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Persuasive Advertising - J. Scott Armstrong [247]

By Root 1962 0
(P 128)

Swinyard, William R. (1981), “The interaction between comparative advertising and copy claim variation,” Journal of Marketing Research, 18 (May), 175–86. (P 159)

Taylor, Charles R., R. Dale Wilson, and Gordon E. Miracle (1994), “The impact of brand differentiating messages on the effectiveness of Korean advertising,” Journal of International Marketing, 2 (4), 31–52. (P 31)

Teigen, Karl Halvor (1990), “To be convincing or to be right: A question of preciseness,” pp. 299–313 in: K. J. Gilhooly et al. (eds.), Lines of Thinking. Chichester: Wiley. (P 146)

Tellis, Gerard J. (2004), Effective Advertising: Understand When, How and Why Advertising Works. Thousand Oaks, CA: Sage. (P 1, 4)

Tellis, Gerard J. (2009), “Generalizations about advertising effectiveness in markets,” Journal of Advertising Research, 49 (2), 240–5. (P 306)

Thaler, Richard (1980), “Toward a positive theory of consumer choice,” Journal of Economic Behavior and Organization, 1 (1), 39–60. (P 49)

Thaler, Richard (1985), “Mental accounting and consumer choice,” Marketing Science, 4 (3), 199–214. (P 60)

Thornton, G. R. (1944), “The effect of wearing glasses upon judgments of personality traits of persons seen briefly,” Journal of Applied Psychology, 28 (May), 203–7. (P 121)

Till, Brian D. and Terence A. Shimp (1998), “Endorsers in advertising: The case of negative celebrity information,” Journal of Advertising, 27 (1), 67–81. (P 153)

Tipper, Harry, H. L. Hollingworth, G. B. Hotchkiss, and F. A. Parsons (1921), Advertising: Its Principles and Practice. New York: Ronald Press. (P 67, 194)

Todorov, Alexander, Anesu N. Mandisodza, Amir Goren, and Crystal C. Hall (2005), “Inferences of competence from faces predict election outcomes,” Science, 308 (5728), 1623–6. (P 121)

Toncar, Mark F. (2001), “The use of humour in television advertising: Revisiting the US– UK comparison,” International Journal of Advertising, 20, 521–39. (P 231)

Trappey, Charles (1996), “A meta-analysis of consumer choice and subliminal advertising,” Psychology and Marketing, 13 (5), 517–30. (P 171)

Trifts, Valerie and Gerald Häubl (2003), “Information availability and consumer preference: Can online retailers benefit from providing access to competitor price information?” Journal of Consumer Psychology, 13 (1 and 2), 149–59. (P 43)

Tripp, Carolyn, Thomas D. Jenson, and Les Carlson (1994), “The effects of multiple product endorsements by celebrities on consumers’ attitudes and intentions,” Journal of Consumer Research, 20 (March), 535–47. (P 155)

Troldahl, Verling C. and Robert L. Jones (1965), “Predictors of newspaper advertising readership,” Journal of Advertising Research, 5, 23–7. (P 264)

Troutman, C. Michael and James Shanteau (1976), “Do consumers evaluate products by adding or averaging attribute information?” Journal of Consumer Research, 3 (September), 101–6. (P 180)

Tversky, Amos and Daniel Kahneman (1981), “The framing of decisions and the psychology of choice,” Science, 211 (30), 453–458. (P 54, 58, 304)

Tversky, Amos and Eldar Shafir (1992), “Choice under conflict: The dynamics of deferred decision,” Psychological Science, 3 (6), 358–61. (P 61)

Twitchell, James B. (2000), Twenty Ads That Shook the World. New York: Three Rivers Press. (P 83, 85, 222)

Tybout, Alice M., Bobby J. Calder, and Brian Sternthal (1981), “Using information processing theory to design marketing strategies,” Journal of Market Research, 18 (February), 73–9. (P 164)

Unnava, H. Rao and Robert E. Burnkrant (1991), “An imagery-processing view of the role of pictures in print advertisements,” Journal of Marketing Research, 28 (May), 226–31. (P 248)

Unnava, H. Rao and Deepak Sirdeshmukh (1994), “Reducing competitive ad interference,” Journal of Marketing Research, 31 (August), 403–11. (P 170)

Urbany, Joel E., William O. Bearden, and Dan C. Weilbaker (1988), “The effect of plausible and exaggerated reference prices on consumer perceptions and price search,” Journal of Consumer Research, 15 (June), 95–110. (P 46)

USA Today (2003) “Who said that? Buyers don’t recognize some slogans,” October

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