According to Erard, in chaper 11, “studies have shown that over the last several years, pre-scripted disfluencies have begun to appear in advertisements, obviously in order to manipulate the listener’s trust.” He talks about telemarketers pre-recorded messages and how they have changed over time to incorporate uhs and ums. With these messages, he said that he now listens longer than he used to, even when he does not need what they are trying to sell. I would like to know why this is because our society has many implications of uhs and ums and I feel that our society looks at our leaders and expects them to have “proper speech.” Based off of our society’s implications, wouldn’t someone trying to sell you something want to seem proper, professional, and intelligent? If the person is these things, shouldn’t they be speaking without uhs and ums? I just feel that according to what our society tells me, I shouldn’t pay attention to someone who uses uhs and ums. So why then are advertisements using disfluencies?