Cowboys, Camels, and Kids

Does advertising turn people into smokers?

January 1, 1971, the Marlboro Man rode across the television screen one last time. At midnight a congressional ban on broadcast advertising of cigarettes went into effect, and the smoking cowboy was banished to the frozen land of billboards and print ads. With the deadline looming, bleary-eyed, hung-over viewers across the country woke to a final burst of cigarette celebration. "Philip Morris went on a $1.25-million ad binge New Year's Day on the Dick Cavett, Johnny Carson and Merv Griffin shows," The New York Times reported. "There was a surfeit of cigarette ads during the screening of the bowl games." And then they were gone. American TV viewers would no longer be confronted by happy smokers frolicking on the beach or by hapless smokers losing the tips of their extra-long cigarettes between cymbals and elevator doors. They would no longer have to choose between good grammar and good taste.

This was widely considered an important victory for consumers. The Times wondered whether the ad ban was "a signal that the voice of the consumer, battling back, can now really make itself heard in Washington." A New Yorker article tracing the chain of events that led to the ban concluded, "To an increasing degree, citizens of the consumer state seem to be perceiving their ability to turn upon their manipulators, to place widespread abuses of commercial privilege under the prohibition of laws that genuinely do protect the public, and, in effect, to give back to the people a sense of controlling their own lives."

As these comments suggest, supporters of the ban viewed advertising not as a form of communication but as a mysterious force that seduces people into acting against their interests. This was a common view then and now, popularized by social critics such as Vance Packard and John Kenneth Galbraith. In The Affluent Society (1958), Galbraith argued that manufacturers produce goods and then apply "ruthless psychological pressures" through advertising to create demand for them. In The Hidden Persuaders (1957), Packard described advertising as an increasingly precise method of manipulation that can circumvent the conscious mind, influencing consumers without their awareness. He reinforced his portrait of Madison Avenue guile with the pseudoscientific concept of subliminal messages: seen but not seen, invisibly shaping attitudes and actions. The impact of such ideas can be seen in the controversy over tobacco advertising. The federal court that upheld the ban on broadcast ads for cigarettes quoted approvingly from another ruling that referred to "the subliminal impact of this pervasive propaganda."

Eliminating TV and radio commercials for cigarettes, of course, did not eliminate criticism of tobacco advertising. In 1985 the American Cancer Society, which decades earlier had called for an end to cigarette ads through "voluntary self-regulation," endorsed a government ban on all forms of tobacco advertising and promotion. The American Medical Association, the American Public Health Association, the American Heart Association, and the American Lung Association also began advocating a ban. Beginning in the mid-'80s, members of Congress introduced legislation that would have prohibited tobacco advertising, limited it to "tombstone" messages (black text on a white background), or reduced its tax deductibility. None of these bills got far.

In the '90s, since Congress did not seem inclined to impose further censorship on the tobacco companies, David Kessler, commissioner of the Food and Drug Administration, decided to do it by bureaucratic fiat. Reversing the FDA's longstanding position, he declared that the agency had jurisdiction over tobacco products. In August 1996 the FDA issued regulations aimed at imposing sweeping restrictions on the advertising and promotion of cigarettes and smokeless tobacco. Among other things, the regulations prohibited promotional items such as hats, T-shirts, and lighters; forbade brand-name sponsorship of sporting events; banned outdoor advertising within 1,000 feet of a playground, elementary school, or high school; and imposed a tombstone format on all other outdoor signs, all indoor signs in locations accessible to minors, and all print ads except those in publications with a negligible audience under the age of 18.

The tobacco companies challenged the regulations in federal court, and in April 1997 U.S. District Judge William L. Osteen ruled that the FDA had no statutory authority to regulate the advertising and promotion of "restricted devices," the category in which the agency had placed cigarettes and smokeless tobacco. Under the nationwide liability settlement proposed last summer, however, the tobacco companies agreed not only to the FDA rules but to additional restrictions, including bans on outdoor ads, on the use of human or cartoon figures, on Internet advertising, and on product placement in movies, TV shows, or video games. Congress is considering that proposal now, and any legislation that emerges will dramatically change the way tobacco companies promote their products. Not content to wait, cities across the country, including New York, Chicago, and San Francisco, are imposing their own limits on cigarette signs and billboards. Elsewhere, the European Union plans to ban almost all forms of tobacco advertising by 2006.

These restrictions are based on the premise that fewer ads will mean fewer smokers--in particular, that teenagers will be less inclined to smoke if they are not exposed to so many images of rugged cowboys and pretty women with cigarettes. As a PTA official put it in 1967, "The constant seduction of cigarette advertising... gives children the idea that cigarettes are associated with all they hold dear--beauty, popularity, sex, athletic success." For three decades the debate over tobacco advertising has been driven by such concerns. Yet there is remarkably little evidence that people smoke because of messages from tobacco companies. The ready acceptance of this claim reflects a widespread view of advertising as a kind of magic that casts a spell on consumers and leads them astray.

Today's critics of capitalism continue to elaborate on the theme that Vance Packard and John Kenneth Galbraith got so much mileage out of in the '50s and '60s. Alan Thein Durning of the anti-growth Worldwatch Institute describes the "salient characteristics" of advertising this way: "It preys on the weaknesses of its host. It creates an insatiable hunger. And it leads to debilitating over-consumption. In the biological realm, things of that nature are called parasites." When combined with appeals to protect children, this perception of advertising as insidious and overpowering tends to squelch any lingering concerns about free speech.

Busting Joe Camel's Hump

In 1988 R.J. Reynolds gave the anti-smoking movement an emblem for the corrupting influence of tobacco advertising. Introduced with the slogan "smooth character," Joe Camel was a cartoon version of the dromedary (known as Old Joe) that has appeared on packages of Camel cigarettes since 1913. Print ads and billboards depicted Joe Camel shooting pool in a tuxedo, hanging out at a nightclub, playing in a blues band, sitting on a motorcycle in a leather jacket and shades. He was portrayed as cool, hip, and popular--in short, he was like a lot of other models in a lot of other cigarette ads, except he was a cartoon animal instead of a flesh-and-blood human being. Even in that respect he was hardly revolutionary. More than a century before the debut of Joe Camel, historian Jordan Goodman notes, the manufacturer of Bull Durham smoking tobacco ran newspaper ads throughout the country depicting the Durham Bull "in anthropomorphic situations, alternating between scenes in which the bull was jovial and boisterous and those where he was serious and determined."

But Joe Camel, it is safe to say, generated more outrage than any other cartoon character in history. Critics of the ad campaign said the use of a cartoon was clearly designed to appeal to children. Washington Post columnist Courtland Milloy said "packaging a cartoon camel as a `smooth character' is as dangerous as putting rat poison in a candy wrapper." In response to such criticism, R.J. Reynolds noted that Snoopy sold life insurance and the Pink Panther pitched fiberglass insulation, yet no one assumed those ads were aimed at kids.

The controversy intensified in 1991, when The Journal of the American Medical Association published three articles purporting to show that Joe Camel was indeed a menace to the youth of America. The heavily promoted studies generated an enormous amount of press coverage, under headlines such as "Camels for Kids" (Time), "I'd Toddle a Mile for a Camel" (Newsweek), "Joe Camel Is Also Pied Piper, Research Finds" (The Wall Street Journal), and "Study: Camel Cartoon Sends Kids Smoke Signals" (Boston Herald). Dozens of editorialists and columnists condemned Joe Camel, and many said he should be banned from advertising.

In March 1992 the Coalition on Smoking or Health, a joint project of the American Cancer Society, the American Heart Association, and the American Lung Association, asked the Federal Trade Commission to prohibit further use of the smooth character. Surgeon General Antonia Novello and the American Medical Association also called for an end to the campaign. In August 1993 the FTC's staff backed the coalition's petition, and a month later 27 state attorneys general added their support. In June 1994, by a 3-to-2 vote, the FTC decided not to proceed against Joe, finding that the record did not show he had increased smoking among minors. (During the first five years of the campaign, in fact, teenage smoking actually declined, starting to rise only in 1993.) In March 1997, after several members of Congress asked the FTC to re-examine the issue, the commission's staff again urged a ban, citing new evidence that R.J. Reynolds had targeted underage smokers. This time the commission, with two new members appointed by the Clinton administration, decided to seek an order instructing RJR not only to keep Joe out of children's sight but to conduct a "public education campaign" aimed at deterring underage smoking.

The two dissenting commissioners were not impressed by the new evidence, which failed to show that Joe Camel had actually encouraged kids to smoke. One wrote, "As was true three years ago, intuition and concern for children's health are not the equivalent of--and should not be substituted for--evidence sufficient to find reason to believe that there is a likely causal connection between the Joe Camel advertising campaign and smoking by children." But the FTC's action turned out to be doubly irrelevant. R.J. Reynolds, along with its competitors, agreed to stop using cartoon characters as part of the proposed nationwide settlement, and last July it announced that it was discontinuing the "smooth character" campaign, replacing it with one that makes more subtle use of camels.

Although the JAMA articles were widely cited by Joe's enemies, including the FTC and President Clinton, they proved much less than the uproar would lead one to believe. In the first study, researchers led by Paul M. Fischer, a professor of family medicine at the Medical College of Georgia, asked preschoolers to match brand logos to pictures of products. Overall, about half the kids correctly matched Joe Camel with a cigarette. Among the 6-year-olds, the share was 91 percent, about the same as the percentage who correctly matched the Disney Channel logo to a picture of Mickey Mouse.

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    Yet why would advertisers spend money on advertising if it did not encourage people to buy their wares? Which is not to say that banning such attempts at encouragement should be illegal. Viewers have a free choice...


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