Psychological Perspectives on Advertising, Spring, 2009  S. J., Gilbert, SUNY-Oneonta

Core Reading List

1.   Sherif, M., & Sherif, C. W. (1968).  Principles of social psychology. In Social Psychology.  New York:  Harper & Row, 29-33.  Listed in ERS as Basic Propositions or Principles .

2.    Britt, S. H. (1978).  A new psychological model of marketing.  In  Psychological Principles of Marketing and Consumer Behavior. Lexington, Massachusetts:  D. C. Heath, 37-44.  Listed in ERS as A New Psychological Model of Marketing .

3. DeFleur, M. (1966).  Theories of mass communication.  New York :  David McKay.  Note:  Read section entitled "The sociocultural model of the persuasion process,"  pages 133-138.  Listed in ERS as The Sociocultural Model of the Persuasion Process.

4. Perloff, R. M. (1993).  The dynamics of persuasion.  Hillsdale, New Jersey:  Lawrence Erlbaum. (read pages 61-69)  Listed in ERS as The Dynamics of Persuasion (pages 57-69) .

5. Miller, R. L., Brickman, P., & Bolen, D. (1975).  Attribution versus persuasion as a means for modifying behavior. Journal of Personality and Social Psychology, 31(3). 430-441.  Listed in ERS as Attribution Versus Persuasion as a Means for Modifying Behavior .

6. Petty, R. E., Cacioppo, J. T., & Schumann, D. (1983).  Central and peripheral routes to advertising effectiveness: The moderating role of involvement.  Journal of Consumer Research, 10, 134-148.  Listed in ERS as Central and Peripheral Routes to Advertising Effectiveness .

7. Cantril, H. (1964).  The human design. Journal of Individual Psychology, 20, 129-136.  Note:  This article is reprinted in E. P. Hollander, & R. G. Hunt (Eds.), Current perspectives in social psychology (pp. 43-48 in the second edition; pp. 52-57 in the third edition).  New York:  Oxford University Press.  Listed in ERS as The Human Design .

8. Pearlin, L. I., & Rosenberg, M. (1952).  Propaganda techniques in institutional advertising.  Public Opinion Quarterly, 16, 5-26.  Listed in ERS as Propaganda Techniques in Institutional Advertising .

9. Rogers, C. R. (1964).  Toward a modern approach to value:  The valuing process in the mature person. Journal of Abnormal and Social Psychology, 68, 160-170.  Note:  A reprint of this article can be found in R. V. Guthrie (1971).  Psychology in the world today:  An interdisciplinary approach, 2nd ed. (335- 345), Reading, Massachusetts:  Addison Wesley.  Listed in ERS as Toward a Modern Approach to Value: The Valuing Process in the Mature Person .

10. Goffman, E. (1976/79).  Gender Advertisements.  New York: Harper & Row.  [Read Introduction by Vivian Gornick; Chapter 1 (Gender Display) Sections I, II, IV, V, & VI] Listed in ERS as Gender Display .

11. Harris, R. J., Pounds, J. C., Maiorelle, M.J., & Mermis, M. (1993).  The effect of type of claim, gender, and buying history on the drawing of pragmatic inferences from advertising claims.  Journal of Consumer Psychology, 2(1), 83-95.  Listed in ERS as The Effect of Type of Claim, Gender, and Buying History on the Drawing of Pragmatic Inferences from Advertising Claims .

12. Wrighter, C. P. (1972).  I can sell you anything.  New York: Random House.  Note:  Read pages 99-118.  Listed in ERS as I Can Sell You Anything .

13. Pollay, R. W. (1986).  The distorted mirror: Reflections on the unintended consequences of advertising. Journal of Marketing, 50 (April), 18-36. Listed in ERS as Distorted Mirror: reflections on the unintended .

14. Walker , R. (2004, December 5).  The Hidden (in Plain Sight) Persuaders.  The New York Times, Section 6, pg. 69. Listed in ERS as The Hidden (in Plain Sight) Persuaders.