by Corey G. Johnson, design by Anna Donlan

For years, some of America’s most iconic gun-makers turned over sensitive personal information on customers — without their knowledge or consent — to the gun industry’s main lobbying group. Political operatives then employed those details to rally firearms owners to elect pro-gun politicians running for Congress and the White House.

The strategy remained a secret for more than two decades.

In a series of stories in recent months, ProPublica revealed the inner workings of the National Shooting Sports Foundation’s project, using a trove of gun industry documents and insider interviews.

We also showed how the NSSF teamed up with the controversial political consulting firm Cambridge Analytica to turbocharge its outreach to gun owners and others in the 2016 election.

Additional internal Cambridge reports obtained by ProPublica now detail the full scope and depth of the persuasion campaign’s sophistication and intrusiveness.

The political consultancy analyzed thousands of details about the lives of people in the NSSF’s enormous database. Were they shopaholics? Did they gamble? Did women buy plus-size or petite underwear?

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The alchemy had three phases.

Phase One: Amassing the Data

Some of the data, excerpted here, was basic information you might find on a census, like marital status or ethnic group.

But the data also contained much more specific information about a person’s aesthetic preferences, purchasing habits and hobbies.

Other data highlighted consumers’ personal opinions, histories and even vices.

How Cambridge converted those tiny bits of data into massive political wins has never before been made public. Its methods raise disturbing questions about how our personal data can be used to manipulate us.

“There is a natural desire to stay anonymous and keep your own information, and this is such a violation of that,” said Calli Schroeder, privacy specialist at the Electronic Privacy Information Center.

The NSSF has said its “activities are, and always have been, entirely legal and within the terms and conditions of any individual manufacturer, company, data broker, or other entity.” Larry Keane, senior vice president of the NSSF since 2000, said the trade group’s 2016 voter outreach campaign involved only commercially available data.

But Cambridge emails and a report on the NSSF campaign said the data included 20 years of information about gun buyers harvested from manufacturer warranty cards given to the NSSF. A contractor for the trade group also handed Cambridge a database of shoppers at Cabela’s, a popular sporting goods retailer. (The general counsel for Bass Pro, which bought Cabela’s in 2017, said the company had been unable to find evidence of Cabela’s “sharing customer information that was not compliant with their privacy policies at or prior to the time of acquisition.”)

Cambridge documents show the firm compared names and addresses in the NSSF and Cabela’s data against the same names and addresses found in a vast array of consumer purchase and lifestyle information, supplied by data broker companies.

Phase Two: Creating the Profiles

Next, analysts used an algorithm to profile and score each person’s behavioral traits based on the data and a psychological assessment tool called OCEAN that measures a human being’s openness to new and different experiences, conscientiousness, extraversion, agreeableness and neuroticism. From those scores, Cambridge organized people into five groups it called risk-takers, carers, go-getters, individualists and supporters. Members of each group received Facebook ads tailored to their group’s psychological profiles.

Below are political ads and descriptions of those personality groups pulled from Cambridge documents for the NSSF project. The ads include hypothetical messages along with the actual versions the firm sent for the NSSF’s election campaign, called GunVote.

The Risk-Taker

Cambridge Analytica Description: Scoring high on the scale for neuroticism, risk-takers are “easily frustrated, disorganized, often late and more prone to addiction than others.” They are “attracted to risky situations,” known for “overreacting to various situations,” act “without thinking” and are “often perceived to be outsiders.” Keywords include “security,” “enemies” and “take action.”

Persuasion Tactics: Messaging “could be constructed by first introducing negative scenarios, before providing a reassuring and authoritative solution.”

Sample Ad

Among examples Cambridge gave of ads targeting risk-takers is one that depicts a masked person breaking into a home with the message, “What would you do? Protect the Second Amendment.” The sample ad creates a negative scenario that spotlights the concept of enemies and taking action.

Actual Ad

The ad Cambridge sent to risk-takers conjures the specter of the Supreme Court turning into “an enemy to your gun rights.”

The Go-Getter

Cambridge Analytica Description: Scoring low on the neuroticism scale, go-getters are “efficient, productive, and focused on their goals,” often perceived as “self-assured, direct, welcoming and friendly,” as well as being “upbeat about the future.” They are self-aware, in control of their emotions and “like to keep busy and enjoy shared adventures with friends and family.” Keywords include “future” and “hope.”

Persuasion Tactics: Go-getters are best persuaded with messaging that “clearly aligns with the goals to which they are already committed,” according to Cambridge documents. “Imagery should show people collectively taking actions to solve problems in a positive environment.”

Sample Ad

Cambridge’s example of an ad targeting go-getters focuses on shared adventures and a positive future by depicting young men hunting together with the message, “Help the next generation enjoy the hunt.”

Actual Ad

The ad Cambridge sent shows what appears to be a father and son on a hunt, wearing matching camouflage jackets with rifles slung over their left shoulders. The image urges the go-getters to “protect your future.”

The Supporter

Cambridge Analytica Description: Primarily conscientious on the OCEAN scale, supporters are “relaxed and down to earth” and care about their communities, but “prefer not to be the center of attention.” They act judiciously and “react calmly in a crisis.” They are “rule followers” who “uphold traditional values” and “like their own space, which they share with a select few.” Keywords include “community,” “responsibility,” “reality” and “facts.”

Persuasion Tactics: Because supporters value consistency and commitment, they will respond to messages that include “the concept of reciprocity.” Ads should focus on the idea that “helping is a question of responsibility” between the individual and the people they care about.

Sample Ad

The sample ad presents the phrase, “Protect your right to safe firearms use,” over the image of what appears to be a father and son standing in front of a picturesque, well-preserved landscape dotted by mountains.

Actual Ad

The image Cambridge sent features a couple who appear to be on a hunt, looking directly at the camera. Hoping to spur supporters’ leanings toward reciprocity, the message says, “Senator Burr is working hard to protect your gun rights.”

The Carer

Cambridge Analytica Description: Found primarily in the late 50s to early 70s age range, carers are “often led by their emotions but are reluctant to express them, directing their anger inwards against themselves.” They gain control in life through caring for others and focusing on their jobs. They “enjoy voluntary and hands-on activities.” Keywords include “family,” “community,” “cooperation” and “values.”

Persuasion Tactics: Messaging should “appeal to their altruistic side” and should put forward concepts that “will enhance their family life or their lifestyle.” The carer is motivated by altruism, so messages should “appeal to their sensitivity and emotionality, directly leading to a ‘call to action.’”

Sample Ad

The sample ad shows multiple generations of a family spending time together, with a message that appeals to the carer’s focus on family values and emotionality: “You take care of your family. Now take care of your country.”

Actual Ad

The image Cambridge sent to carers depicts a happy family on a sunny day holding hands and surrounded by nature. The message refers to U.S. Sen. Richard Burr of North Carolina “protecting your family’s way of life.”

The Individualist

Cambridge Analytica Description: Scoring low in openness to experience, conscientiousness, extraversion and neuroticism, individualists are “stubborn,” “introverted homebodies” who “view others as potential enemies.” They “prefer the simple things in life and like to pursue activities alone.” Individualists tend to “lack empathy” and have “strong and unchanging beliefs about social norms and morality.” Individualists approach issues with “strict discipline and a ‘get-tough’ attitude.” Keywords include “traditions” and “concrete actions.”

Persuasion Tactics: Messaging to individualists should be “direct and straightforward.” They respond with appeals to “their traditional side and their independent approach to life.”

Sample Ad

The sample ad shows a man holding a gun behind his back with the message, “If you can’t protect yourself, who will?” This approach focuses on the isolation and “get-tough attitude” that speaks to individualists.

Actual Ad

The ad Cambridge sent to individualists depicts rows of U.S. flags in a field, an image widely associated with military sacrifice and remembrances of war. The message emphasizes the Supreme Court’s role as “the last line of defense for your rights.”

Phase Three: Delivering the Ads

Cambridge found the targeted people on Facebook and delivered ads through the platform aimed at voters in North Carolina, Pennsylvania, Missouri, Ohio, New Hampshire and Wisconsin. Each pop-up ad said it came from the NSSF’s GunVote page, but they were crafted by Cambridge. The ads sent to potential voters in key states from June 21, 2016, through July 1, 2016, promoted Republican Sens. Richard Burr, Pat Toomey, Roy Blunt, Rob Portman, Kelly Ayotte and Ron Johnson.

Nearly 817,000 people saw the messages, according to Cambridge’s internal metric reports.

For the next three months, Cambridge included voters in Colorado, Florida, and Nevada in the multistate blast of ads and videos on social media. Altogether, they garnered nearly 378 million views and drove 60,140,280 visitors to the NSSF’s website.

Cambridge also mapped out the locations of people in the five personality groups in the key states and gave NSSF contractors lists containing their names and addresses. The contractors examined the numbers and locations of each persona on a county-by-county basis. Then they mailed to the potential voters’ homes messages designed to persuade them to cast ballots for the gun industry’s preferred candidates.

Targeting Voters at the County Level

Cambridge Analytica's maps show voters broken down by psychological groups.

Ohio

Wisconsin

Missouri

(Persona maps from Cambridge Analytica documents)

See a detailed view of voters grouped by persona in each of the states targeted by Cambridge.

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