This analysis explores the transformation of public communication in the United States from a two-step flow of messages passing from mass media through a social mediation process, to a one-step flow involving the refined targeting of messages directly to individuals. This one-step flow reflects both a transformation in communication technologies and fundamental changes in the relations between individuals and society. Opinion leaders who played a pivotal role in the two step paradigm are increasingly less likely to “lead” because they are more likely to reinforce latent opinions than to reframe them. And because the mass media in the one-step flow are increasingly fragmented and differentiated, they contribute to the individualizing process through shrinking audiences, demographically driven programming, and transmitting targeted political advertising and news spin.

Research within the agenda-setting framework has generally ignored the potential influence of purposive efforts by external actors (those outside the political system) to manipulate media coverage related to their interests. The present study uses interrupted time-series analysis to examine one such set of manipulative efforts, those undertaken by professional public relations consultants to influence the images of foreign nations as portrayed in the United States press. Data represent New York Times coverage of six nations that signed public relations contracts with American firms during the period from 1974 to 1978, and one nation that expressly rejected such a contract. The analysis identifies consistent patterns of improvement along two primary dimensions of national image, visibility and valence, which are associated in time with the public relations contracts.

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