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Persuasive Advertising - J. Scott Armstrong [226]

By Root 2004 0
–54. (P 207, 259)

Chinander, Karen R. and Maurice E. Schweitzer (2003), “The input bias: The misuse of input information in judgments of outcomes,” Organizational Behavior and Human Decision Processes, 91 (2), 243–53. (P 52)

Chisholm, J. (1995), “Does color make a difference?” Admap, December, 17–21. (P 225, 262)

Chou, Linly, George R. Franke, and Gary B. Wilcox (1987), “The information content of comparative magazine ads: A longitudinal analysis,” Journalism Quarterly, 64 (1), 119–24, 250. (P 157, 158)

Cialdini, Robert B. (2009), Influence: Science and Practice. Boston, MA: Allyn & Bacon. (This book, originally published in 1984, is often updated.) (P 3, 63, 74, 175)

Cialdini, Robert B. and David A. Schroeder (1976), “Increasing compliance by legitimizing paltry contributions: When even a penny helps,” Journal of Personality and Social Psychology, 34 (4), 599–604. (P 115)

Cioffi, D. and R. Garner (1996), “On doing the decision: The effects of active versus passive choice on commitment and self-perception,” Personality and Social Psychology Bulletin, 22 (2), 133–47. (P 81)

Clee, Mona A. and Robert A. Wicklund (1980), “Consumer behavior and psychological reactance,” Journal of Consumer Research, 6 (March), 389–405. (P 128, 175)

Cline, Thomas W. and James J. Kellaris (1999) “The joint impact of humor and argument strength in a print advertising context: A case for weaker arguments,” Psychology and Marketing, 16 (1), 69–86. (P 234)

Cline, Thomas W. and James J. Kellaris (2007), “The influence of humor strength and humor-message relatedness on ad memorability: A dual process model,” Journal of Advertising, 36 (1), 55–67.(P 234)

Cohen, Dorothy (1972), “Surrogate indicators and deception in advertising,” Journal of Marketing, 36, 10–15. (P 212)

Cole, Catherine A., Nadine M. Castellano, and Donald Schum (1995), “Quantitative and qualitative differences on older and younger consumers’ recall of radio advertising,” Advances in Consumer Research, 22, 617–21. (P 168)

Compeau, Larry D., Dhruv Grewal, and Rajesh Chandrashekaran (2002), “Comparative price advertising: Believe it or not,” Journal of Consumer Affairs, 36 (2), 284–94. (P 47)

Compeau, Larry D., Dhruv Grewal, and Diana S. Grewal (2001), “Adjudicating claims of deceptive advertised reference prices: The use of empirical evidence,” Journal of Public Policy and Marketing, 14 (June), 312–18. (P 46)

Coney, Kenneth A. and Charles H. Patti (1979), “Advertisers’ responses to requests for substantiation of product claims: Differences by product category, type of claim and advertising medium,” Journal of Consumer Affairs, 13 (2), 224–35. (P 147)

Connolly, Terry, Leonard M. Jessup, and Joseph S. Valacich (1990), “Effects of anonymity and evaluative tone on idea generation in computer-mediated groups,” Management Science, 36 (6), 689–703. (P 282, 285)

Cook, William A. and Theodore F. Dunn (1996), “The changing face of advertising research in the information age: An ARF copy research council survey,” Journal of Advertising Research, 36 (1), 55–71. (P 16)

Cooper, Joel, Elizabeth A. Bennett, and Holly L. Sukel (1996), “Complex scientific testimony: How do jurors make decisions?” Law and Human Behavior, 20 (4), 379– 394. (P 184)

Cooper, Michael (1984), “Can celebrities really sell products?” Marketing and Media Decisions, 120 (September), 64–5. (P 153)

Corfman, Kim P. and Donald R. Lehmann (1994), “The prisoner’s dilemma and the role of information in setting advertising budgets,” Journal of Advertising, 23 (2), 35–48. (P 18)

Cotte, June, Robin A. Coulter, and Melissa Moore (2005), “Enhancing or disrupting guilt: The role of ad credibility and perceived manipulative intent,” Journal of Business Research, 58, 361–8. (P 90)

Cowan, Aileen and Ralph Nader (1973), “Claims without substance,” in The Consumer and Corporate Accountability. New York: Harcourt Brace Jovanovich. (P 147)

Cutler, Bob D. and Rajshekhar G. Javalgi (1992), “The visual components of print advertising: A five-country cross-cultural analysis,” European Journal of Marketing, 26 (4), 7–20. (P 263)

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