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Persuasive Advertising - J. Scott Armstrong [227]

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J. and Dawes, R. M. (2004). “The superiority of simple alternatives to regression for social science predictions,” Journal of Educational and Behavioral Statistics, 29, 317–31. (P 290)

Darke, Peter R. and Cindy M. Y. Chung (2005), “Effects of pricing and promotion on consumer perceptions: It depends on how you frame it,” Journal of Retailing, 81, 35–47. (P 48)

Darke, Peter R. and Jonathan L. Freedman (1993), “Deciding whether to seek a bargain: Effects of both amount and percentage off,” Journal of Applied Psychology, 78 (6), 960–5. (P 55)

Darke, Peter R., Jonathan L. Freedman, and Shelly Chaiken (1995), “Percentage discounts, initial price, and bargain hunting: A heuristic-systematic approach to price search behavior.” Journal of Applied Psychology, 80, 580–6. (P 55)

Davis, Barbara P. and Eric S. Knowles (1999), “A disrupt-then-reframe technique of social influence,” Journal of Personality and Social Psychology, 76 (2), 192–9. (P 108, 109)

Dawson, Neil (2009), Advertising Works 17: Proving the Payback on Marketing Investment. Henley-on-Thames, U.K.: World Advertising Research Center. (P 119)

Dean, Dwane H. and Abhijit Biswas (2001), “Third-party organization endorsement of products: An advertising cue affecting consumer prepurchase evaluation of goods and services,” Journal of Advertising, 30 (4), 41–57. (P 156)

Deaner, Robert O., Amit V. Khera, and Michael L. Platt (2005), “Monkeys pay per view: Adaptive valuation of social images by rhesus macaques,” Current Biology, 15 (6), 543–8. (P 153, 235)

Deighton, John, D. Romer and J. McQueen (1989), “Using drama to persuade,” Journal of Consumer Research, 16, 335–43. (P 113)

DeJong, William and Arvo J. Oopik (1992), “Effects of legitimizing small contributions and labeling potential donors as “helpers” on responses to a direct mail solicitation for charity,” Psychological Reports, 71, 913–28. (P 76)

Della Bitta, Albert J., Kent B. Monroe, and John M. McGinnis (1981), “Consumer perceptions of comparative price advertisements,” Journal of Marketing Research, 18, 416–27. (P 55)

DeSanctis, Geraldine (1984), “Computer graphics as decision aids: Directions for research,” Decision Sciences, 15, 463–87. (P 150)

Diamond, Daniel S. (1968), “A quantitative approach to magazine advertisement format selection,” Journal of Marketing Research, 5, 376–86. (P 210, 248)

Dickerson, Chris. A., R. Thibodeau, E. Aronson, and D. Miller (1992), “Using cognitive dissonance to encourage water conservation,” Journal of Applied Social Psychology, 22 (11), 841–54. (P 150)

Dickson, Peter R. and Alan G. Sawyer (1990), “The price knowledge and search of supermarket shoppers,” Journal of Marketing, 54 (July), 42–53. (P 46)

Diehl, Michael and Wolfgang Stroebe (1987), “Productivity loss in brainstorming groups: Toward the solution of a riddle,” Journal of Personality and Social Psychology, 53, 497– 509. (P 283)

Dillard, James P. (1991), “The current status of research on sequential-request compliance techniques,” Personality and Social Psychology Bulletin, 17 (June), 283–8. (P 83)

Dillard, James P. and Michael Pfau (2002), The Persuasion Handbook. Thousand Oaks, CA: Sage. (P 3)

Diller, Hermann and Andreas Brielmaier (1995), “The impact of rounding-up odd prices: Results of a field experiment in German drugstores,” Pricing Strategy and Practice, 3 (4), 4–13. (P 44, 45)

Dillman, Don (2000), Mail and Internet Surveys: The Tailored Design Method. New York: John Wiley. (P 308)

Dodge, H. Robert and Sam Fullerton (1984), “Copy length across the product life cycle,” Current Issues and Research in Advertising 1984, Graduate School of Business Administration, 1, 149–57. (P 251)

Dolinski, Dariusz and Richard Nawrat (1998), “‘Fear-then-relief’ procedure for producing compliance: Beware when the danger is over,” Journal of Experimental Social Psychology, 34 (1), 27–50. (P 110)

Donath, Bob (1982), “Measuring bang in marketing buck: How General Electric predicts marketing productivity,” Industrial Marketing, 67 (7), 60–644. (P 252)

Donthu, N., J. Cherian and M. Bhargava (1993), “Factors influencing recall

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