Today, there are more than seven thousand PR firms in the United States, plus thousands of additional PR departments within corporate, government, and nonprofit organizations.12 Since the 1980s, the formal study of public relations has grown significantly at colleges and universities. By 2014, the Public Relations Student Society of America (PRSSA) had more than eleven thousand members and over three hundred chapters in colleges and universities. As certified PR programs have expanded (often requiring courses or a minor in journalism), the profession has relied less and less on its traditional practice of recruiting journalists for its workforce. At the same time, new courses in professional ethics and issues management have expanded the responsibility of future practitioners. In this section, we discuss the differences between public relations agencies and in-house PR services and the various practices involved in performing PR.

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Approaches to Organized Public Relations

The Public Relations Society of America (PRSA) offers this simple and useful definition of PR: “Public relations helps an organization and its publics adapt mutually to each other.” To carry out this mutual communication process, the PR industry uses two approaches. First, there are independent PR agencies whose sole job is to provide clients with PR services. Second, most companies, which may or may not also hire independent PR firms, maintain their own in-house PR staffs to handle routine tasks, such as writing press releases, managing various media requests, staging special events, and dealing with internal and external publics.

Many large PR firms are owned by, or are affiliated with, multinational communications holding companies, such as Publicis, Omnicom, WPP, and Interpublic (see Table 12.1). Three of the largest PR agencies—Burson-Marsteller, Hill+Knowlton Strategies, and Ogilvy Public Relations—generated part of the $17.4 billion in revenue earned by their parent corporation, the WPP Group, in 2014. Founded in 1953, Burson-Marsteller has 158 offices and affiliate partners in 110 countries and lists Facebook, IKEA, Coca-Cola, Ford, Sony, and the United Arab Emirates among its clients. Hill+Knowlton, founded in 1927, has 90 offices in 52 countries and includes Johnson & Johnson, Nestlé, Proctor & Gamble, Canon, Splenda, and Latvia on its client list. Most independent PR firms are smaller and operate locally or regionally. New York–based Edelman, the largest independent firm, is an exception, with global operations and clients like Starbucks, Microsoft, Hewlett-Packard, Samsung, and Unilever.

In contrast to these external agencies, most PR work is done in-house at companies and organizations. Although America’s largest companies typically retain external PR firms, almost every company involved in the manufacturing and service industries has an in-house PR department. Such departments are also a vital part of many professional organizations, such as the American Medical Association, the AFL-CIO, and the National Association of Broadcasters, as well as large nonprofit organizations, such as the American Cancer Society, the Arthritis Foundation, and most universities and colleges.

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Performing Public Relations

Public relations, like advertising, pays careful attention to the needs of its clients—politicians, small businesses, industries, and nonprofit organizations—and to the perspectives of its targeted audiences: consumers and the general public, company employees, shareholders, media organizations, government agencies, and community and industry leaders. To do so, PR involves providing a multitude of services, including publicity, communication, public affairs, issues management, government relations, financial PR, community relations, industry relations, minority relations, advertising, press agentry, promotion, media relations, social networking, and propaganda. This last service, propaganda, is communication strategically placed, either as advertising or as publicity, to gain public support for a special issue, program, or policy, such as a nation’s war effort.

In addition, PR personnel (both PR technicians, who handle daily short-term activities, and PR managers, who counsel clients and manage activities over the long term) produce employee newsletters, manage client trade shows and conferences, conduct historical tours, appear on news programs, organize damage control after negative publicity, analyze complex issues and trends that may affect a client’s future, manage Twitter and other social media accounts, and much more. Basic among these activities, however, are formulating a message through research, conveying the message through various channels, sustaining public support through community and consumer relations, and maintaining client interests through government relations.

Research: Formulating the Message

One of the most essential practices in the PR profession is doing research. Just as advertising is driven today by demographic and psychographic research, PR uses similar strategies to project messages to appropriate audiences. Because it has historically been difficult to determine why particular PR campaigns succeed or fail, research has become the key ingredient in PR forecasting. Like advertising, PR makes use of mail, telephone, and Internet surveys and focus group interviews—as well as social media analytics tools, such as Google Analytics, Twtrland, and Twitter Analytics—to get a fix on an audience’s perceptions of an issue, a policy, a program, or a client’s image.

Research also helps PR firms focus the campaign message. For example, the Department of Defense hired the PR firm Fleishman-Hillard International Communications to help combat the rising rates of binge drinking among junior enlisted military personnel. The firm first verified its target audience by researching the problem, finding from the Department of Defense’s triennial Health Related Behaviors Survey that eighteen- to twenty-four-year-old servicemen had the highest rates of binge drinking. It then conducted focus groups to refine the tone of its antidrinking message and developed and tested its Web site for usability. The finalized campaign concept and message—“Don’t Be That Guy!”—has been successful: It has shifted binge drinkers’ attitudes toward less harmful drinking behaviors through a Web site (www.thatguy.com) and multimedia campaign that combines humorous videos, mobile games, and cartoons with useful resources. By 2015, the award-winning campaign had been implemented in over eight hundred military locations across twenty-three countries, and had expanded to a poster series (including “That Girl”-specific materials), playing cards, magnets, and PSAs on a “That Guy” YouTube channel.13

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Conveying the Message

One of the chief day-to-day functions in public relations is creating and distributing PR messages for the news media or the public. There are several possible message forms, including press releases, VNRs, and various online options.

Press releases, or news releases, are announcements written in the style of news reports that give new information about an individual, a company, or an organization and pitch a story idea to the news media. In issuing press releases, PR agents hope that their client information will be picked up by the news media and transformed into news reports. Through press releases, PR firms manage the flow of information, controlling which media get what material in which order. (A PR agent may even reward a cooperative reporter by strategically releasing information.) News editors and broadcasters sort through hundreds of releases daily to determine which ones contain the most original ideas or are the most current. Most large media institutions rewrite and double-check the releases, but small media companies often use them verbatim because of limited editorial resources. Usually, the more closely a press release resembles actual news copy, the more likely it is to be used. Twitter has also become a popular format for releasing information—140 characters or less—to the news media.

Since the introduction of portable video equipment in the 1970s, PR agencies and departments have also been issuing video news releases (VNRs)—thirty- to ninety-second visual press releases designed to mimic the style of a broadcast news report. Although networks and large TV news stations do not usually broadcast VNRs, news stations in small TV markets regularly use material from VNRs. On occasion, news stations have been criticized for using video footage from a VNR without acknowledging the source. In 2005, the FCC mandated that broadcast stations and cable operators must disclose the source of the VNRs they air. As with press releases, VNRs give PR firms some control over what constitutes “news” and a chance to influence what the general public thinks about an issue, a program, or a policy.

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The equivalent of VNRs for nonprofits are public service announcements (PSAs): fifteen- to sixty-second audio or video reports that promote government programs, educational projects, volunteer agencies, or social reform. As part of their requirement to serve the public interest, broadcasters have been encouraged to carry free PSAs. Since the deregulation of broadcasting began in the 1980s, however, there has been less pressure and no minimum obligation for TV and radio stations to air PSAs. When PSAs do run, they are frequently scheduled between midnight and 6:00 a.m., a less commercially valuable time slot.

Today, the Internet is an essential avenue for distributing PR messages. Companies upload or e-mail press releases, press kits, and VNRs for targeted groups. Social media has also transformed traditional PR communications. For example, a social media press release pulls together “remixable” multimedia elements, such as text, graphics, video, podcasts, and hyperlinks, giving journalists ample material to develop their own stories.

Media Relations

PR managers specializing in media relations promote a client or an organization by securing publicity or favorable coverage in the news media. This often requires an in-house PR person to speak on behalf of an organization or to direct reporters to experts who can provide information. Media-relations specialists also perform damage control or crisis management when negative publicity occurs. Occasionally, in times of crisis—such as a scandal at a university or a safety recall by a car manufacturer—a PR spokesperson might be designated as the only source of information available to news media. Although journalists often resent being cut off from higher administrative levels and leaders, the institution or company wants to ensure that rumors and inaccurate stories do not circulate in the media. In these situations, a game often develops between PR specialists and the media in which reporters attempt to circumvent the spokesperson and induce a knowledgeable insider to talk off the record, providing background details without being named directly as a source.

PR agents who specialize in media relations also recommend advertising to their clients when it seems appropriate. Unlike publicity, which is sometimes outside a PR agency’s control, paid advertising may help focus a complex issue or a client’s image. Publicity, however, carries the aura of legitimate news and thus has more credibility than advertising. In addition, media specialists cultivate associations with editors, reporters, freelance writers, and broadcast news directors to ensure that press releases or VNRs are favorably received (see “Examining Ethics: Public Relations and Bananas” on page 428).

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Special Events and Pseudo-Events

Another public relations practice involves coordinating special events to raise the profile of corporate, organizational, or government clients. Since 1967, for instance, the city of Milwaukee has run Summerfest, a ten-day music and food festival that attracts about a million people each year and now bills itself as “The World’s Largest Music Festival.” As the festival’s popularity grew, various companies sought to become sponsors of the event. Today, Milwaukee’s Miller Brewing Company sponsors one of the music festival’s stages, which carries the Miller name and promotes Miller Lite as the “official beer” of the festival. Briggs & Stratton and Harley-Davidson are also among the local companies that sponsor stages at the event. In this way, all three companies receive favorable publicity by showing a commitment to the city in which their corporate headquarters are located.14

More typical of special-events publicity is a corporate sponsor’s aligning itself with a cause or an organization that has positive stature among the general public. For example, John Hancock Financial has been the primary sponsor of the Boston Marathon since 1986 and funds the race’s prize money. The company’s corporate communications department also serves as the PR office for the race, operating the pressroom and creating the marathon’s media guide and other press materials. Eighteen other sponsors, including Adidas, Gatorade, PowerBar, and JetBlue Airways, also pay to affiliate themselves with the Boston Marathon. At the local level, companies often sponsor a community parade or a charitable fund-raising activity.

In contrast to a special event, a pseudo-event is any circumstance created for the sole purpose of gaining coverage in the media. Historian Daniel Boorstin coined the term in his influential book The Image when pointing out the key contributions of PR and advertising in the twentieth century. Typical pseudo-events are press conferences, TV and radio talk-show appearances, or any other staged activity aimed at drawing public attention and media coverage. The success of such events depends on the participation of clients, sometimes on paid performers, and especially on the media’s attention to the event. In business, pseudo-events extend back at least as far as P. T. Barnum’s publicity stunts, such as parading Jumbo the Elephant across the Brooklyn Bridge in the 1880s. In politics, Theodore Roosevelt’s administration set up the first White House pressroom and held the first presidential press conferences in the early 1900s. By the twenty-first century, presidential pseudo-events involved a multimillion-dollar White House Communications Office. One of the most successful pseudo-events in recent years was a record-breaking space-diving project. On October 14, 2012, a helium balloon took Austrian skydiver Felix Baumgartner twenty-four miles into the stratosphere. He jumped from the capsule and went into a free dive for about four minutes, reaching a speed of 833.9 mph before deploying his parachute. Red Bull sponsored the project, which took more than five years of preparation.

As powerful companies, savvy politicians, and activist groups became aware of the media’s susceptibility to pseudo-events, these activities proliferated. For example, to get free publicity, companies began staging press conferences to announce new product lines. During the 1960s, antiwar and Civil Rights protesters began their events only when the news media were assembled. One anecdote from that era aptly illustrates the principle of a pseudo-event: A reporter asked a student leader about the starting time for a particular protest; the student responded, “When can you get here?” Today, politicians running for office are particularly adept at scheduling press conferences and interviews to take advantage of television’s appetite for live remote feeds and breaking news.

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Community and Consumer Relations

Another responsibility of PR is to sustain goodwill between an agency’s clients and the public. The public is often seen as two distinct audiences: communities and consumers.

Companies have learned that sustaining close ties with their communities and neighbors not only enhances their image and attracts potential customers but also promotes the idea that the companies are good citizens. As a result, PR firms encourage companies to participate in community activities, such as hosting plant tours and open houses, making donations to national and local charities, and participating in town events like parades and festivals. In addition, more progressive companies may also get involved in unemployment and job-retraining programs, or donate equipment and workers to urban revitalization projects, such as Habitat for Humanity.

In terms of consumer relations, PR has become much more sophisticated since 1965, when Unsafe at Any Speed, Ralph Nader’s groundbreaking book, revealed safety problems concerning the Chevrolet Corvair. Not only did Nader’s book prompt the discontinuance of the Corvair line, but it also lit the fuse that ignited a vibrant consumer movement. After the success of Nader’s book, along with a growing public concern over corporate mergers and corporations’ lack of accountability to the public, consumers became less willing to readily accept the claims of corporations. As a result of the consumer movement, many newspapers and TV stations hired consumer reporters to track down the sources of customer complaints and embarrass companies by putting them in the media spotlight. Public relations specialists responded by encouraging companies to pay more attention to customers, establish product service and safety guarantees, and ensure that all calls and mail from customers were answered promptly. Today, PR professionals routinely advise clients that satisfied customers mean not only repeat business but also new business, based on a strong word-of-mouth reputation about a company’s behavior and image.

Government Relations and Lobbying

While sustaining good relations with the public is a priority, so is maintaining connections with government agencies that have some say in how companies operate in a particular community, state, or nation. Both PR firms and the PR divisions within major corporations are especially interested in making sure that government regulation neither becomes burdensome nor reduces their control over their businesses.

Government PR specialists monitor new and existing legislation, create opportunities to ensure favorable publicity, and write press releases and direct-mail letters to persuade the public about the pros and cons of new regulations. In many industries, government relations has developed into lobbying: the process of attempting to influence lawmakers to support and vote for an organization’s or industry’s best interests. In seeking favorable legislation, some lobbyists contact government officials on a daily basis. In Washington, D.C., alone, there are about twelve thousand registered lobbyists—and thousands more government-relations workers who aren’t required to register under federal disclosure rules. Lobbying expenditures targeting the federal government were at $3.24 billion in 2014, far above the $2.18 billion spent ten years earlier (see Figure 12.1).15

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Lobbying can often lead to ethical problems, as in the case of earmarks and astroturf lobbying. Earmarks are specific spending directives that are slipped into bills to accommodate the interests of lobbyists and are often the result of political favors or outright bribes. In 2006, lobbyist Jack Abramoff (dubbed “the Man Who Bought Washington” in Time) and several of his associates were convicted of corruption related to earmarks, leading to the resignation of leading House members and a decline in the use of earmarks.

Astroturf lobbying is phony grassroots public affairs campaigns engineered by public relations firms. PR firms deploy massive phone banks and computerized mailing lists to drum up support and create the impression that millions of citizens back their client’s side of an issue. For instance, the Center for Consumer Freedom (CCF), an organization that appears to serve the interests of consumers, is actually a creation of the Washington, D.C.–based PR firm Berman & Co. and is funded by the restaurant, food, alcohol, and tobacco industries. According to SourceWatch, which tracks astroturf lobbying, anyone who criticizes tobacco, alcohol, processed food, fatty food, soda pop, pharmaceuticals, animal testing, overfishing, or pesticides “is likely to come under attack from CCF.”16

Public relations firms do not always work for the interests of corporations, however. They also work for other clients, including consumer groups, labor unions, professional groups, religious organizations, and even foreign governments. In 2005, for example, the California Center for Public Health Advocacy—a nonpartisan, nonprofit organization—hired Brown-Miller Communications, a small California PR firm, to rally support for landmark legislation that would ban junk food and soda sales in the state’s public schools. Brown-Miller helped state legislators see obesity not as a personal choice issue but as a public policy issue, cultivated the editorial support of newspapers to compel legislators to sponsor the bills, and ultimately succeeded in getting a bill passed.

Presidential administrations also use public relations—with varying degrees of success—to support their policies. From 2002 to 2008, the Bush administration’s Defense Department operated a “Pentagon Pundit” program, secretly cultivating more than seventy retired military officers to appear on radio and television talk shows and shape public opinion about the Bush agenda. In 2008, the New York Times exposed the unethical program, and its story earned a Pulitzer Prize.17 President Obama pledged to be more transparent on day one of his administration, but in 2014, an Associated Press analysis concluded that “the administration has made few meaningful improvements in the way it releases records.”18

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Public Relations Adapts to the Internet Age

Historically, public relations practitioners have tried to earn news media coverage (as opposed to buying advertising) to communicate their clients’ messages to the public. While that is still true, the Internet, with its instant accessibility, offers public relations professionals a number of new routes for communicating with the public.

A company or an organization’s Web site has become the home base of public relations efforts. Companies and organizations can upload and maintain their media kits (including press releases, VNRs, images, executive bios, and organizational profiles), giving the traditional news media access to the information at any time. And because everyone can access these corporate Web sites, the barriers between the organization and the groups that PR professionals ultimately want to reach are broken down.

The Web also enables PR professionals to have their clients interact with audiences on a more personal, direct basis through social media tools like Facebook, Twitter, YouTube, Wikipedia, and blogs. Now people can be “friends” and “followers” of companies and organizations. Corporate executives can share their professional and personal observations and seem downright chummy through a blog (e.g., Whole Foods Market’s blog by CEO John Mackey). Executives, celebrities, and politicians can seem more accessible and personable through a Twitter feed. But social media’s immediacy can also be a problem, especially for those who send messages into the public sphere without considering the ramifications.

Another concern about social media is that sometimes such communications appear without complete disclosure, which is an unethical practice. Some PR firms have edited Wikipedia entries for their clients’ benefit, a practice Wikipedia founder Jimmy Wales has repudiated as a conflict of interest. A growing number of companies also compensate bloggers to subtly promote their products, unbeknownst to most readers. Public relations firms and marketers are particularly keen on working with “mom bloggers,” who appear to be independent voices in discussions about consumer products but may receive gifts in exchange for their opinions. In 2009, the Federal Trade Commission instituted new rules requiring online product endorsers to disclose their connections to companies.

As noted earlier, Internet analytics tools enable organizations to monitor what is being said about them at any time. However, the immediacy of social media also means that public relations officials might be forced to quickly respond to a message or an image once it goes viral. For example, when one diner posted a review of a restaurant in Chicago that delivered her ginger salad with a small cockroach, the word spread quickly on Yelp, where she had more than eight hundred friends. The owner wisely apologized on Yelp (six months later—perhaps after he noticed a downturn in business), explained that the bug likely came from the paper bag that contained the order, not their kitchen, and urged the customer to contact the restaurant to make amends.

Public Relations during a Crisis

Since the Ludlow strike, one important duty of PR has been helping a corporation handle a public crisis or tragedy, especially if the public assumes the company is at fault. Disaster management may reveal the best and the worst attributes of the company and its PR firm (see “Case Study: The NFL’s Concussion Crisis” on page 426). Let’s look at two contrasting examples of crisis management and the different ways they were handled.

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One of the largest environmental disasters so far in the twenty-first century occurred in 2010. BP’s Deepwater Horizon oil rig exploded on April 10 of that year, killing eleven workers. The oil gushed from the ocean floor for months, spreading into a vast area of the Gulf of Mexico, killing wildlife, and washing tar balls onto beaches. Although the company, formerly British Petroleum, officially changed its name to BP in 2001, adopting the motto Beyond Petroleum and a sunny new yellow and green logo in an effort to appear more “green-friendly,” the disaster linked the company back to the hazards of its main business in oil. BP’s many public relations missteps included its multiple underestimations of the amount of oil leaking, the chairman’s reference to the “small people” of the Gulf region, the CEO’s wish that he could “get his life back,” and the CEO’s attendance at an elite yacht race in England even as the oil leak persisted. In short, many people felt that BP failed to show enough remorse or compassion for the affected people and wildlife. BP tried to salvage its reputation by vowing to clean up the damaged areas, establishing a $20 billion fund to reimburse those economically affected by the spill, and creating a campaign of TV commercials to communicate its efforts. Nevertheless, harsh criticism persisted, and BP’s ads were overwhelmed by online parodies and satires of its efforts. Years later, entire communities of fishermen and rig workers continue to be affected, and BP made its first $1 billion payment for Gulf restoration projects.

A decidedly different approach was taken in the 1982 tragedy involving Tylenol pain-relief capsules. Seven people died in the Chicago area after someone tampered with several bottles and laced them with poison. Discussions between the parent company, Johnson & Johnson, and its PR representatives focused on whether or not withdrawing all Tylenol capsules from store shelves might send a signal that corporations could be intimidated by a single deranged person. Nevertheless, Johnson & Johnson’s chairman, James E. Burke, and the company’s PR agency, Burson-Marsteller, opted for full disclosure to the media and the immediate recall of the capsules nationally, costing the company an estimated $100 million and cutting its market share in half. As part of its PR strategy to overcome the negative publicity and to restore Tylenol’s market share, Burson-Marsteller tracked public opinion nightly through telephone surveys and organized satellite press conferences to debrief the news media. In addition, emergency phone lines were set up to take calls from consumers and health-care providers. When the company reintroduced Tylenol three months later, it did so with tamper-resistant bottles that were soon copied by almost every major drug manufacturer. Burson-Marsteller, which received PRSA awards for its handling of the crisis, found that the public thought Johnson & Johnson had responded admirably to the crisis and did not hold Tylenol responsible for the deaths. In less than three years, Tylenol recaptured its former (and dominant) share of the market.

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