Persuasive Advertising - J. Scott Armstrong [250]
Wood, Wendy and Jeffrey M. Quinn (2003), “Forewarned and forearmed? Two meta-analytic syntheses of forewarnings of influence appeals,” Psychological Bulletin, 129 (1), 119–38. (P 124)
Woodside, Arch G. (1977), “Advertisers’ willingness to substantiate their claims,” Journal of Consumer Affairs, 11 (1), 135–43. (P 147)
Woodside, Arch G., Thomas M. Beretich, and Marc A. Lauricella (1993), “A meta-analysis of effect sizes based on direct marketing campaigns,” Journal of Direct Marketing, 7 (2), 19–33. (P 177, 229, 292)
Woodside, Arch G. and J. William Davenport (1974), “Effects of salesman similarity and expertise on consumer purchasing behavior,” Journal of Marketing Research, 11 (May), 198–202. (P 120)
Worchel, Stephen, Jerry Lee, and Akanbi Adewole (1975), “Effects of supply and demand on ratings of object value,” Journal of Personality and Social Psychology, 32 (5), 906–14. (P 73)
Wright, Malcolm (2009), “A new theorem for optimizing the advertising budget,” Journal of Advertising Research, 49 (2), 164–9. (P 306)
Wright, Malcolm and J. Scott Armstrong (2008), “The Ombudsman: Verification of citations. Fawlty towers of knowledge,” Interfaces, 38 (2), 125–39. (P 4)
Wright, Malcolm and Murray MacRae (2007), “Bias and variability in purchase intention scales,” Journal of the Academy of Marketing Science, 35 (4), 617–24. (P 298)
Xia, Lan and Kent B. Monroe (2004), “Price partitioning on the internet,” Journal of Interactive Marketing, 18 (4), 63–73. (P 48)
Xia, Lan, Kent B. Monroe, and Jennifer L. Cox (2004), “The price is unfair! A conceptual framework of price fairness perceptions,” Journal of Marketing, 68 (October), 1–15. (P 52)
Yamanaka, Jiro (1962), “The prediction of ad readership scores,” Journal of Advertising Research, 2 (1), 18–23. (P 211)
Yoo, Chan Yun and Kihan Kim (2005), “Processing of animation in online banner advertising: The roles of cognitive and emotional responses,” Journal of Interactive Marketing, 19 (4), 18–33. (P 276)
Yorkston, Eric and Geeta Menon (2004), “A sound idea: Phonetic effects of brand names on consumer judgments,” Journal of Consumer Research, 31 (June), 43–51. (P 194, 195)
Yu, Jay and Brenda Cude (2009), “‘Hello, Mrs. Sarah Jones! We recommend this product!’ Consumers’ perceptions about personalized advertising: Comparisons across advertisements delivered via three different types of media,” International Journal of Consumer Studies, 33, 503–14. (P 194)
Zajonc, R. B. (1968), “The attitudinal effects of mere exposure,” Journal of Personality and Social Psychology (monograph supplement), 10 (2), 1–27. (P 99)
Zanot, Eric J. (1984),”Public attitudes towards advertising,” International Journal of Advertising, 3, 3–15. (P 1)
Zellinger, David A., H. L. Fromkin, D. E. Speller, and C. A. Kohn (1975), “A commodity theory analysis of the effects of age restrictions upon pornographic materials,” Journal of Applied Psychology, 60 (1), 94–9. (P 74)
Zhang, Shi and Arthur B. Markman (2001), “Processing product unique features: Alignability and involvement in preference construction,” Journal of Consumer Psychology, 11 (1), 13–27. (P 159)
Ziliak, Stephen T. and Deirdre N. McCloskey (2008), The Cult of Statistical Significance. Ann Arbor, MI: University of Michigan Press. (P 5)
Zillman, Dolf and Joanne R. Cantor (1973), “Induction of curiosity via rhetorical questions and its effect on the learning of factual materials,” British Journal of Educational Psychology, 43, 172–80. (P 166)
Zimbardo, Philip G. and Michael R. Leippe (1991), The Psychology of Attitude Change and Social Influence. New York: McGraw-Hill. (P 4)
Zinkhan, George M. (1984), “Rating industrial advertisements,” Industrial Marketing Management, 13, 48–48. (P 234)
Zinkhan, George M. and Betsy D. Gelb (1986), “What Starch scores predict,” Journal of Advertising Research, 26 (4), 45–50. (P 300)
Name index
Note: this index lists the names of all authorities whose research is discussed in the text. In many cases the text reference is in the form ‘et al.’, so the author’s name may not appear in the