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Hard or Soft Sell? Understanding White Papers as Content Marketing
16 references·1 citing·51 second hop
Hard or Soft Sell? Understanding White Papers as Content Marketing (2020)Hard or Soft Sell? Understanding White Pa…The art of selling-without-selling: Understanding the genre ecologies of content marketing (2018)The art of selling-without-se…The B2B Knowledge Gap (2016)The B2B Knowledge GapHarnessing marketing automation for B2B content marketing (2015)Harnessing marketing automati…Advertising to businesses: Does creativity matter? (2015)Advertising to businesses: Do…Business to business digital content marketing: marketers’ perceptions of best practice (2014)Business to business digital …Rhetorical Work in the Age of Content Management (2013)Rhetorical Work in the Age of…Teaching White Papers Through Client Projects (2012)Teaching White Papers Through…Measuring Soft-Sell Versus Hard-Sell Advertising Appeals (2010)Measuring Soft-Sell Versus Ha…Activity Theory, Speech Acts, and the ‘‘Doctrine of Infelicity’’: Connecting Language and Technology in Globally Networked Learning Environments (2010)Activity Theory, Speech Acts,…The Psychological Meaning of Words: LIWC and Computerized Text Analysis Methods (2009)The Psychological Meaning of …Hard-Sell “Killers” and Soft-Sell “Poets” (2004)Hard-Sell “Killers” and Soft-…Toward a document evaluation methodology: what does research tell us about the validity and reliability of evaluation methods? (2000)Toward a document evaluation …Costs and Benefits of Hard-Sell (1995)Costs and Benefits of Hard-Se…Reflections of Culture: An Analysis of Japanese and American Advertising Appeals (1987)Reflections of Culture: An An…Appeals to image and claims about quality: Understanding the psychology of advertising. (1985)Appeals to image and claims a…Theories of selling. (1925)Theories of selling.Text at Scale: Corpus Analysis in Technical Communication (2023)Text at Scale: Corpus Analysi…Case Study Research: Design and Methods (1984)Qualitative Data Analysis: A Methods Sourcebook (1988)Theory Building From Cases: Opportunities And Challenges (2007)How social media applications affect B2B communication and improve business performance in SMEs (2016)Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling: Examining the role of learning orientation as an enabler (2017)The digital marketing capabilities gap (2020)Content Analysis in Consumer Research (1977)Estimating Nonresponse Bias in Mail Surveys (1977)Location and the Multinational Enterprise: A Neglected Factor? 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(1991)Global Consumer Culture Positioning: Testing Perceptions of Soft-Sell and Hard-Sell Advertising Appeals between U.S. and Japanese Consumers (2010)What you Feel, Is what you like Influence of Message Appeals on Customer Engagement on Instagram (2019)Human or virtual: How influencer type shapes brand attitudes (2023)The Handbook of Social Psychology (1969)The Elaboration Likelihood Model of Persuasion (1986)The Elaboration Likelihood Model of Persuasion (1986)“I” Seek Pleasures and “We” Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion (2001)A Humanistic Rationale for Technical Writing (1979)Relocating the Value of Work: Technical Communication in a Post-Industrial Age (1996)User-Centered Technology: A Rhetorical Theory for Computers and Other Mundane Artifacts (1998)The Current State of Component Content Management: An Integrative Literature Review (2015)Content Strategy: An Integrative Literature Review (2016)Work Motivation in the Rhetoric of Component Content Management (2018)Conflict, arousal, and curiosity. (1960)Confronting a traumatic event: Toward an understanding of inhibition and disease. (1986)Measuring individual differences in implicit cognition: The implicit association test. (1998)Predicting Elections with Twitter: What 140 Characters Reveal about Political Sentiment (2010)Linguistic Inquiry and Word Count (LIWC) (2012)Personality, Gender, and Age in the Language of Social Media: The Open-Vocabulary Approach (2013)Research Methods for Business Students (2003)Using thematic analysis in psychology (2006)Advancing social media driven sales research: Establishing conceptual foundations for B-to-B social selling (2019)Digital marketing for B2B organizations: structured literature review and future research directions (2020)Business Research Methods (2022)Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations (1992)Factors Affecting Trust in Market Research Relationships (1993)Open Innovation: The New Imperative for Creating and Profiting from Technology (2003)The future of B2B marketing theory: A historical and prospective analysis (2017)Accurately measuring willingness to pay for consumer goods: a meta-analysis of the hypothetical bias (2019)The future of marketing (2019)The Development of the Hierarchy of Effects: An Historical Perspective (1987)Marketing's Credibility: A Longitudinal Investigation of Marketing Communication Productivity and Shareholder Value (2006)Character Is Not “Dead” in Management Research: A Review of Individual Character and Organizational-Level Virtue† (2007)Identifying Global and Culture-Specific Dimensions of Humor in Advertising: A Multinational Analysis (1993)Business Advertising Appeals as a Mirror of Cultural Dimensions: A Study of Eleven Countries (1996)Measuring Culture Outside the Head: A Meta-Analysis of Individualism—Collectivism in Cultural Products (2008)
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References

  • 2009The Psychological Meaning of Words: LIWC and Computerized Text Analysis Methods5,768 cited
  • 1985Appeals to image and claims about quality: Understanding the psychology of advertising.575 cited
  • 2014Business to business digital content marketing: marketers’ perceptions of best practice524 cited
  • 2015Harnessing marketing automation for B2B content marketing429 cited
  • 2016The B2B Knowledge Gap380 cited
  • 1987Reflections of Culture: An Analysis of Japanese and American Advertising Appeals380 cited
  • 1925Theories of selling.240 cited
  • 2010Measuring Soft-Sell Versus Hard-Sell Advertising Appeals185 cited
  • 2015Advertising to businesses: Does creativity matter?101 cited
  • 2013Rhetorical Work in the Age of Content Management71 cited
  • 2000Toward a document evaluation methodology: what does research tell us about the validity and reliability of evaluation methods?55 cited
  • 2018The art of selling-without-selling: Understanding the genre ecologies of content marketing46 cited
  • 2010Activity Theory, Speech Acts, and the ‘‘Doctrine of Infelicity’’: Connecting Language and Technology in Globally Networked Learning Environments44 cited
  • 1995Costs and Benefits of Hard-Sell42 cited
  • 2004

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Hard-Sell “Killers” and Soft-Sell “Poets”
37 cited
  • 2012Teaching White Papers Through Client Projects21 cited
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    • 2023Text at Scale: Corpus Analysis in Technical Communication15 cited