Nudge21 Apr 2025

The most destructive ad campaign in history

How did a marketing campaign lead to one of the worst public health disasters in American history? In this episode, I investigate the rise and fall of the Sackler family, the pharmaceutical empire they built, and the marketing tactics that got millions addicted to opioids. You’ll learn: How reframing turned OxyContin from a last resort into a “safe” everyday drug. Why a vague letter (not a study) became the foundation for Purdue’s 1% addiction claim. How the Sacklers used doctors, pain groups, and celebrities to exploit authority bias. Why repeating a false claim makes it more believable (feat. the mere exposure effect). How behavioural science helped sell a deadly drug—and what we can learn from it. --- Shatterproof non-profit: https://shatterproof.org/ Empire of Pain: https://www.penguinrandomhouse.com/books/612861/empire-of-pain-by-patrick-radden-keefe/ Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ --- Sources: ABC News. (2025). Purdue Pharma, Sackler family to pay $7.4 billion opioid settlement [Video]. YouTube. https://www.youtube.com/watch?v=1n2uuX1NaQo LastWeekTonight. (2016). Opioids: Last Week Tonight with John Oliver (HBO) [Video]. YouTube. https://www.youtube.com/watch?v=5pdPrQFjo2o CBS News. (2019). OxyContin maker facing over 2,000 opioid death-related lawsuits [Video]. YouTube. https://www.youtube.com/watch?v=mwGGlEFKrSs ABC News. (2019). Local governments file lawsuit against the family behind OxyContin [Video]. YouTube. https://www.youtube.com/watch?v=AlSDhuhLedg CBS News. (2022). Trump Organization’s accounting firm cuts ties over financial statements [Video]. YouTube. https://www.youtube.com/watch?v=csAS4WLvMao BBC News. (2013). Serpentine Sackler Gallery Opening [Video]. YouTube. https://www.youtube.com/watch?v=YThcpSZIN0c CBS New York. (2021). Metropolitan Museum Of Art Will Remove Sackler Name From Galleries [Video]. YouTube. https://www.youtube.com/watch?v=p_u29BL2CQE CBC News. (2019). Dozens Storm The Guggenheim Museum In Protest Of Donor [Video]. YouTube. https://www.youtube.com/watch?v=ci_yOI3Wyto CBS News. (2019). Protestors stage a “Die In” at the Guggenheim Museum in New York [Video]. YouTube. https://www.youtube.com/watch?v=zYVvIwbxX2I CNBC Television. (2020). Would have done ‘nothing’ differently in opioid crisis: Kathe Sackler says [Video]. YouTube. https://www.youtube.com/watch?v=dRl-Zjyf2UE STAT. (2017). 1998 Purdue Pharma marketing video [Video]. YouTube. https://www.youtube.com/watch?v=LaxlJXpwkzs GoLocal LIVE. (2019). Purdue Pharmaceutical Commercial 1998-Oxycontin [Video]. YouTube. https://www.youtube.com/watch?v=FCOl1exq3IM CBS News. (2017). Behind Purdue Pharma’s marketing of OxyContin [Video]. YouTube. https://www.youtube.com/watch?v=V-jxKPpMvmA LastWeekTonight. (2019). Opioids III: The Sacklers: Last Week Tonight with John Oliver (HBO) [Video]. YouTube. https://www.youtube.com/watch?v=uaCaIhfETsM LastWeekTonight. (2021). McKinsey: Last Week Tonight with John Oliver (HBO) [Video]. YouTube. https://www.youtube.com/watch?v=AiOUojVd6xQ CBS News. (2018). Whistleblower: Purdue Pharma continued deceptive sales practices after guilty plea [Video]. YouTube. https://www.youtube.com/watch?v=o5qQf3Po31M Washington Post. (2019). Inside the opioid industry’s marketing machine [Video]. YouTube. https://www.youtube.com/watch?v=gIlpd40CpT0 CBC News. (2018). How One Man Made The Opioid Crisis Possible [Video]. YouTube. https://www.youtube.com/watch?v=X2AUIBB34nI CBC News. (2019). Nan Goldin ‘Blizzard of Prescriptions’ Sackler Pain Guggenheim Protest & Die-In 2/9/19 [Video]. YouTube. https://www.youtube.com/watch?v=q2A4Tb8cOxE Keefe, P. R. (2021). Empire of Pain: The Secret History of the Sackler Dynasty. Doubleday. Cialdini, R. B. (2006). Influence: The Psychology of Persuasion (Revised ed.). Harper Business.

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