Advertising the future
In 1948, the editor John W. Campbell made an announcement that would alter the course of science fiction forever. (If you guessed that it had something to do with dianetics, you’re close, but about a year and a half too early.) Here’s what he wrote in the April issue of Astounding:
For the first time, advertising space in Astounding Science Fiction alone is being sold—a departure from the previous policy of selling only space in the Street & Smith fiction group. To readers, this should mean ads of real service and interest, directed to you and your interests. To the advertisers, this opens a new specialized medium. To publishers of technical and science-fiction books in particular, it should be welcome news.
The next month, in the issue in which the first targeted ads appeared, Campbell expanded on the change:
Normally, in a general-circulation magazine, ads tend to be simply a space-waster from the reader’s viewpoint; in the past, to a considerable extent, I fear that they have been so in Astounding. In special-group magazines, however, advertisements properly selected for that special group serve a definite and useful purpose to both reader and advertiser…In the present issue there are several ads for science-fiction and fantasy books that you might not have heard of, or might have forgotten, books that you’ll be interested in knowing about, because they are of interest to your particular field of interest. Such ads serve as bulletin boards to keep you aware of what’s happening in this field.
It was a seemingly minor development, but it transformed the genre profoundly, to an extent that I don’t think anyone realized at the time. Advertising had been an important part of the magazine from the beginning, of course: the first issue of Astounding Stories of Super-Science had a full twenty pages of ads—a bounty that seems unbelievable today, when Analog can struggle to land even one or two full-page ads on an average month. Readers of the golden age would have quickly become familiar with brands like Listerine, Charles Atlas, International Correspondence Schools, Camel cigarettes, and Calvert whiskey, and these ads still lend their yellowing pages a certain nostalgic appeal. But they didn’t have much to do with science fiction, and Campbell grew increasingly frustrated with this fact, especially as the genre began to make real incursions into the mainstream. On a number of occasions, he used his own precious editorial space to promote the anthologies, like The Best of Science Fiction and Adventures in Time and Space, that were finally appearing in bookstores, and when targeted ads made their debut at last, it must have seemed to many readers that a revolution had taken place overnight. There were announcements of hardcover editions of Final Blackout by L. Ron Hubbard and The World of Null-A by A.E. van Vogt, along with an invitation to write for catalogs from Arkham House and Fantasy Focus. These publishers already existed before the change in policy, but there’s no question that they benefited from it. Two years later, much the same was true of the book Dianetics: The Modern Science of Mental Health, which never would have reached the audience it did without the ability to engage in targeted advertising.
And it’s hard to overstate the impact that this had on science fiction. After World War II, the genre had made a dramatic push into the larger culture: the atomic bomb had radically increased interest in science fiction as a literature of prediction, and Campbell himself became something of a celebrity, giving interviews to The New Yorker and The Wall Street Journal and signing a contact with Henry Holt to write The Atomic Story. Over the following years, circulation spiked to the point where newsstands had trouble keeping the magazines in stock, and movies like Destination Moon, with a story by Robert A. Heinlein, led the new wave of science fiction in film, as Dimension X did on radio. Science fiction also began to appear widely in book form for the first time, not only in anthologies and reprints, but in original novels like the Heinlein juveniles and Asimov’s Pebble in the Sky. And the option of advertising directly to the readers of magazines like Astounding was an essential cog in the machine: for the first time, science fiction fans began to be seen as a desirable demographic. The following year, Campbell conducted a reader survey for the benefit of advertisers, and the results were very revealing. Not surprisingly, the vast majority of readers were male—93.3 percent, based on the response. The median age was just under thirty, most had college degrees, and the average salary was over four hundred dollars a month, placing them comfortably in the middle class. It was clearly worth investing in an audience like this: Campbell cheerfully noted that booksellers were expanding their ad purchases in response to reader demand, and circulation was at 100,000 and climbing.
But it was an end as much as a beginning. Science fiction fans had formed a vibrant community since the early thirties, even if it was often torn by petty rivalries, but it’s one thing to define a group on its own terms, and quite another to have it targeted by advertisers. Today, science fiction and fantasy fans have become such a key demographic that we don’t even think of them as a separate market: it’s the cultural baseline for anyone under thirty. There’s a tremendous incentive to reach those consumers, and those early ads are just a faint glimmer of the momentous developments to come. Looking back, in fact, the change in ad policy seems to mark the moment at which science fiction became too large for any one man to control. Within a year or two, The Magazine of Fantasy and Science Fiction and Galaxy would be giving Campbell his first real competition, and more talent would be channeled into hardcover and paperback. Campbell was essentially given one last chance to leverage his power and influence over readers into something in the real world, and he chose to stake everything on dianetics, with unfortunate results. (Even that was a lucky accident of timing: Dianetics, the book, appeared after targeted advertising allowed it to maximize its impact on readers, at a time when interest in science fiction was at its peak, and before Campbell’s hold over the field had diminished. A few years earlier or later, and it might not have made remotely the same impression.) Astounding didn’t always succeed in predicting the future, but it did manage to discover—or create—a new kind of reader, as if it were terraforming a new planet. And it wasn’t long before it was colonized by the advertisers.