Journal of Marketing Research · 1966 · 191 citations · 17 references
BusinessMarketingPsychologyAdvertisingConsumer BehaviorPersuasionAdvertising AudiencesAdvertising ManagementAdvertising PersuasionAdvertising PsychologyAdvertising StrategyConsumer TheoryAd AttentionAd PerceptionAttitude Toward AdvertisingCognitive Response To AdvertisingConsumer Attitudes Toward AdsHierarchyPersuasive Advertising AppealsVisual Attention In Advertising
A widespread hypothesis in advertising is that a “hierarchy of effects” follows upon an individual's perception of an advertising message and before he buys (Attention→ I nterest→ D esire→ A ction). Published empirical evidence on this is examined first; then two sets of commercial research data are analyzed statistically. The emphasis is on sales as the relevant criterion; little support is found for the hypothesis.
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Experimental Social Psychology
Coleman R. Griffith, Gardner Murphy, Lois Barclay Murphy · The American Journal of Psychology · 1934 · 611 citations
Electoral Studies · 1983 · 554 citations
Behavioral Support for Opinion Change
Léon Festinger · Public Opinion Quarterly · 1964 · 301 citations