Persuasive Advertising - J. Scott Armstrong [259]
Strahilevitz, Michal, 141
Stroebe, Wolfgang, 283
Strohmetz, David B., 84
Strongman, J. A., 91
Strunk, William Jr., 186
Stuart , Elnora W. , 121, 248, 263
Subaru, 19, 147, 173, 233, 310
Subway, 112
Sue, Stanley, 72
Sullivan, Luke, 223
Super Bowl, 153, 154, 204, 230
Surf, 127
Surowiecki, James, 8
Sutherland, Max, 7, 168, 270
Sutton, Robert I., 282
Suzuki, Satoshi, 128
Swaminathan, Vanita, 156
Swasy, John L., 148
Swinyard, William R., 159
Sylvester, Alice K., 7, 168, 270
Szybillo, George G., 214, 297
T
Tagg, Stephen, 153, 154
Tan, Tze Ke Jason, 234
Taran, Zinaida, 44
Tareyton, 16
Taster’s Choice, 78
Tavassoli, Nader T., 213
Taylor, Charles R., 31
Teel, Jesse E., 76
Teigen, Karl Halvor, 146
Tellis, Gerard J., 1, 4, 85, 306
Thaivanich, P., 85
Thaler, Richard, 49, 60
Thamodaran, Kanchana, 137, 275
Thibodeau, R., 150
Thomas, Dave, 269
Thomas, L., 15
Thompson, E. R., 91
Thornton, G. R., 121
Till, Brian D., 153
Time/Life, 190
Timex, 197, 220
Tipper, Harry, 67, 181, 194
Toastmasters Club, 205
Todd, Peter M., 35, 37, 39
Todorov, Alexander, 121
Tofighbakhsh, Jessica, 199
Tolstoy, Leo, 103
Tom, Gail, 231
Tom, S. Jr., 56
Toncar, Mark F., 231
Toppino, Thomas, 169
Tormala, Z. L., 109
Toulouse–Lautrec, Henri, 130
Townsend, Bob, 281
Tracey, Michael, 68
Trappey, Charles, 171
Trifts, Valerie, 43
Tripp, Carolyn, 155
Troldahl, Verling C., 264
Tropical Fantasy, 164
Troutman, C. Michael, 180
Trusty, M. L., 128
Tupperware, 77
Tuso, M. A., 174
Tversky, Amos, 35, 54, 58, 61, 304
Twain, Mark, 74
Twitchell, James B., 83, 85, 222
Tybout, Alice M., 164
Tylenol, 150
U
Uhl, Kenneth P., 19
UKTV G2, 119
Uncle Ben’s, 43
Unilever, 72
United States
Air Force, 224
Postal Service, 98
Unnava, H. Rao, 170, 193, 206, 248
Urbany, Joel E., 46
USA Today, 223
Utica Club, 187
V
Valacich, Joseph S. 282, 283, 285
Van Boven, L., 52
Van Hoose, T., 297
Van Ittersum, Koert, 196, 209
Vanhuele, Marc, 43
Vanjani, Mahesh V., 283
Vann, John W., 274, 275
Veenhoven, Ruut, 35
Verhallen, Theo M. M., 73
Vermont Heart Fund, 76
Viagra, 129
Vicary, James, 171
Visa, 29–30
Völckner, Franziska, 54
Volkswagen, 29, 110, 124, 129, 181, 185, 192, 196, 233, 249
Volvo, 87, 108, 125, 130, 249
W
Waber, Rebecca L., 54
Waeckerle, Joseph F., 289
Waitrose, 52, 64
Wal-Mart, 40, 222
Walker, Dave, 3, 4, 9, 27, 31, 32, 33, 71, 111, 118, 120, 151, 172, 199, 203, 217, 221, 226, 237, 267, 268, 269, 272, 274, 276, 302
Walker, Ian, 187
Walker, Peter, 262
Wall Street Journal, 28
Walliser, Björn, 98
Wallston, Kenneth A., 304
Walton, Sam, 40
Wanamaker, John, 40
Wänke, Michaela, 133
Wansink, Brian, 58, 93, 196, 209
Warde, Beatrice, 257
Warlop, Luke, 159
Warren, Wendy L., 171
Warshaw, Lisa, 314, 317
Wasinger, L., 128
Wason, P. C., 104
Waste Management, 205, 225
Watabe, Motoki, 164
Watkins, Julian Lewis, 71, 89, 176, 218, 220, 222
Wawa, 223
Webb, Deborah J., 140
Wedel, Michel, 22, 86, 226, 227, 250, 262, 264
Wegner, Daniel M., 131
Weilbaker, Dan C., 46
Weinberger, Marc G., 230, 231, 240
Welbourne, Jennifer, 320
Wells, Gary L., 132
Wells Rich Green, 112
Wendy’s, 163, 233, 269
Wenzlaff, R., 131
Weyant, James M., 115
Wheeler, R. Wade, 269
Wheildon, Colin, 249, 253, 254, 256, 260, 261
Which Ad Pulled Best (WAPB), 10, 300–1, 324
Whiskas, 220
White, Erin, 281
White, Reggie, 152
Whitney, H., 91
Whole Foods, 140
Wicklund, Robert A. , 128, 175
Widrick, Stanley M., 42–3
Wieden & Kennedy, 173, 233
Wiersema, Fred, 68
Wilcox, Gary B. , 57, 158)
Wilcox & Gibbs, 113, 138
Wilkie, William L., 214
Willemain, Thomas R., 287
Williams, Kipling D., 126, 280
Williams-Sonoma, 35
Wilson, Dawn K., 304
Wilson, Elizabeth J., 12, 156
Wilson, R. Dale, 31, 159
Wilson, R. K., 122
Windham, B., 121
Winter, Joel P., 282
Wirtz, D., 52
Witman, Alan R., 45
Witmer, J. F., 174
Witte, Kim, 95
Wittink, Dick R., 53
Wolf, James R., 139
Wolf, Sharon, 72
Wolford, George, 38
Wonder Bread, 196
Wong, Stephanie, 128
Wood, Wendy, 124
Woods, Tiger, 100, 153
Woodside, A. G., 120, 147, 177, 184,