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Persuasive Advertising - J. Scott Armstrong [232]

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Advertising Research Center. (P 95, 202)

Hofling, Charles K., et al. (1966), “An experimental study in nurse–physician relationships,” Journal of Nervous and Mental Disease, 143 (2), 171–80. (P 81)

Holbrook, Morris B. and Donald R. Lehmann (1980), “Form versus content in predicting Starch scores,” Journal of Advertising Research, 20 (4), 53–61. (P 248)

Hollingworth, Harry L. (1913), Advertising and Selling: Principles of Appeal and Response. New York and London: D. Appleton. (P 259)

Homer, Pamela M. (2009), “Product placement: The impact of placement type and repetition on attitude,” Journal of Advertising, 38 (3), 21–31. (P 101)

Hopkins, Claude C. (1923), Scientific Advertising. Bramhall, U.K.: Cool Publications. (P 6, 40, 138, 181, 186, 203, 219, 228, 230, 238)

Hoque, Abeer Y. and Gerald L. Lohse (1999), “An information search cost perspective for designing interfaces for electronic commerce,” Journal of Marketing Research, 36 (3), 387–94. (P 176)

Hornikx, Jos and Daniel J. O’Keefe (2009), “Adapting consumer advertising appeals to cultural values: A meta-analytic review of effects on persuasiveness and ad liking,” Communication Yearbook, 33, 39–71. (P 182)

Horwitz, Sujin K. and Irwin B. Horwitz (2007), “The effects of team diversity on team outcomes: A meta-analytic review of team demography,” Journal of Management, 33 (6), 987–1015. (P 280)

Howard, Daniel J. (1990), “Rhetorical question effects on message processing and persuasion: The role of information availability and the elicitation of judgment,” Journal of Experimental Social Psychology, 26, 217–39. (P 166)

Hoyer, Wayne D. and Steven P. Brown (1990), “Effects of brand awareness on choice for a common, repeat-purchase product,” Journal of Consumer Research, 17 (September), 141–8. (P 19)

Hoyer, Wayne D., Rajandra K. Srivastava, and Jacob Jacoby (1984), “Sources of miscomprehension in television advertising,” Journal of Advertising, 13 (2), 17–26. (P 270, 276)

Hubbard, Raymond and J. Scott Armstrong (1994), “Replications and extensions in marketing: Rarely published but quite contrary,” International Journal of Forecasting, 11, 233–48. (P 298)

Huber, Peter W. (1988), Liability: The Legal Revolution and its Consequences. New York: Basic Books. (For a review, see full-text papers at jscottarmstrong.com.) (P 41)

Huhmann, Bruce A. and Timothy P. Brotherton (1997), “A content analysis of guilt appeals in popular magazine advertisements,” Journal of Advertising, 26 (2), 35–46. (P 89)

Hunt, James M., T. J. Domzal, and J. B. Kernan (1981), “Causal attribution and persuasion: The case of disconfirmed expectancies,” Advances in Consumer Research, Vol. 9, Ann Arbor, MI: Association for Consumer Research. (P 151)

Ind, Nicholas (1993), Great Advertising Campaigns: Goals and Accomplishments. Lincolnwood, IL: NTC Business Books. (P 228)

Inman, J. Jeffrey, L. McAlister, and W. D. Hoyer (1990), “Promotion signal: Proxy for a price cut?” Journal of Consumer Research, 17 (June), 74–81. (P 47)

Inman, J. Jeffrey, Anil C. Peter, and Priya Raghubir (1997), “Framing the deal: The role of restrictions in accentuating deal value,” Journal of Consumer Research, 24 (June), 68–79. (P 74)

Iyengar, Sheena, Gur Huberman, and Wei Jiag (2004), “How much choice is too much? Contributions to 401(k) retirement plans,” in O. S. Mitchell and S. P. Utkins (eds.), Pension Design and Structure. Oxford: Oxford University Press. (P 37)

Iyengar, Sheena S. and Mark R. Lepper (2000), “When choice is demotivating: Can one desire too much of a good thing?” Journal of Personality and Social Psychology, 79 (6), 995–1006. (P 35, 37, 38)

Jackson, Douglas N. and J. Philippe Rushton (1987), Scientific Excellence: Origins and Assessment. London: Sage. (P 278)

Jacoby, Jacob and Amy H. Handlin (1991), “Non-probability sampling designs for litigation surveys,” Trademark Reporter, 81, 169–79. (P 296)

Jacoby, Jacob and Wayne D. Hoyer (1982), “Viewer miscomprehension of televised communication: Selected findings,” Journal of Marketing, 46 (Fall), 12–26. (P 183)

Jacoby, Jacob and Wayne D. Hoyer (1989),

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