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Persuasive Advertising - J. Scott Armstrong [248]

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Valacich, Joseph S., Alan R. Dennis, and Terry Connolly (1994), “Idea generation in computer-based groups: A new ending to an old story,” Organizational Behavior and Human Decision Processes, 57, 448–67. (P 283, 285)

Vanhuele, Marc, G. Laurent, and X. Drèze (2006), “Consumers’ immediate memory for prices,” Journal of Consumer Research, 33, 163–72. (P 43)

Vann, John W., Robert D. Rogers, and John P. Penrod (1987), “The cognitive effects of time-compressed advertising,” Journal of Advertising, 16 (2), 10–19. (P 274, 275)

Veenhoven, Ruut (2000), “Freedom and happiness,” pp. 257–88 in E. Diener and E. M. Sugh (eds.), Culture and Subjective Wellbeing. Cambridge, MA: MIT Press. (P 35)

Verhallen, Theo M. M. (1982), “Scarcity and consumer choice behavior,” Journal of Economic Psychology, 2, 299–322. (P 73)

Verhallen, Theo M. M. and Henry S. J. Robben (1994), “Scarcity and preference: An experiment on unavailability and product evaluation,” Journal of Economic Psychology, 15, 315–31. (P 73)

Völckner, Franziska and Julian Hofmann (2007), “The price–perceived quality relationship: A meta-analytic review and assessment of its determinants,” Marketing Letters, 18, 181–96. (P 54)

Waber, Rebecca L., B. Shiv, Z. Carmon, and D. Ariely (2008), “Commercial features of placebo and therapeutic efficacy,” Journal of the American Medical Association, 299 (9), 1016–17. (P 54)

Walker, Dave (2008). Dave is the Director of Research for Ipsos ASI, one of the world’s leading advertising research companies. I had many communications with him with respect to the analyses that he did of 1, 513 tested TV commercials from the Ipsos-ASI database. Details on the methodology are provided in Appendix C. (P 3 9, 27, 31, 32, 33, 71, 111, 118, 120, 172, 199, 203, 221, 226, 237, 267, 268, 269, 272, 274, 276)

Walker, Ian and Charles Hulme (1999), “Concrete words are easier to recall than abstract words: Evidence for a semantic contribution to short-term serial recall,” Journal of Experimental Psychology: Learning, Memory and Cognition, 25 (5), 1256–71. (P 187)

Walliser, Bjőrn (2003), “An international review of sponsorship research: Extension and update,” International Journal of Advertising, 22, 5–40. (P 98)

Walton, Sam (1992), Made in America. New York: Doubleday. (P 40)

Wänke, Michaela, Gerd Bohner, and Andreas Jurkowitsch (1997), “There are many reasons to drive a BMW: Does imagined ease of argument generation influence attitudes?” Journal of Consumer Research, 24 (September), 170–7. (P 133)

Wansink, Brian and Pierre Chandon (2006), “Can ‘low-fat’ nutrition labels lead to obesity?” Journal of Marketing Research, 43 (November), 605–17. (P 93)

Wansink, Brian, Robert J. Kent, and Stephen J. Hoch (1998), “An anchoring and adjustment model of purchase quantity decisions,” Journal of Marketing Research, 71–81. (P 58)

Wansink, Brian, James Painter, and Koert Van Ittersum (2001), “Descriptive menu labels’ effect on sales,” Cornell Hotel and Restaurant Administrative Quarterly, 42 (December), 68–72. (P 196)

Wansink, Brian and Koert van Ittersum (2003), “Bottoms up! The influence of elongation on pouring and consumption volume,” Journal of Consumer Research, 30 (December), 455–63. (P 209)

Wason, P. C. (1960), “On the failure to eliminate hypotheses to a conceptual task,” Quarterly Journal of Experimental Psychology, 12, 129–40. (P 104)

Wason, P. C. (1968), “On the failure to eliminate hypotheses – A second look,” pp. 165–74 in P. C. Wason and P. N. Johnson-Laird (eds.), Thinking and Reasoning. Baltimore, MD: Penguin. (P 104)

Watkins, Julian Lewis (1959), The 100 Greatest Advertisements: Who Wrote Them and What They Did. New York: Dover. (P 71, 89, 176, 218, 220, 222)

Wedel, Michel and Rik Pieters (2000), “Eye fixations on advertisements and memory for brands: A model and findings,” Marketing Science, 19 (4), 297–312. (P 226)

Wegner, Daniel M., R. Wenzlaff, R. M. Kerker, and A. E. Beattie (1981), “Incrimination through innuendo: Can media questions become public answers?” Journal of Personality and Social Psychology, 40 (5), 822–32. (P 131)

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