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Exploring business-to-business direct mail campaigns
14 references·1 citing·36 second hop
Exploring business-to-business direct mail campaigns (1991)Exploring business-to-business direct mai…An Examination into the Effectiveness of Two-Sided Comparative Price Appeals (1988)An Examination into the Effec…Two-Sided versus One-Sided Appeals: A Cognitive Perspective on Argumentation, Source Derogation, and the Effect of Disconfirming Trial on Belief Change (1987)Two-Sided versus One-Sided Ap…The Persuasive Impact Of Two-Sided Selling Appeals For An Unknown Brand Name (1987)The Persuasive Impact Of Two-…Microcomputer Versus Mainframe Usage by Marketing Professionals (1987)Microcomputer Versus Mainfram…Comparative Advertising and Counterargument (1982)Comparative Advertising and C…An Examination of Comparative and Noncomparative Television Commercials: The Effects of Claim Variation and Repetition on Cognitive Response and Message Acceptance (1981)An Examination of Comparative…The Effects of Advertisement Structure, Message Sidedness, and Performance Test Results on Print Advertisement Informativeness (1980)The Effects of Advertisement …An Experimental Investigation of Comparative Advertising: Impact of Message Appeal, Information Load, and Utility of Product Class (1980)An Experimental Investigation…Consumer Reactions to Explicit Brand Comparisons in Advertisements (1979)Consumer Reactions to Explici…The Effects of Comparative Advertising Mediated by Market Position of Sponsoring Brand (1978)The Effects of Comparative Ad…How Effective is Comparison Advertising for Stimulating Brand Recall? (1978)How Effective is Comparison A…The Marketing Communications Process (1976)The Marketing Communications …Comparison Advertising: Problems and Potential (1975)Comparison Advertising: Probl…Comparison Advertising: Problems and Potential (1975)Comparison Advertising: Probl…The Opening and Reading Behavior of Business-to-Business Direct Mail (2000)The Opening and Reading Behav…How to Handle Opposing Arguments in Persuasive Messages: A Meta-Analytic Review of the Effects of One-Sided and Two-Sided Messages (1999)THE EFFECTIVENESS OF COMPARATIVE ADVERTISING IN KOREA AND THE UNITED STATES : A Cross-Cultural and Individual-Level Analysis (2004)Restaurant information cues, Diners’ expectations, and need for cognition: Experimental studies of online-to-offline mobile food ordering (2019)Advances in Consumer Research (2025)The Conduct of Inquiry: Methodology for Behavioral Science. (1965)The Theory of Buyer Behavior (1971)The Information Content of Comparative Magazine Advertisements (1983)An Exploration of Voter Responses to Political Advertisements (1989)Innovations in Product Functionality: When and Why Are Explicit Comparisons Effective? (2003)Nebraska Symposium on Motivation: 1955 (1957)The psychology of interpersonal relations. (1958)Statistical principles in experimental design. (1962)Comparative Advertising: Effects of Structural Alignability on Target Brand Evaluations (2002)Can bad news be good? On the positive and negative effects of including moderately negative information in CSR disclosures (2019)Experimental and Quasi-Experimental Designs for Research (1963)An approach to environmental psychology (1974)Negative Political Advertising: Some Empirical Findings (1984)From Acts To Dispositions The Attribution Process In Person Perception (1965)The processes of causal attribution. (1973)Enriching the Inoculation Construct The Role of Critical Components in the Process of Resistance (1997)Inoculation Theory of Resistance to Influence at Maturity: Recent Progress In Theory Development and Application and Suggestions for Future Research (2005)eWOM credibility on social networking sites: A framework (2014)A Model for Predictive Measurements of Advertising Effectiveness (1961)The Impact of Television Advertising: Learning Without Involvement (1965)Meta‐analysis comparing the persuasiveness of one‐sided and two‐sided messages (1991)Customer Loyalty to the Salesperson and the Store: Examining Relationship Customers in an Upscale Retail Context (2000)The Effects of Positive and Negative Online Customer Reviews: Do Brand Strength and Category Maturity Matter? (2013)Convergent and Discriminant Validity of Television Commercial Rating Scales (1983)The Customer-Salesperson Dyad: An Interaction/Communication Model and Review (1990)Marketing Dèjá Vu: The Discovery of Integrated Marketing Communications (1998)The Multi-Dimensionality of Comparative Advertising: Implications for the Federal Trade Commission (1985)Comparative advertising in horizontal business publications (1987)Twenty Years of Comparative Advertising in the United States (1993)The Influence of Type of Advertisement, Price, and Source Credibility on Perceived Quality (1992)Message framing and individual traits in adopting innovative, sustainable products (ISPs): Evidence from biofuel adoption (2016)One-Sided Versus Two-Sided Comparative Message Appeals for New Brand Introductions (1982)
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References

  • 1981An Examination of Comparative and Noncomparative Television Commercials: The Effects of Claim Variation and Repetition on Cognitive Response and Message Acceptance206 cited
  • 1987Two-Sided versus One-Sided Appeals: A Cognitive Perspective on Argumentation, Source Derogation, and the Effect of Disconfirming Trial on Belief Change186 cited
  • 1975Comparison Advertising: Problems and Potential156 cited
  • 1980An Experimental Investigation of Comparative Advertising: Impact of Message Appeal, Information Load, and Utility of Product Class132 cited
  • 1975Comparison Advertising: Problems and Potential92 cited
  • 1978The Effects of Comparative Advertising Mediated by Market Position of Sponsoring Brand92 cited
  • 1979Consumer Reactions to Explicit Brand Comparisons in Advertisements89 cited
  • 1976The Marketing Communications Process62 cited
  • 1980The Effects of Advertisement Structure, Message Sidedness, and Performance Test Results on Print Advertisement Informativeness41 cited
  • 1978How Effective is Comparison Advertising for Stimulating Brand Recall?39 cited
  • 1987Microcomputer Versus Mainframe Usage by Marketing Professionals37 cited
  • 1987The Persuasive Impact Of Two-Sided Selling Appeals For An Unknown Brand Name31 cited
  • 1988An Examination into the Effectiveness of Two-Sided Comparative Price Appeals23 cited
  • 1982

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Comparative Advertising and Counterargument
18 cited

Cited by

  • 2000The Opening and Reading Behavior of Business-to-Business Direct Mail13 cited