This principle also has been used in advertising.  We are told that the physicians to two Kings have recommended Sanatogen.  We are informed that the largest bank in America, Tiffany and Co., and The State, War, and Navy Departments, all use the Encyclopedia Britannica.  The shrewd promoter gives stock in his company to influential bankers or business men in the community in order that he may use their examples as a selling argument.

If you wish to influence your audience through suggestion, if you would have your statements accepted without criticism or argument, you should appear in the light of an authority—­and be one.  Ignorance and credulity will remain unchanged unless the suggestion of authority be followed promptly by facts.  Don’t claim authority unless you carry your license in your pocket.  Let reason support the position that suggestion has assumed.

Advertising will help to establish your reputation—­it is “up to you” to maintain it.  One speaker found that his reputation as a magazine writer was a splendid asset as a speaker.  Mr. Bryan’s publicity, gained by three nominations for the presidency and his position as Secretary of State, helps him to command large sums as a speaker.  But—­back of it all, he is a great speaker.  Newspaper announcements, all kinds of advertising, formality, impressive introductions, all have a capital effect on the attitude of the audience.  But how ridiculous are all these if a toy pistol is advertised as a sixteen-inch gun!

Note how authority is used in the following to support the strength of the speaker’s appeal: 

Professor Alfred Russell Wallace has just celebrated his 90th birthday.  Sharing with Charles Darwin the honor of discovering evolution, Professor Wallace has lately received many and signal honors from scientific societies.  At the dinner given him in London his address was largely made up of reminiscences.  He reviewed the progress of civilization during the last century and made a series of brilliant and startling contrasts between the England of 1813 and the world of 1913.  He affirmed that our progress is only seeming and not real.  Professor Wallace insists that the painters, the sculptors, the architects of Athens and Rome were so superior to the modern men that the very fragments of their marbles and temples are the despair of the present day artists.  He tells us that man has improved his telescope and spectacles, but that he is losing his eyesight; that man is improving his looms, but stiffening his fingers; improving his automobile and his locomotive, but losing his legs; improving his foods, but losing his digestion.  He adds that the modern white slave traffic, orphan asylums, and tenement house life in factory towns, make a black page in the history of the twentieth century.

Professor Wallace’s views are reinforced by the report of the commission of Parliament on the causes of the deterioration of the