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Emotional effects of advertising on young adults of lower socio-economic status
Unformatted Document Text:  Ads, family income, and young adults 5 References Albion, M. S., & Farris, P. W. (1981). The advertising controversy: Evidence on the economic effects of advertising. Boston: Auburn House Publishing Company. Belk, R. W. (1984). Three scales to measure constructs related to materialism: Reliability, validity, and relationships to measure happiness. Advances in Consumer Research, 11, 291-297. Belk, R. W. (1985). Materialism: Trait aspects of living in the material world. Journal of Consumer Research, 12, 265-280. Bolls, P.D., & Potter, R.F. (1998). I saw it on the radio: The effects of imagery evoking radio commercials on listeners’ allocation of attention toward the ad. In D. Muehling, Ed., The Proceedings of the 1998 Conference of the American Academy of Advertising. 123-130. Bolls, P.D., Potter, R.F., Lang, A., & Floyd-Snyder, J. (1999). How can I tell if you love me when I’m afraid to ask? The effects of message valence on emotional and cognitive responses to radio. Paper Presented to the Information Systems Division of the International Communication Association San Francisco, CA, May. Bolls, P.D., Yoon, K., Lang, A., & Potter, R.F. (1997). The hard sell: The effects of pace and content arousal of television commercials on viewers’ attention, arousal and storage of commercial information. Paper presented to the Information Systems Division of the International Communication Association. Montreal, Canada, May. Crisp, R. (1987). Persuasive advertising, autonomy, and the creation of desire. Journal of Business Ethics, 6, 413-418. Festinger, L. (1957). A theory of cognitive dissonance. Palo Alto, CA: Stanford University Press. Galbraith, K. G. (1958). The affluent society. Boston: Houghton Mifflin. Galbraith, K. G. (1967). The new industrial state. Boston: Houghton Mifflin. Havlena, W.J., & Holbrook, M.B. (1986). The varieties of consumption experience: Comparing two typologies of emotion in consumer behavior. Journal of Consumer Research, 13, 394-404. Hodes, R.L., Cook, E.W., & Lang, P.J. (1985). Individual differences in autonomic response: Conditioned association or conditioned fear. Psychophysiology, 22, 545-560. Hopkins, R., & Fletcher, J.E. (1994). Electrodermal measurement: Particularly effective for forecasting message influence on sales appeal. In A. Lang (Ed.), Measuring psychological responses to media. Hillsdale, NJ: Lawrence Earlbaum Associates. Mehrabian, A., & Russell, J. (1977). Evidence for a three-factor theory of emotions. Journal of Research in Personality, 11, 273-94. Morris, J. D., & McMullen, J. S. (1993). Measuring multiple emotional responses to a single television commercial. Advances in Consumer Research, 21, 175-180. Quarles, R. C., & Jeffries, L. W. (1983). Advertising and the national consumption: A path analytic re- examination of the Galbraithian argument. Journal of Advertising, 12, 4-13. the Dominance dimension with figures ranging from small and controlled or meek to large and in control or powerful.

Authors: Mendelson, Andrew. and Bolls, Paul.
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Ads, family income, and young adults
5
References
Albion, M. S., & Farris, P. W. (1981). The advertising controversy: Evidence on the economic effects of
advertising. Boston: Auburn House Publishing Company.

Belk, R. W. (1984). Three scales to measure constructs related to materialism: Reliability, validity, and
relationships to measure happiness. Advances in Consumer Research, 11, 291-297.

Belk, R. W. (1985). Materialism: Trait aspects of living in the material world. Journal of Consumer
Research, 12, 265-280.

Bolls, P.D., & Potter, R.F. (1998). I saw it on the radio: The effects of imagery evoking radio commercials
on listeners’ allocation of attention toward the ad. In D. Muehling, Ed., The Proceedings of the 1998 Conference of
the American Academy of Advertising. 123-130.

Bolls, P.D., Potter, R.F., Lang, A., & Floyd-Snyder, J. (1999). How can I tell if you love me when I’m
afraid to ask? The effects of message valence on emotional and cognitive responses to radio. Paper Presented to the
Information Systems Division of the International Communication Association San Francisco, CA, May.

Bolls, P.D., Yoon, K., Lang, A., & Potter, R.F. (1997). The hard sell: The effects of pace and content
arousal of television commercials on viewers’ attention, arousal and storage of commercial information. Paper
presented to the Information Systems Division of the International Communication Association. Montreal, Canada,
May.

Crisp, R. (1987). Persuasive advertising, autonomy, and the creation of desire. Journal of Business
Ethics, 6, 413-418.

Festinger, L. (1957). A theory of cognitive dissonance. Palo Alto, CA: Stanford University Press.

Galbraith, K. G. (1958). The affluent society. Boston: Houghton Mifflin.

Galbraith, K. G. (1967). The new industrial state. Boston: Houghton Mifflin.

Havlena, W.J., & Holbrook, M.B. (1986). The varieties of consumption experience: Comparing two
typologies of emotion in consumer behavior. Journal of Consumer Research, 13, 394-404.

Hodes, R.L., Cook, E.W., & Lang, P.J. (1985). Individual differences in autonomic response: Conditioned
association or conditioned fear. Psychophysiology, 22, 545-560.

Hopkins, R., & Fletcher, J.E. (1994). Electrodermal measurement: Particularly effective for forecasting
message influence on sales appeal. In A. Lang (Ed.), Measuring psychological responses to media. Hillsdale, NJ:
Lawrence Earlbaum Associates.

Mehrabian, A., & Russell, J. (1977). Evidence for a three-factor theory of emotions. Journal of Research
in Personality, 11, 273-94.

Morris, J. D., & McMullen, J. S. (1993). Measuring multiple emotional responses to a single television
commercial. Advances in Consumer Research, 21, 175-180.

Quarles, R. C., & Jeffries, L. W. (1983). Advertising and the national consumption: A path analytic re-
examination of the Galbraithian argument. Journal of Advertising, 12, 4-13.
the Dominance dimension with figures ranging from small and controlled or meek to large and in control or
powerful.


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