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SELLING CONSENT  79

            the Post Office urging use of zip codes) or the National Association of
            Broadcasters, as an aid to member stations. Currently, both taxpayer and
            freely  contributed dollars have provided a  large number  of  such
            announcements (PSAs) directed against drug abuse, which broadcasters
            show without charge as their contribution to the Reagan
            Administration’s ‘Just Say No [to Drugs]’ campaign. But this is a
            government campaign that uses  broadcasting  among other means.
            Broadcasting is on board, but not in the driver’s seat. If the PSAs are
            orchestrated by station management into a larger plan that uses other
            formats  of on-air programming,  plus off-air activities, then  it  is a
            communications community campaign. Stations often do this: the latest
            NAB survey indicates that when it comes, for instance, to AIDS issues,
            local stations not only show PSAs (85 per cent), use local news stories
            on the issue (57 per  cent), feature it on their own public affairs
            programs (27.7 per cent) and locally produce their own PSAs (17.7 per
            cent), they also participate in community outreach activities off-air (22.
            1 per cent). It  should also be noted that 23.1 per cent of  all  such
            programming focuses on strictly local matters that often include fund-
            raising for charities. 21
              Just as the  NAB does, network and group owners often provide
            packages of PSAs on a given theme, the current favorites being drug
                                       22
            abuse, drunken driving and AIDS.  Some local stations might not have
            the facilities to  produce acceptably slick spots nor  access to national
            celebrities who often donate their time to nationally distributed PSAs. But
            another  important  reason is to protect the  local station from being
            deluged with requests for free time by plugging the holes with
            unimpeachably ‘safe’ spots for ‘safe’ causes. Saving the saved, of
            course, is the essence of integrative propaganda.
              Local stations also often  contribute time for  fund-raising
            announcements from area charities. These activities are  often
            called campaigns, but they are not usually tied to any organized station
            effort beyond themselves.
              The focused orchestration of a variety of marketing tools toward a
            particular goal, and one that could gain underwriting from commercial
            sponsors,  is one that  naturally arises in a  commercial system. But
            nothing happens  without leadership. One  of the  chief American
            executives responsible for creating the  commercial campaign is  Mr
            Lawrence Fraiberg, now President of MCA Broadcasting and formerly
            head of television for Group W or  Westinghouse Broadcasting
            Company,  which  today  is the only  syndicator (packager for other
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