our research was carried out at an international level by the industry events, interviews or by discovering that their services that personal data is used in efforts to understand, engage and ‘scientific methods take the guesswork out of politics’.5 In Data and Politics team at Tactical Tech and at a national level were used by political clients (in some cases this may even be influence citizens in political campaigns. Going beyond the this sense, what