Your lying,incompetent and selfish member of Congress: Cynical appeals in U.S. Senate advertising

Scholars still do not fully understand what activates cynicism in citizens. Although many expect that negative campaigning contributes to this, no consistent evidence has been found. This research introduces a new measure of appeals to cynicism that expands the commonly used positive–negative taxonomy of tone in advertising. Through a content analyses of more than 600 political advertisements aired during U.S. Senate elections, we identify the extent to which candidates use cynical appeals and the conditions under which these are used. We find that appeals to cynicism are common, are distinct from negative appeals, and that most often, ad sponsors target opponents with cynical appeals, describing them as selfish, dishonest and incompetent. Cynicism appears to be a central part of American campaign rhetoric, used by all sorts of candidates, regardless of party, in many different situations. The prevalence of appeals to cynicism may help explain rising cynicism among the public.