[References]


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This page is devoted to the references cited in the academic approaches to how advertising works. All the references will be presented by the four perspectives of advertising effectiveness research:

[Cognitive Perspectives]

Bharadwaj, S. G., P. R. Varadarajan, and J. Fahy (1993), "Sustainable Competitive Advantage in Service Industries: A Conceptual Model and Research Propositions," Journal of Marketing (57), pp. 83-99.

Comanor, W. S. and T. A. Wilson (1974), Advertising and Market Power, Cambridge, MA: Harvard University Press.

Eagly, A. H. and S. Chaiken (1993), The Psychology of Attitudes, Orlando, FL: Harcourt Brace College Publishers.

Hoch, S. J. and Y. W. Ha (1986), "Consumer Learning: Advertising and the Ambiguity of Product Experience," Journal of Consumer Research (13), pp. 221-233.

Mitra, A. and J. G. Lynch Jr. (1995), "Toward a Reconciliation of Market Power and Information Theories of Advertising Effects on Price Elasticity," Journal of Consumer Research (21), pp. 644-659.

Nelson, P (1974), "Advertising as Information," Journal of Political Economy (82), pp. 729-754.

Tellis, G. J. and C. Fornell (1988), "The Relationship between Advertising and Product Quality over the Product Life Cycle: A Contingency Theory," Journal of Marketing Research (25), pp. 64-71.

Vakratsas, D. and T. Ambler (1999), "How Advertising Works: What Do We Really Know?," Journal of Marketing (63), pp. 26-43.
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[Affective Perspectives]

Alwitt, L. F. and A. A. Mitchell (1985), "Introduction," In Alwitt, L. F. and A. A. Mitchell (eds.), Psychological Processes and Advertising Effects, Hillsdale, NJ: Lawrence Erlbaum Associates, pp. 1-10.

Batra, R. and M. L. Ray (1986), "Affective Responses Mediating Acceptance of Advertising," Journal of Consumer Research (13), pp. 234-249.

Bogart, L. (1996), Strategy in Advertising (3rd ed.), Lincolnwood, IL: NTC Books.

Ekman, P. and W. V. Friesen (1978), Facial Action Coding System (FACS): A Technique for the Measurement of Facial Action, Palo Alto, CA: Consulting Psychologists Press.

Janiszewski, C. and L. Warlop (1993), "The Influence of Classical Conditioning Procedures on Subsequent Attention to the Conditioned Brand," Journal of Consumer Research (20), pp. 171-189.

Krugman, H. E. (1977), "Memory Without Recall, Exposure Without Perception," Journal of Advertising Research (17), pp. 7-12.

Mitchell, A. A. and J.C. Olson (1981), "Are Product Beliefs the Only Mediator of Advertising Effects on Brand Attitude," Journal of Marketing Research (18), pp. 318-332.

Pechman, C. and D. W. Stewart (1989), "Advertising Repetition: A Critical Review of Wearin and Wearout," In Leigh, J. H. and C. R. Martin Jr. (eds.), Current Issues and Research in Advertising 1988, Ann Arbor, MI: University of Michigan, pp. 285-289.

Petty, R. E. and J. T. Cacioppo (1996), Attitudes and Persuasion: Classic and Contemporary Approaches, Boulder, CO: Westview Press.

Rossiter, J. R. and L. Percy (1978), "Visual Imagery Ability as a Mediator of Advertising Response," In Hunt, H. K. (eds.), Advances in Consumer Research (5), Ann Arbor, MI: Association for Consumer Research, pp. 52-56.

Stuart, E. W., T. A. Shimp, and R. W. Engel (1987), "Classical Conditioning of Consumer Attitudes: Four Experiments in and Advertising Context," Journal of Consumer Research (14), pp. 334-349.

Zajonc, R. B. (1968), "Attitudinal Effects of Mere Exposure," Journal of Personality and Social Psychology Monograph (9), pp. 1-28.
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[Behavioral Perspectives]

Abernethy, A. M. (1991), "Differences between Advertising and Program Exposure for Car Radio Listening," Journal of Advertising Research (31), pp. 33-42.

Arora, R. (1979), "How Promotion Elasticities Change," Journal of Advertising Research (19), pp. 57-62.

Assmus, G., J. U. Farley, and D. Lehmann (1984), "How Advertising Affects Sales: Meta Analysis of Econometric Results," Journal of Marketing Research (21), pp. 65-74.

Clarke, D. G. (1976), "Econometric Measurement of the Duration of Advertising Effects on Sales," Journal of Marketing Research (13), pp. 345-357.

Krugman, H. E. (1972), "Why Three Exposures May Be Enough," Journal of Advertising Research (12), pp. 11-14.

Leckenby, J. D. and N. Wedding (1982), Advertising Management: Criteria, Analysis, and Decision Making, Columbus, OH: Grid Publishing, Inc.

Leone, R. P. (1995), "Generalizing What is Known About Temporal Aggregation and Advertising Carryover," Marketing Science (14), pp. 141-150.

Naples, M. J. (1979), Effective Frequency: The Relationship between Frequency and Advertising Effectiveness, New York, NY: Association of National Advertisers.

Palda, K. S. (1966), "The Hypothesis of a Hierarchy of Effects: A Partial Evaluation," Journal of Marketing Research (3), pp. 13-24.

Simon, J. L. and J. Arndt (1980), "The Shape of the Advertising Response Function," Journal of Advertising Research (20), pp. 11-30.

Tellis, G. J. (1988), "Advertising Exposure, Loyalty, and Brand Purchase: A Two-Stage Model," Journal of Marketing Research (25), pp. 134-144.

Vakratsas, D. and T. Ambler (1999), "How Advertising Works: What Do We Really Know?," Journal of Marketing (63), pp. 26-43.
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[Integrative Perspectives]

Aaker, D. and G. Day (1974), "A Dynamic Model of Relationships Among Advertising, Consumer Awareness, Attitudes and Behavior," Journal of Applied Psychology (59), pp. 281-286.

Aaker, D. A., R. Batra, and J. G. Myers (1992), Advertising Management (4th ed.), Englewood Cliffs, NJ: Prentice Hall.

Lavidge, R. J. and G. A. Steiner (1961), "A Model for Predictive Measurements of Advertising Effectiveness," Journal of Marketing (25), pp. 59-62.

MacInnis, D. J. and B. J. Jaworski (1989), "Information Processing from Advertisements: Toward an Integrative Framework," Journal of Marketing (53), pp. 1-23.

MacKenzie, S. B. and R. J. Lutz (1989), "An Empirical Examination of the Structural Antecedents of Attitude Toward the Ad in an Advertising Pretest Context," Journal of Marketing (53), pp. 48-65.

McGuire, W. (1968), "The Nature of Attitudes and Attitude Change," In Lindzey, G. and E. Aronson (eds.), Handbook of Social Psychology (2nd ed.), Reading, MA: Addison Wesley, pp. 136-314.

Petty, R. E., J. T. Cacioppo, and D. Schumann (1983), "Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement," Journal of Consumer Research (10), pp. 135-146.

Rossiter, J. R., L. Percy, and R. J. Donovan (1991), "A Better Advertising Planning Grid," Journal of Advertising Research (31), pp. 11-21.

Vaughn, R. (1986), "How Advertising Works: A Planning Model Revisited, " Journal of Advertising Research (26), pp. 57-66.
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Last Updated: April 18, 2001