The Evolution of Desire in Advertising
Authors: Holden Todd Joseph Miles 
Published: October 2020

She's the dollars, she's my protection; she's a promise, in the year of election.
Sister, I can't let you go; I'm like a preacher, stealing hearts at a traveling show.
For love or money, money, money... Desire -- U2, "Desire" (1988)

For the love of money. In the worship of things.
Desire has traditionally been employed by advertising as a means of selling product. Regardless of culture, more powerful than context, desire is invoked as one of capitalism's iron-clad codes of quality.
The Uses of Desire in Advertising
Specifically, two variants have been most common. That in which desire is: (1) stimulated
or (2) sated by a product. Crucial to advertisers, in both cases the product is more
powerful than the thing the audience finds most powerful: the physical surge, the
emotional rush, the chemical compulsion we label "desire".
In the case of the former, a typical approach has been to create an equation in which product intervenes in the relationship between man and woman (and it is always man and woman), stimulating the psycho-physiological desire of one for the other. A classic pre-post design. Absent the product, desire would not arise, ad text often alleges. This tack is well captured in this ad for a perfume.
Implicit in this approach is the assumption that the ad reader will desire desire. If so, he or she -- equally desirous of this turn of events -- will insert him or herself into the scenario, engaging in a symbolic, if not actual purchase of the product1.
As we saw above, desire is often depicted via substitute symbols -- flashing red neon, burning matches, flame-blowers, stifling heat and raging brush fires2. The product is then used to extinguish such signs -- metaphorically quenching desire. This is the satiation variant identified at the outset.
Standardised Desire?
This last is an Australian ad, but in a wide variety of contexts, the same formula of product/desire appears. A recent Malaysian ad, for instance, plays out like this: a motorbike roars up to a doorstep; its leather-clad rider dismounts. Removing the helmet we find beneath a ... beautiful long-haired woman. Cut to a medium shot of the front door opening. A similarly-clad male leans against the molding. Rugged, firm, slightly aloof. Cut to product name: Dashing for Men. Followed by a picture of the cologne. "The Dashing Sensation" is then posted -- ripe with the implication that the cologne has worked its magical, magnetic attraction uniting female and male.
It should be pointed out that Malaysia is a market with a significant western presence. Its top advertising firms are American, British and Italian. Thus, if one were curious as to whether desire was inherently a "cultural universal" or rather due to accession (i.e. the movement of intellectual and corporate capital), Euro-American presence would certainly be a factor to consider 3.
Innovating Desire
Bringing us to Japan. Desire is also a major theme there, as well. However, there, Japanese firms dominate ad production. And, interestingly, though the above-mentioned formulations do appear, desire in Japan also has its own specialised discourse. Rather than a relationship between the consumable and the consumer's emotional/physical state, discourse about desire can transpire independent of the product. Desire is often simply about desire.
This is in keeping with a trend (or, more formally, a stage) of development Japanese advertising has achieved -- what I call "product-least advertising"; a condition in which discourse is about many things other than consumption. One of these things being desire. In closing I will wonder what this might say about Japanese society.
Japanese Approaches to Desire
As noted above, it is not the case that messages of product-induced desire do not appear in Japan. They are certainly more pervasive than in their Islamic neighbor, Malaysia. And, like America, desire is treated in an array of ways.
Object-Mediated Desire
One approach, admittedly less conventional, posits the product as medium. Only through the product will desire be manifested. In this ad, though verbal substitutes are invoked -- "lust", "love", "lick", "pinch", bite", "touch" -- desire is the guiding force as the figures trapped inside the product's bar code move mechanically toward physical consummation. Of particular note is the product's multi-faceted relationship to desire: it subsumes desire, stimulates it, provides a forum and means for its expression, and is the device securing its culmination ... the ad text is ambiguous as to which is controlling.
This is a definitive "postmodern ad", pregnant with shifting perspective, situational action, oppositional signs and interpretive possibilities. The kind of text so-called "cultural studies" intends by the term "polysemy" (the notion that multiple meanings are contained in any sign -- see Fiske). In the case of desire, postmodern ads tell us not that desire is multiple. Rather, it is a singular (i.e. universally experienced) condition which may be differentially manifested and variously interpretable vis-à-vis singular object/products.
Object-Induced Desire
For instance, in this ad, again for instant noodles, two salarymen contemplate the statement "this summer's new product is stimulating". Each conjures a different image of just what "stimulating" means. For the younger man, a veritable deluge of sexual adoration; for his elder, an assault by a gang of femmes toughs.
And while the latter man's fantasy would not qualify as the conventional definition of "desire", the former would. Thus, despite its polysemic trappings, the ad varies little from the standard approach outlined at the outset (plates 1 and 2). It posits that the product possesses sufficient power to stimulate desire for its consumer in external, unrelated others.
Object-Directed Desire
One of sociology's earliest complaints about capitalism was its reduction of people to the status of things. Social relations became instrumental acts aimed at achieving rational ends; the personalities, thoughts and qualities of those human agents engaged in the exchange become secondary to the sought good.
Advertising, according to early semiotic critiques (see for instance Williamson), has only intensified this predilection, though in a different way. Ads instrumentalise by creating equality between the product presented and the person doing the presenting. When the presenter and product are conflated -- as in the case where a major star clasps the product to her bosom and addresses the camera with: "it's my Nice Once" (the product name) -- the objectification of the human subject may be unavoidable. The material and corporeal meld.
She cherishes the drink. If we desire her (her status, her style, her actual physical being) but are realistic (and thus willing to settle for a substitute) ... we can settle for the simulation (her drink). This kind of vicarious taking, this symbolic sharing is common in advertising. Played out over and over the audience quickly learns to draw an equal sign between the two depicted objects (product and star). Purchasing one enables us to realise our desire (however incompletely) for the other.
Sometimes the product and person are separated, but in a way that the discourse is about longing. The product is consumed because the human can't be -- perhaps a less satisfactory substitute, but a replacement, nonetheless. Or, as in the ad below, the two might be interchangeable.
Interior. Bright yellow room without any discernible features. No walls, windows or furniture. Tight shot of black fishnet stockings, barely covered by a yellow dress. The legs swivel in a chair, allowing a fleeting shot of the model's crotch. Cut to a darkened interior. The product sits next to a set of wrenches. Cut back to first interior. Medium tight of the model's bare shoulders. She spins in her chair. Cut to the mechanic working on the engine of a car. Female voiceover: "Hey! Work AGAIN? ... Let's play!" Cut to tight shot of her pursed lips. "Hey! ... let's go for a drive", accompanying consecutive shots of the mechanic wiping sweat from his brow and the vamp's derriere. Next, a sequence of fast, tight images: mechanic revving the engine, the model's face, then her upper body viewed through heavily-ventilated apparel. "Oh", she says, "cars are cuter, huh?" The mechanic pauses to consider. Walks over to the product, pops the top. "When it comes to that sort of man..." her VO says as he gulps the drink, "women are suckers". Tight on woman's face: "(he's a) rake", she pouts.
To better appreciate this endemic correspondence between objectification and desire, consider this ad for a car named "Rosso" ("red" in Italian, "aka" in Japanese). The model, "Anna", is tinted head to toe in red (red, of course, being the universal signifier for passion and desire)4. She and/or the car rouse enough passion in a male by-stander to literally make his blood boil. This, in turn, produces steam which, in turn, sends air current of sufficient force to propel Anna's skirt skyward. This, in turn, converts the man's face into an embarrassed and/or impassioned red. "Rosso!" he gushes enthusiastically -- reference to car, his condition, Anna and, presumably, her panties5.
Thus, the desire for things -- people included -- is by no means disappearing in Japanese advertising. The name of the game is still to sell that which has been produced. Although Japanese ads have moved toward a decentring of product -- an introduction of consumption-least discourse, with a concomitant increase in popular cultural and societal content -- the great majority still speak in the language of "here it is, buy it!" The prevailing tenor is still object-oriented. And the spill-over, as we just saw, is a tendency to depict humans and their interactions in objectified terms. A recent ad, for the discount store LLAOX, is rather stark in this regard. A young man displays photos of the many items (guitars, television, appliances) he found at LLAOX. In the final shot, of an attractive woman standing in front of the items, he proudly boasts: "I found her at LLAOX, too!"
Subject-Oriented Desire
Like ads in other countries, then, Japanese ads tend to place the object ahead of the subject. Desire for the person depicted in the ad is either ancillary to the desire expressed for the product, or else exists as a function of the subject's objectified status. However, an accreting number of Japanese ads have begun orienting desire toward one or both of the subjects in the ad, over or independent of the object for sale.
A man and woman in their early thirties sit at a table sipping whiskey. The woman leans toward the man and in a perky voice utters: "Hey, let's turn in soon." The man protests, pointing to the drink: "we haven't finished this, yet." The woman tilts her head. She insists "let's head home." Then in a conspiratorial undertone "it's that day" and winks. The man's elbow falls off the tabletop. The woman blows him a kiss. Cut to a cat hiding beneath one of his paws in embarrassment. (Source: Nikka All Malt Whiskey -- Japan, 1993)
Admittedly, not all ad discourse involves desire. But of late considerable ad space has been devoted to human relations and longing6. Consider this promo for a health drink.
A man stands on his verandah in his t-shirt and pyjama bottoms. He looks groggy. Cut to a young woman watering her plants on the adjacent porch. "Hey!" she coos to her bushes, "are you lively?" She tends the pots along the centre divider. Is she addressing her foliage or the young man on the other side? He cranes his neck to steal a peek. She seems unaware. He lays his head on his forearms, admiring her. Cut to a shot of her regarding the product; drinking it; savouring the taste. The text reads: "With Lactia you will bloom beautifully." The woman enthuses audibly: "happiness!" Her voyeur, still in thrall, emits a sigh, suddenly straightens and declares aloud (in English): "Nice!"
The previous two examples feature desire by adults. Considerable contemporary desire-centred discourse, however, focuses on teens. In these cases the product is sometimes introduced as a symbol for desire -- as in this case of a potato chip which snaps crisply each time a boy's romantic advance is repelled.
A boy and girl walk along a boardwalk. The boy tentatively reaches for his partner's hand. Just then an approaching bicyclist toots his horn and cleaves a path between the two. A superimposed chip snaps. Next, seated on the shoreline, the boy reaches out again. Suddenly, a wind-blown ball rolls past, prompting his intended to abruptly vacate her position. He is left, literally clutching air. Another chip snaps again. The boy reaches out to touch the girl's handprint in the sand. He utters "I like you". The girl turns and asks "what did you say?" He impotently shrugs "nothing at all." Cut to a box of the chips.
This youthful obsession with desire plays prominently in ads. First, because it fits well with the "mini-drama" format currently favoured in Japanese advertising. Second, because it is an effective technique for capturing viewer interest. The emotional tugs keep the audience attending to the ad beyond the first viewing. In the following ad, while desire for the product is the punch line, the entire ad is structured around unrequited desire. The confusion of the former for the latter not only redounds to product value, but predisposes the audience toward empathy and engagement.
A teenage girl in her plaid uniform steers her bike into its berth outside school. Her voiceover identifies the bike name, shows how one touch locks the wheel in place and the seat in the vertical position. "Oh!" a quavering male voice utters off camera. "Can I ask name?" Japanese being a language that often operates without articles and pronouns, we aren't sure which name he means. Quick zoom in on the girl's expectant expression. "Eh?" she asks breathlessly. Her narration stops, her heart soars, glowing a vibrant red over her white sweater. "The bike's name", her interlocutor clarifies. All at once, the throbbing red heart is extinguished, fading to a black circular smudge. Her expectant smile dissolves into disappointment.
Not all scenarios are downers, however. In the following case the product is a prop -- at best an accoutrement -- in the teenage game of expressing desire.
A spry girl pours hot water into two cups. Off camera an older female voice asks whether she isn't supposed to be resting. "Don't worry about it", the girl replies. Cut to exterior shot. She's wearing a short coat, backing through the front door with the two cups in her hands. Cut to an angled reaction shot: a handsome boy leans across his bike, placing a letter in the post. He holds the letter up. "This", he says. Cut to the girl, now leaning against the entryway of the building, sipping her drink. Haltingly, in a breathy voice, she utters: "To... tomorrow... would have been... okay. But..." Japanese being the language of implication we read this as "it's fine the way it is working out." With the girl in the foreground, we see the boy leaning against the entryway on the opposite side contemplating his drink. Cut to a long angled shot from high above. The two teens sup in the cool evening air, alone, intimate, yet separated by the building's bright entrance. The narrator closes with a message about the nutritional value of the drink -- wholly unrelated to the unequivocal web of intimacy spun by these two youths.
This ad offers us a perfect take on how desire is constructed and reproduced in contemporary ads in Japan. A perfect place for us to close.
Evolving Desire?
Desire is not new to advertising, but the form in which it is currently being expressed is. In Japan, at least, where commercials strive for polysemy in the volatile, evanescent and ultimately quixotic struggle for audience attention, communication is increasingly about things unrelated to the product. High on the list are affection, intimacy and sexuality -- aspects of human existence which bear considerable connection to desire. Reproduced in a variety of forms, played out in an array of contexts, by a variety of demographic "types", such commercial communications have the effect of centralising desire as a major theme in contemporary Japanese society7. The increase in so-called "secondary discourse"8 about human longing is palpable. But what to make of it?
Clear explanations lie in "social evolution" -- factors such as: Japan's remarkable achievement of its postwar economic goals; its subsequent economic meltdown and accreting political malaise; the dramatic decline in corporate loyalty; disintegration of the family; increased urbanisation, atomisation and anomie; the stratification of generations and economic classes; increased materialism and attention to status; the concomitant loss of a personal raison d'être and collective moral beacon. In fact, all the reasons that Emile Durkheim diagnosed in fin de siècle France in inventing the discipline of sociology and Murakami Ryu has recently discerned a century later in fin de siècle Japan.
Desire is a manifestation of social breakdown, as well as a plea for its resolution. As we enter a new century -- indeed a new millenium -- it is an empirical question worth monitoring whether the Japanese obsession with desire will continue to swell.
Footnotes
1. Although the claims in this paper are qualitative, rather than quantitative, without question it is true that both men and women in Japanese television advertising are depicted as desiring. In this way, one could claim that desire exists independent of gender in ads. At the same time, it is almost certain that desire is often depicted as being manifested differentially by men and women. However, as one can infer from the data below, this is not always so (viz. "True Love"). Moreover, while women (or men) might more often fit one or another of the constructs below (i.e. object-mediated, object-induced, object-directed, subject-oriented) than their opposite number, cases can generally be found in which both (male and female) are depicted desiring in each of the stated relationships.
1. Thinking of this (fire-desire) symbol-set generally (and this ad specifically), one is reminded of the Springsteen lyric:
At night I wake up with the sheets soaking wet and a freight train running through the middle of my head;
Only you can cool my desire.
I'm on fire.
-- Bruce Springsteen: "I'm on Fire" (1984)
Reminding one of the lyric by Shocking Blue from their decade-spanning Number 1 single (1970 by the Dutch band as well as the 1986 cover version by Bananarama):
I'm your Venus, I'm your fire at your desire.
If not the Earth, Wind and Fire phrasing from "That's the Way of the World" (1975):

Hearts of fire, creates love desire...
Of course, the fire/desire combo might also have become a universal association due to the easy opportunity (at least in English) to commit a rhyme (no matter how cloddish).
2. It has yet to be determined that desire is a cultural universal. However, the universal presence and relatively uniform logic of the "machinery of capitalism" (a major aspect of which is advertising) certainly serves as a powerful prod. That machinery overlaps culture and tends to act on it in relatively similar ways (one of which may just be the discourse about desire). This, of course, makes no claims about universal outcomes. I have addressed the interaction of capitalism and context and the themes of global/local, homogeneity/heterogeneity, universal/particular in a series of articles concerning information transfer, body, color, and advertising form in comparative context. Please see my home page for references to and greater detail on this work.
3. Regarding red as signifier, see Branston & Stafford (7). Also see my work on color universals ("The Color of Meaning") and culture-specific colour conventions ("The Color of Difference").
4. Support for this interpretation can be found in other ads, as ideas and practices in Japanese advertising tend to travel in twos or threes. During this same period, Suzuki Move placed Leonardo DiCaprio behind the wheel. As he tooled around the city, his accelleration was such as to raise the skirts of two by-standers. DiCaprio promptly braked, placed the car in reverse, rolled astride the two women, and impishly pointing at each, identified the shade of underpants ("white and strawberry") they were sporting.
5. And let me reiterate: All such depictions are exclusively about sexual/emotional longing between men and women.
6. As I am mainly working with Japanese data in this article, I feel comfortable only seeking to draw conclusions about Japanese society. Certainly, one could fathom conducting the same sort of analysis and arriving at the same general conclusions about other postmodern, capitalist, commercial-centred, consumer-oriented societies.
7. The word is O'Barr's. It bears considerable similarity to Barthes's "second order signification".
Plates

1 Caliente perfume (USA, 1994)

9 Georgia canned coffee (Japan, 1999)

2 Old Spice cologne (USA, 1994)

10 Rosso (Japan, 1998)

3 Coke (Australia, 1994)

11 LLAOX (Japan, 1999)

4 Dashing cologne (Malaysia, 1997)

12 Lactia (Japan, 1997)

5 Cup Noodles (Japan, 1998)

13 5/8 and 3/5 Chips (Japan, 1993)

6 Cup Noodles (Japan, 1998)

14 Gachyarinko (Japan, 1999)

7 Nescafe Excella (ice coffee; Japan, 1999)

15 Hotpo (health drink; Japan 1999)

8 Various ads

References

Barthes, Roland. Mythologies. Jonathan Cape, 1972 (1957).
Branston, G., and R. Stafford. The Media Student's Book. London: Routledge, 1996.
Fiske, John. Television Culture. London: Methuen, 1987.
Holden, Todd. "The Color of Meaning: The Significance of Black and White in Television Commercials." Interdisciplinary Information Sciences 3.2 (1997): 125-146.
---. "The Color of Difference: Critiquing Cultural Convergence via Television Advertising" Interdisciplinary Information Sciences 5.1 (1999): 15-36.
O'Barr. Culture and the Ad: Exploring Otherness in the World of Advertising. Boulder, Co.: Westview Press, 1994.
Williamson, Judith. Decoding Advertisements: Ideology and Meaning in Advertising. London: Marion Boyers, 1979.

Citation reference for this article

MLA style:

Todd Joseph Miles Holden. "The Evolution of Desire in Advertising: From Object-Obsession to Subject-Affection." M/C: A Journal of Media and Culture 2.5 (1999). [your date of access] <http://www.uq.edu.au/mc/9907/adverts.php>.

Chicago style:

Todd Joseph Miles Holden, "The Evolution of Desire in Advertising: From Object-Obsession to Subject-Affection," M/C: A Journal of Media and Culture 2, no. 5 (1999), <http://www.uq.edu.au/mc/9907/adverts.php> ([your date of access]).

APA style:

Todd Joseph Miles Holden. (1999) The evolution of desire in advertising: from object-obsession to subject-affection. M/C: A Journal of Media and Culture 2(5). <http://www.uq.edu.au/mc/9907/adverts.php> ([your date of access]).