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Persuasive Advertising - J. Scott Armstrong [235]

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and Egerton L. Ballachey (1962), Individual in Society: A Textbook of Social Psychology. New York: McGraw-Hill. (P 78)

Krishna, Aradhna, Richard Briesch, Donald R. Lehmann, and Hong Yuan (2002), “A meta-analysis of the impact of price presentation on perceived savings,” Journal of Retailing, 78, 101–18. (P 54)

Kruger, Justin, D. Wirtz, L. Van Boven, and T. W. Altermatt (2004), “The effort heuristic,” Journal of Experimental Social Psychology, 40, 91–8. (P 52)

Krugman, Herbert E. (1965), “The impact of television advertising: Learning without involvement,” Public Opinion Quarterly, 29 (Fall) 349–56. (P 21)

Kühberger, Anton (1998), “The influence of framing on risky decisions: A meta-analysis,” Organizational Behavior and Human Decision Processes, 75 (1), 23–55. (P 304)

Lambert, Zarrel V. (1975), “Perceived prices as related to odd and even price endings,” Journal of Retailing, 51 (Fall), pp. 13–22 and 78. (P 45)

Lambrecht, Anja and Bernd Skiera (2006), “Paying too much and being happy about it: Existence, causes, and consequences of tariff-choice biases,” Journal of Marketing Research, 43 (May), 212–23. (P 51)

Lammers, H. Bruce (1991), “The effect of free samples on immediate consumer purchase,” Journal of Consumer Marketing, 8 (2), 31–7. (P 139)

Lane, Vicki R. and Susan M. Keaveney (2005), “The negative effects of expecting to evaluate: Reexamination and extension in the context of service failure,” Psychology and Marketing, 22 (11), 857–85. (P 135)

Langer, Ellen, Arthur Blank, and Benzion Chanowitz (1988), “The mindlessness of ostensibly thoughtful action: The role of ‘placebic’ information in interpersonal interaction,” Journal of Personality and Social Psychology, 36 (6), 635–42. (P 65, 175)

Langlois, Judith H. and A. Roggman (1990), “Attractive faces are only average,” Psychological Science, 1 (2), 115–21. (P 237)

Langlois, Judith H., Lori A. Roggman, and Loretta A. Reiser-Danner (1990), “Infants’ differential social responses to attractive and unattractive faces,” Developmental Psychology, 26 (1), 153–9. (P 123)

Larrick, Richard P., Richard E. Nisbett, and James N. Morgan (1993), “Who uses the cost– benefit rules of choice? Implications for the normative status of microeconomic theory,” Organizational Behavior and Human Decision Processes, 56, 331–47. (P 105)

Laskey, Henry A., Ellen Day, and Melvin R. Crask (1989), “Typology of main message strategies for television commercials,” Journal of Advertising, 18 (1), 36–41. (P 22)

Laskey, Henry A., Richard J. Fox, and Melvin R. Crask (1994), “Investigating the impact of executional style on television commercial effectiveness,” Journal of Advertising Research, 34 (Nov/Dec), 9–16. (An analysis of non-experimental data on 1,100 tested 30-second TV commercials for fast-moving food and household items.) (P 9, 151, 152, 302)

Lass, Norman J. and C. Elaine Prater (1973), “A comparative study of listening rate preferences for oral reading and impromptu speaking rates,” Journal of Communication, 23 (March), 95–102. (P 274)

LaTour, Michael S. and Herbert J. Rotfeld (1997), “There are threats and (maybe) fear-caused arousal: Theory and confusions of appeals to fear and fear arousal itself,” Journal of Advertising, 26 (3), 45–59. (P 96)

Law, Sharmistha and Kathryn A. Braun (2000), “I’ll have what she’s having: Gauging the impact of product placements on viewers,” Psychology and Marketing, 17, 1059–75. (P 101)

Lau, Sing (1982), “The effects of smiling on person perception,” Journal of Social Psychology, 117 (June), 63–7. (P 122)

Lee, Byung-Kwan and Wei-Na Lee (2007), “Decreasing advertising interference: The impact of comparable differences on consumer memory in competitive advertising environments,” Psychology in Marketing, 24 (11), 919–45. (P 158)

Lee, Yih H. and Cheng Y. Han (2002), “Partitioned pricing in advertising: Effects on brand and retailer attitudes,” Marketing Letters, 13 (1), 27–40. (P 49)

Lefkowitz, Monroe, Robert R. Blake, and Jane S. Mouton (1955), “Status factor in pedestrian violation of traffic signals,” Journal of Abnormal and Social Psychology,

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