Persuasive Advertising - J. Scott Armstrong [228]
Doob, Anthony N., J. M. Carlsmith, J. L. Freedman, T. K. Landauer, and S. Tom, Jr. (1969), “Effect of initial selling price on subsequent sales,” Journal of Personality and Social Psychology, 11 (4), 345–50. (P 56)
Duckworth, Gary (1997), Advertising Works 9. Henley-on-Thames: NTC Publications. (P 72, 139, 202)
Dyson, Mary C. and Mark Haselgrove (2001), “The influence of reading speed and line length on the effectiveness of reading from screen,” International Journal of Human– Computer Studies, 54, 585–612. (P 254)
Eagly, Alice H., R. D. Ashmore, M. G. Makhijaniand, and L. C. Longo (1991), “What is beautiful is good, but … A meta-analytic review of research on the physical attractiveness stereotype,” Psychological Bulletin, 110 (1), 109–28. (P 123, 238)
Edell, Julie A. and Richard Staelin (1983), “The information processing of pictures in print advertisements,” Journal of Consumer Research, 10 (June), 45–61. (P 206)
Ehrlich, E. (1963), “Opinions differ on speed reading,” National Education Association Journal, 52, 45–6. (P 183)
Eisend, Martin (2009), “A meta-analysis of humor in advertising,” Journal of the Academy of Marketing Science, 37, 191–203. (P 231)
Ellen, Pam S., Lois A. Mohr, and Deborah J. Webb (2000), “Charitable programs and the retailer: Do they mix?” Journal of Retailing, 76, 393–406. (P 140)
Elliot, Andrew J. and Daniela Niesta (2008), “Romantic red: Red enhances men’s attraction to women,” Journal of Personality and Social Psychology, 95, 1150–64. (P 211)
Elpers, Josephine Woltman, Michael Wedel, and Rik G. M. Pieters (2003), “Why do consumers stop viewing television commercials? Two experiments on the influence of moment-to-moment entertainment and information value,” Journal of Marketing Research, 40 (4), 437–53. (P 86, 250)
Engstrom, Erika (1994), “Effects of nonfluencies on speaker’s credibility in newscast settings,” Perceptual and Motor Skills, 78, 739–43. (P 151, 241)
Erdogan, B. Zafer, Michael J. Baker, and Stephen Tagg (2001), “Selecting celebrity endorsers: The practitioner’s perspective,” Journal of Advertising Research, 41 (May/June), 39–48. (P 153, 154)
Erickson, M. H. (1964), “The confusion technique in hypnosis,” American Journal of Clinical Hypnosis, 7, 183–207. (P 108)
Estelami, Hooman (2003), “The effect of price presentation tactics on consumer evaluation effort of multi-dimensional prices,” Journal of Marketing Theory and Practice, 11, 1–15. (P 45, 202)
Evanschitzky, Heiner, C. Baumgarth, R. Hubbard, and J. S. Armstrong (2007), “Replication research’s disturbing trend,” Journal of Business Research, 60, 411–15. (P 299)
Fasolo, Barbara, Gary H. McCelland, and Peter M. Todd (2007), “Escaping the tyranny of choice: When fewer attributes make choice easier,” Marketing Theory, 7 (1), 13–26. (P 39)
Fazio, Russell H., Paul M. Herr, and Martha C. Powell (1992), “On the development and strength of category-brand associations in memory: The case of mystery ads,” Journal of Consumer Psychology, 1 (1), 1–13. (P 117)
Feasley, Florence G. and Elnora W. Stuart (1987), “Magazine advertising layout and design: 1932–1982,” Journal of Advertising, 16 (2), 20–25. (P 248, 263)
Feldwick, Paul (1990), Advertising Works 5. Henley-on-Thames: NTC Publications. (P 60)
Fennis, Bob M., Enny H. H. J. Das, and Ad Th. H. Pruyn (2004), “If you can’t dazzle them with brilliance, baffle them with nonsense: Extending the impact of the disrupt-then-reframe technique on social influence,” Journal of Consumer Psychology, 14 (3), 280–90. (P 109)
Fern, Edward F. (1982), “The use of focus groups for idea generation: The effects of group size, acquaintanceship, and moderator on response quantity and quality,” Journal of Marketing Research, 19 (1), 1–13. (P 284)
Fernandez, Karen V. and Dennis L. Rosen (2000), “The effectiveness of information and color in Yellow Pages advertising,” Journal of Advertising, 29 (2), 61–73. (P 187, 212)
Festinger, Leon and Nathan Maccoby (1964), “On resistance to persuasive communications,” Journal