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Persuasive Advertising - J. Scott Armstrong [241]

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group productivity,” Personality and Social Psychology Bulletin, 19 (1), 78–89. (P 285)

Pechmann, Cornelia and David W. Stewart (1990), “The effects of comparative advertising on attention, memory, and purchase intentions,” Journal of Consumer Research, 17 (September), 180–91. (P 157)

Pechmann, Cornelia (1992), “Predicting when two-sided ads will be more effective than one-sided ads: The role of correlational and correspondent inferences,” Journal of Marketing Research, 29 (November), 441–53. (P 126)

Peck, Joann and Suzanne B. Shu (2009), “The effect of mere touch on perceived ownership,” Journal of Consumer Research, 36, 434–47. (P 139)

Perloff, Richard M. and Dennis Kinsey (1992), “Political advertising as seen by consultants and journalists,” Journal of Advertising Research, 28 (3), 53–60. (P 162, 164)

Petrova, Petia K. and Robert B. Cialdini (2005), “Fluency of consumption imagery and the backfire effects of imagery appeals,” Journal of Consumer Research, 32 (December), 442–52. (P 134)

Petty, Richard E. and John T. Cacioppo (1984), Attitudes and Persuasion: Classic and Contemporary Approaches. Boulder, CO: Westview Press. (P 4, 21)

Petty, Richard E., John T. Cacioppo, and Rachel Goldman (1981), “Personal involvement as a determinant of argument-based persuasion,” Journal of Personality and Social Psychology, 41 (5), 847–55. (P 66)

Petty, Richard E., John T. Cacioppo, and M. Heesacker (1981), “Effect of rhetorical questions in persuasion: A cognitive response analysis,” Journal of Personality and Social Psychology, 40 (3), 432–40. (P 167)

Phillips, Diane M. and John L. Stanton (2004), “Age-related differences in advertising: Recall and persuasion,” Journal of Targeting, Measurement, and Analysis for Marketing, 13 (1), 7–20. (P 145, 302)

Pieters, Rik and Michel Wedel (2004), “Attention capture and transfer in advertising: Brand, pictorial, and text-size effects,” Journal of Marketing, 68 (2), 36–50. (This paper described 33 eye-tracking studies involving 1,363 full-page advertisements from 65 Dutch consumer magazines. The ads covered 812 national and international brands in many product categories. 47 percent of the ads were for utilitarian products and 53 percent for hedonic products.) (P 22, 226, 227, 264)

Pieters, Rik, Michel Wedel, and Jie Zhang (2007), “Optimal feature advertising design under competitive clutter,” Management Science, 53 (11), 1815–28. (P 262)

Pliner, Patricia, H. Hart, J. Kohl, and D. Saari (1974), “Compliance without pressure: Some further data on the foot-in-the-door technique,” Journal of Experimental Social Psychology, 10, 17–22. (P 83)

Poffenberger, Albert T. (1925), Psychology in Advertising. Chicago and New York: A. W. Shaw. (P 127, 175)

Pollay, Richard W. (1985), “The subsidizing sizzle: A descriptive history of print advertising, 1900–1980,” Journal of Marketing, 49 (April), 24–37. (P 29, 207, 210, 240)

Pollock, Carrie, L. S. D. Smith, E. S. Knowles, and H. J. Bruce (1988), “Mindfulness limits compliance with the That’s-Not-All technique,” Personality and Social Psychology Bulletin, 24, 1153–7. (P 178)

Pope, Daniel (1983), The Making of Modern Advertising. New York: Basic Books. (P 6, 16, 63, 88, 202, 219)

Pornpitakpan, Chanthika and Tze Ke Jason Tan (2000), “The influence of incongruity on the effectiveness of humorous advertisements: The case of Singaporeans,” Journal of International Consumer Marketing, 12 (3), 27–45. (P 234)

Pracejus, John W., G. Douglas Olsen, and Norman R. Brown (2003), “On the prevalence and impact of vague quantifiers in the advertising of cause-related marketing (CRM),” Journal of Advertising, 32 (4), 19–28. (P 141)

Pratkanis, Anthony R. and Elliot Aronson (2000), The Age of Propaganda: The Everyday Use and Abuse of Persuasion. New York: W. H. Freeman. (Reviewed in Armstrong, 2003.) (P 4, 96)

Pratkanis, Anthony R. and Anthony G. Greenwald (1988), “Recent perspectives on unconscious processing: Still no marketing applications,” Psychology and Marketing, 5 (4), 337–53. (P 217)

Prelec, Drazen and George Loewenstein (1998), “The red and the black:

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