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Persuasive Advertising - J. Scott Armstrong [239]

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Hallward, and Dave Walker (2006), “High attention processing – the real power of advertising,” Admap, World Advertising Research Center, July/August, 32–4. (P 217)

Muthukrishnan, A. V., Luk Warlop, and Joseph W. Alba (2001), “The piecemeal approach to comparative advertising,” Marketing Letters, 12 (1), 63–73. (P 159)

Nagle, Thomas and Reed K. Holden (2002), The Strategy and Tactics of Pricing. Englewood Cliffs, NJ: Prentice Hall. (P 45)

Naipaul, Sandra and H. G. Parsa (2001), “Menu price endings that communicate value and quality,” Cornell Hotel and Restaurant Administration Quarterly, 42, 26–37. (P 45)

Nakayachi, Kazuya and Motoki Watabe (2005), “Restoring trustworthiness after adverse events: The signaling effects of voluntary ‘Hostage Posting’ on trust,” Organizational Behavior and Human Decision Processes, 97 (March), 1–17. (P 164)

Nemeth, Charlan J., J. B. Connell, J. D. Rogers, and K. S. Brown (2001) “Improving decision making by means of dissent,” Journal of Applied Social Psychology, 31 (1), 48–58. (P 287, 288)

Nemeth, Charlan and Brendan Nemeth-Brown (2003), “Better than individuals? The potential benefits of dissent and diversity for group creativity,” in Paul B. Paulus and Bernard A. Nijstad, Group Creativity. Oxford: Oxford University Press. (P 288)

Neuborne, Ellen (1998), “Great ad! What’s it for?” Business Week (July 20), 118–19. (P 117)

Ng, Aik Kwang (2001), “Why creators are dogmatic people, ‘nice’ people are not creative, and creative people are not ‘nice,’” International Journal of Group Tensions, 30 (4), 293– 324. (P 279)

Nguyen, Adam, Roger M. Heeler, and Zinaida Taran (2007), “High–low context cultures and price-ending practices,” Journal of Product and Brand Management, 16 (3), 206–14. (P 44)

Nielsen, Jakob (2000), Designing Web Usability. Indianapolis, IN: New Riders Publishing. (P 202, 225, 250, 262)

North, Adrian C., David J. Hargreaves, and Jennifer McKendrick (1999), “The influence of in-store music on wine selections,” Journal of Applied Psychology, 84, 271–6. (P 274)

Novemsky, Nathan, R. Dhar, N. Schwarz, and I. Simonson (2007), “Preference fluency in choice,” Journal of Marketing Research, 44 (August), 347–56. (P 259)

Nunes, Joseph C. and Xavier Drèze (2006), “The endowed progress effect: How artificial advancement increases effort,” Journal of Consumer Research, 32 (March), 504–12. (P 177)

Nunes, Joseph C. and C. Whan Park (2003), “Incommensurate resources: Not just more of the same,” Journal of Marketing Research, 40 (February), 26–38. (P 54)

O’Connor, Gina C., Thomas R. Willemain, and James MacLachlan (1996), “The value of competition among agencies in developing ad campaigns: Revisiting Gross’s model,” Journal of Advertising, 25 (1), 51–62. (P 287)

O’Keefe, Daniel J. (1987), “The persuasive effects of delaying identification of high- and low-credibility communicators: A meta-analytic review,” Central States Speech Journal, 38, 63–72. (P 156, 322)

O’Keefe, Daniel J. (1997), “Standpoint explicitness and persuasive effect: A meta-analytic review of the effects of varying conclusion articulation in persuasion messages,” Argumentation and Advocacy, 34 (1), 1–12. (P 127, 174, 322)

O’Keefe, Daniel J. (1998), “Justification explicitness and persuasive effect: A meta-analytic review of the effects of varying support articulation in persuasive messages,” Argumentation and Advocacy, 35, 61–75. (P 27, 146, 148, 322)

O’Keefe, Daniel J. (1999), “How to handle opposing arguments in persuasive messages: A meta-analytic review of the effects of one-sided and two-sided messages,” pp. 209– 49 in Michael E. Roloff (ed.), Communication Yearbook, vol. 22. Thousand Oaks, CA: Sage. (P 125, 126, 322)

O’Keefe, Daniel J. (2000), “Guilt and social influence,” pp. 67–101 in Michael E. Roloff (ed.), Communication Yearbook, vol. 23. Thousand Oaks, CA: Sage. (P 90)

O’Keefe, Daniel J. (2002a), Persuasion: Theory and Research, 2nd edn. London: Sage. (P 1, 3, 13, 123, 151, 322)

O’Keefe, Daniel J. (2002b), “Guilt as a mechanism of persuasion,” pp. 329–344 in James P. Dillard and Michael Pfau (eds.),

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