Persuasive Advertising - J. Scott Armstrong [245]
Shortess, George K., J. Craig Clarke and Kathleen Shannon (1997), “The shape of things: But not the Golden Section,” Empirical Studies of the Arts, 15 (2), 165–76. (P 265)
Sigall, Harold, E. Aronson, and T. Van Hoose (1970), “The cooperative subject: Myth or reality?” Journal of Experimental Social Psychology, 6, 1–10. (P 297)
Simon, Herbert A. (1974), “How big is a chunk?” Science, 183 (February), 482–8. (P 196)
Simonson, Itamar, Ziv Carmon, and Suzanne O’Curry (1994), “Experimental evidence on the negative effect of product features and sales promotions on brand choice,” Marketing Science, 13 (1), 23–40. (P 57, 65)
Simonson, Itamar and Amos Tversky (1992), “Choice in context: Tradeoff contrast and extremeness aversion,” Journal of Marketing Research, 29 (3), 281–95. (P 35)
Simpson, Penny M., Steve Horton, and Gene Brown (1996), “Male nudity in advertisements: A modified replication and extension of gender and product effects,” Journal of the Academy of Marketing Science, 24 (3), 257–62. (P 235)
Singh, Surendra N., V. P. Lessig, D. Kim, R. Gupta, and M. A. Hocutt (2000), “Does your ad have too many pictures?” Journal of Advertising Research, 40 (April), 11–27. (P 206)
Skorinko, Jeanine, S. Kemmer, M. R. Hebl, and D.M. Lane (2006), “A rose by any other name …: Color-naming influences on decision making,” Psychology and Marketing, 23 (12), 975–93. (P 196, 211)
Skurnik, Ian, C. Yoon, D. C. Park, and N. Schwarz (2005), “How warnings about false claims become recommendations,” Journal of Consumer Research, 31, 713–24. (P 215)
Slater, Michael D. and Donna Rouner (1996), “Value-affirmative and value-protective processing of alcohol education messages that include statistical evidence or anecdotes,” Communication Research, 23 (2), 210–35. (P 113)
Slovic, Paul and D. J. MacPhillamy (1974), “Dimensional commensurability and cue utilization in comparative judgment,” Organizational Behavior and Human Performance, 11, 172–94. (P 158)
Small, Deborah A. and George Loewenstein (2003), “Helping a victim or helping the victim: Altruism and identifiability,” Journal of Risk and Uncertainty, 26 (1), 1–16. (P 93)
Small, Deborah A., George Loewenstein, and Paul Slovic (2006), “Sympathy and callousness: The impact of deliberative thought on donations to identifiable and statistical victims,” Organizational Behavior and Human Decision Processes, 102, 143– 53. (P 86)
Smolowe, J. (1990), “Contents require immediate attention,” Time, November 26, p. 64. (P 84)
Snyder, C. R. (1978), “The ‘illusion’ of uniqueness,” Journal of Humanistic Psychology, 18 (3), 33–41. (P 76)
Snyder, Leslie B. and Deborah J. Blood (1992), “Caution: Alcohol advertising and the surgeon general’s alcohol warnings may have adverse effects on young adults,” Journal of Applied Communication Research, 20 (February), 37–53. (P 105)
Sobieszek, Robert A. (1988), The Art of Persuasion. New York: Harry N. Abrams. (P 210, 247)
Soley, Lawrence C. (1986), “Copy length and industrial advertising readership,” Industrial Marketing Management, 15 (3), 245–51. (P 252)
Soley, Lawrence C. and Leonard N. Reid (1983), “Industrial ad readership as a function of headline type,” Journal of Advertising, 12 (1), 34–8. (P 196)
Soman, Dilip and John T. Gourville (2001), “Transaction decoupling: How price bundling affects the decision to consume,” Journal of Marketing Research, 38 (1), 30–44. (P 49)
Sopory, Pradeep and James P. Dillard (2002), “Figurative language and persuasion,” in J. P. Dillard and M. Pfau, The Persuasion Handbook. Thousand Oaks, CA: Sage. (P 200)
Spangenberg, Eric R. and A. G. Greenwald (1999), “Social influence by requesting self-prophecy,” Journal of Consumer Psychology, 8 (1), 61–89. (P 136)
Spangenberg, Eric R., D. E. Sprott, B. Grohmann, and R. J. Smith (2003), “Mass-communicated prediction requests: Practical application and a cognitive dissonance explanation for self-prophesy,” Journal of Marketing, 67