Advanced search
Publication Cover
Journal of Advertising Volume 53, 2024 - Issue 2
Submit an article Journal homepage
1,629
Views
0
CrossRef citations to date
0
Altmetric
Original Research Articles

Rethinking Harlow Gale: The Psychical Influences on His Contributions to Advertising and Their Enduring Reverberations

Mark Tadajewskia University of York, York, United Kingdom;b Royal Holloway, University of London, London, United KingdomCorrespondence[email protected]
View further author information
Pages 161-182 | Received 29 Jan 2023, Accepted 10 Aug 2023, Published online: 12 Sep 2023

References

  • Alderson, Wroe. 1952. “Psychology for Marketing and Economics.” Journal of Marketing 17 (2): 119–135. https://doi.org/10.1177/002224295201700201
  • Atkinson, William W. 1903. Thought-Force in Business and Everyday Life. 18th ed. New York, NY: Sidney Flower.
  • Atkinson, William W. 1907. Practical Mind-Reading: A Course of Lessons on Thought-Transference, Telepathy, Mental Currents, Mental Rapport. Chicago: Advanced Thought Publishing.
  • Atkinson, William W. 1909. Suggestion and Auto-Suggestion. Chicago: The Progress Company.
  • Atkinson, William W. 1912. The Psychology of Salesmanship. Holyoke: Elizabeth Towne Co.
  • Baird, Alex T. 1949. Richard Hodgson: The Story of a Psychical Researcher and His Times. London: Psychic Press.
  • Bargh, John A. 1999. “The Most Powerful Manipulative Messages Are Hiding in Plain Sight.” Chronicle of Higher Education 45 (21): B6. https://www.chronicle.com/article/the-most-powerful-manipulative-messages-are-hiding-in-plain-sight/.
  • Bargh, John A. 2002. “Losing Consciousness: Automatic Influences on Consumer Judgment, Behavior, and Motivation.” Journal of Consumer Research 29 (2): 280–285. https://doi.org/10.1086/341577
  • Bargh, John A. 2005. “Bypassing the Will: Toward Demystifying the Nonconscious Control of Social Behavior.” In The New Unconscious, edited by Ran R. Hassin, James S. Uleman, and John A. Bargh, 37–58. New York: Oxford University Press.
  • Bargh, John A. 2008. “Free Will Is Un-Natural.” In: Are We Free? Psychology and Free Will, edited by John Baer, James C. Kaufman, and Roy F. Baumeister, 128–154. Oxford, UK: Oxford University Press. https://acmelab.yale.edu/sites/default/files/2008_free_will_is_un-natural.pdf.
  • Bargh, John A. 2018. Before You Know It: The Unconscious Reasons We Do What We Do. London: Windmill.
  • Bargh, John A. 2019. “The Modern Unconscious.” World Psychiatry 18 (2): 225–226. https://doi.org/10.1002/wps.20625
  • Bargh, John A. 2022. “The Hidden Life of the Consumer Mind.” Consumer Psychology Review 5 (1): 3–18. https://doi.org/10.1002/arcp.1075
  • Bargh, John A., and Melissa J. Ferguson. 2000. “Beyond Behaviorism: On the Automaticity of Higher Mental Processes.” Psychological Bulletin 126 (6): 925–945. https://doi.org/10.1037/0033-2909.126.6.925
  • Bargh, JohnA, and RanR. Hassin. 2022. “Human Unconscious Processes in Situ: The Kind of Awareness That Really Matters.” In The Cognitive Unconscious, edited by Arthur S. Reber and Rhianon Allen. New York: Oxford University Press. https://acmelab.yale.edu/sites/default/files/bargh_and_hassin_for_reber_allen_cognitive_unconscious_2022.pdf.
  • Baumeister, Roy F., Cory J. Clark, Jonghan Kim, and Stephan Lau. 2017. “Consumers (and consumer researchers) Need Conscious Thinking in Addition to Unconscious Processes: A Call for Integrative Models, a Commentary on Williams and Poehlman.” Journal of Consumer Research 44 (2): 252–257. https://doi.org/10.1093/jcr/ucx042
  • Brisco, Norris A. 1916. Fundamentals of Salesmanship. London: D. Appleton and Company.
  • Bruce, H. Addington. 1910a. “Spirits – Or Telepathy?” Outlook 26: 668–681.
  • Bruce, H. Addington. 1910b. “The Ghost Society and What Became of It.” Outlook 26: 451–462.
  • Chase, Harry W. 1912. “Consciousness and the Unconscious.” Psychological Bulletin 9 (1): 2–25. https://psycnet.apa.org/doi/10 .1037/h0074168
  • Chase, Harry W. 1916. “Consciousness and the Unconscious.” Psychological Bulletin 13 (1): 10–12. https://doi.org/10.1037/h0070215
  • Conroy, Mary S. 2009. The Cosmetics Baron You’ve Never Heard of: E. Virgil Neal and Tokalon. Englewood: Altus History.
  • Coulter, Robin A., Gerald Zaltman, and Keith S. Coulter. 2001. “Interpreting Consumer Perceptions of Advertising: An Application of the Zaltman Metaphor Elicitation Technique.” Journal of Advertising 30 (4): 1–21. https://doi.org/10.1080/00913367.2001.10673648
  • Crabtree, Adam. 1993. From Mesmer to Freud: Magnetic Sleep and the Roots of Psychological Healing. New Haven: Yale University Press.
  • Cramer, Frank. 1896. The Method of Darwin: A Study in Scientific Method. Chicago: A.C. McClurg and Company.
  • DeBower, HerbertF. 1917. Advertising Principles. New York: Alexander Hamilton Institute.
  • Dichter, Ernest. 1947a. “Psychology in Market Research.” Harvard Business Review 25 (4): 432–443.
  • Dichter, Ernest. 1947b. The Psychology of Everyday Living. New York: Barnes & Noble.
  • Dichter, Ernest. 1949. “A Psychological View of Advertising Effectiveness.” Journal of Marketing 14 (1): 61–66. https://doi.org/10.1177/002224294901400107
  • Dichter, Ernest. 1960. The Strategy of Desire. New York: Doubleday & Company.
  • Dichter, Ernest. 1961. “Seven Tenets of Creative Research.” Journal of Marketing 25 (4): 1–6. https://doi.org/10.2307/1248983
  • Dichter, Ernest. 1966. “How Word-of-Mouth Advertising Works.” Harvard Business Review 44 (Nov-Dec): 147.
  • Dichter, Ernest. 1971. Motivating Human Behavior. New York: McGraw-Hill.
  • Ehrenberg, Andrew S. C. 2000. “Repetitive Advertising and the Consumer.” Journal of Advertising Research 40 (6): 39–48. https://doi.org/10.2501/JAR-40-6-39-48
  • Eighmey, John, and Sela Sar. 2007. “Harlow Gale and the Origins of the Psychology of Advertising.” Journal of Advertising 36 (4): 147–158. https://doi.org/10.2753/JOA0091-3367360411
  • Eliasberg, W. G. 1954. “Freud, Veblen and Marketing.” Printers’ Ink 12: 46–52.
  • Epperson, Gordon. 1997. The Mind of Edmund Gurney. London: Associated University Presses.
  • Forrest, Derek. 1999. Hypnotism: A History. London: Penguin.
  • Foucault, Michel. 1966/2002. The Order of Things. London: Routledge.
  • Foucault, Michel. 1971. “Orders of Discourse.” Social Science Information 10 (2): 7–30. https://doi.org/10.1177/053901847101000201
  • Foucault, Michel. 1972. “History, Discourse and Discontinuity.” Salmagundi 20 (Summer-Fall): 225–248. https://www.jstor.org/stable/40546718.
  • Foucault, Michel. 1979a. “Truth and Power: An Interview with Michel Foucault.” Critique of Anthropology 4 (January): 131–137. https://doi.org/10.1177/0308275X7900401311
  • Foucault, Michel. 1979b. “Cuvier’s Position in the History of Biology.” Critique of Anthropology 4 (13-14): 125–130. https://doi.org/10.1177/0308275X7900401310
  • Foucault, Michel. 1980. “Two Lectures.” In Power/Knowledge: Selected Interviews & Other Writings 1972-1977, edited by C. Gordon, 78–108. New York: Pantheon.
  • Foucault, Michel. 1981. “The Order of Discourse.” In Untying the Text: A Poststructuralist Reader, edited by R. Young, 48–78. London: Routledge & Kegan Paul.
  • Foucault, Michel. 1982. “Is It Really Important to Think? An Interview with Michel Foucault.” Philosophy & Social Criticism 9 (1): 30–40. https://doi.org/10.1177/019145378200900102
  • Foucault, Michel. 1991a. “Nietzsche, Genealogy, History.” In The Foucault Reader, edited by P. Rabinow, 76–100. London: Penguin.
  • Foucault, Michel. 1991b. “What Is an Author?.” In The Foucault Reader, edited by P. Rabinow, 101–120. London: Penguin.
  • Foucault, Michel. 1996. “History, Discourse and Discontinuity.” In Foucault Live: Collected Interviews, 1961-1984, edited by S. Lotringer, 33–50. New York: Semiotext(e).
  • Foucault, Michel. 2000. “Interview with Michel Foucault.” In Power: The Essential Works of Foucault 1954-1984, edited by J.D. Faubion, 239–297. London: Penguin.
  • Fowler, Nathaniel C. Jr. 1889. About Advertising and Printing. Boston: L. Barta & Co Publishers.
  • Fowler, Nathaniel C. Jr. 1913. Practical Salesmanship: A Treatise on the Art of Selling Goods. Boston: Little, Brown, and Company.
  • Frederick, J. George. 1958. Introduction to the Science and Art of Motivation Research. Liverpool: The Bell Press.
  • Fuller, Robert C. 1986. Americans and the Unconscious. New York: Oxford University Press. https://doi.org/10.1177/009207039001800408
  • Gale, Harlow. 1897. “A Scientific Demonstration of the Future Life.” Proceedings of the Society for Psychical Research XXXI (Supplement): 330–335.
  • Gale, Harlow. 1899. “Review of: Naturwissenschaftliche Seelenforschung.” Proceedings of the Society for Psychical Research XIV (XXXV): 389–392.
  • Gale, Harlow. 1900a. “A Study in Spiritistic Hallucinations.” Proceedings of the Society for Psychical Research XV (XXXVI): 65–89.
  • Gale, Harlow. 1900b. “Psychical Research in American Universities.” In Psychological Studies, edited by H. Gale, 157–167. Minneapolis: University Press.
  • Gale, Harlow. 1900c. “On the Psychology of Advertising.” In Psychological Studies, edited by H. Gale, 39–69. Minneapolis: University Press.
  • Gale, Harlow. 1900d. “Preface.” In Psychological Studies, edited by H. Gale. Minneapolis: University Press.
  • Gale, Harlow. 1900e. “A Case of Alleged Loss of Personal Identity.” In Psychological Studies, edited by H. Gale, 140–156. Minneapolis: University Press.
  • Gale, Harlow. 1900f. “Our Nervous System and Its Use.” In Psychological Studies, edited by H. Gale, 1–38. Minneapolis: University Press.
  • Gale, Harlow. 1901. “Foes or Friends? The Relation of Instructor and Student.” Journal of Pedagogy 13 (June): 359–370.
  • Gale, Harlow. 1902a. “A Yale Education versus Culture.” The Pedagogical Seminary 9 (1): 3–17. https://doi.org/10.1080/08919402.1902.10534163
  • Gale, Harlow. 1902b. “The Pastor’s “Office.” The International Socialist Review 2 (12): 849–860. https://www.marxists.org/history/usa/pubs/isr/v02n12-jun-1902-ISR-riaz-600-OCR.pdf.
  • Gale, Harlow. 1904. Ideals and Practice in a University: A Pedagogic Experiment. Minneapolis: Vineyard Press.
  • Gale, Harlow. 1905. “The Psychology of the Business Man.” Journal of the Minnesota Academy of Science 4 (2): 281–299. https://digitalcommons.morris.umn.edu/jmas/vol4/iss2/4/.
  • Gale, Harlow. 1919. “The Psychology of “Native Sons.” The American Journal of Psychology 30 (1): 27–39. https://doi.org/10.2307/1413657
  • Gale, Harlow. 1920. “The Fringe of a University.” The Pedagogical Seminary 27 (2): 152–165. https://doi.org/10.1080/08919402.1920.10532845
  • Gale, Harlow. 1922. “Musical Education.” The Musical Quarterly VIII (1): 96–107. https://doi.org/10.1093/mq/VIII.1.96
  • Gale, M. C., and Harlow Gale. 1900. “The Vocabularies of Three Children of One Family to Two and a Half Years of Age.” In Psychological Studies, edited by H. Gale, 70–117. Minneapolis: University Press.
  • Gauld, Alan. 1968. The Founders of Psychical Research. London: Routledge and Kegan Paul.
  • Gioia, Dennis A., and Evelyn Pitre. 1990. “Multiple Paradigm Perspectives on Theory Building.” Academy of Management Review 15 (4): 584–602. https://aom.org/uploadedFiles/Publications/AMR/GioiaPitreMultiparadismperspectives.pdf. https://doi.org/10.5465/amr.1990.4310758
  • Goddard, Henry H. 1899. “The Effects of Mind on Body as Evidenced by Faith Cures.” The American Journal of Psychology 10 (3): 431–502. https://doi.org/10.2307/1412143
  • Gould, Stephen J. 1992. “Parallels between Hypnotic Suggestion and Persuasive Marketing Communications: Insights for New Directions in Consumer Communications Research.” Advances in Consumer Research 19 (1): 56–61. https://www.acrwebsite.org/volumes/7267/volumes/v19/NA-19.
  • Grönroos, Christian. 1994. “From Marketing Mix to Relationship Marketing: Towards a Paradigm Shift in Marketing.” Management Decision 32 (2): 4–20. https://doi.org/10.1108/00251749410054774
  • Gummesson, Evert. 1994a. “Broadening and Specifying Relationship Marketing.” Asia-Australia Marketing Journal 2 (1): 31–43. https://doi.org/10.1016/S1320-1646(94)70276-8
  • Gummesson, Evert. 1994b. “Making Relationship Marketing Operational.” International Journal of Service Industry Management 5 (5): 5–20. https://doi.org/10.1108/09564239410074349
  • Gurney, Edmund. 1887. “Further Problems of Hypnotism.” Mind os-12 (46): 212–232. https://doi.org/10.1093/mind/os-12.46.212
  • Gurney, Edmund, Frederic W. H. Myers, and Frank Podmore. 1886/1918. Phantasms of the Living. London: Kegan Paul, Trench, Trubner & Co.
  • Gurrieri, Lauren, Linda Tuncay Zayer, and Catherine A. Coleman. 2022. “Transformative Advertising Research: Reimagining the Future of Advertising.” Journal of Advertising 51 (5): 539–556. https://doi.org/10.1080/00913367.2022.2098545
  • Hackley, Chris. 2013. “Marketing Psychology.” In Applied Psychology: Training, Practice and New Directions, edited by Rowan Bayne and Gordon Jinks, 2nd ed., 108–225. London: SAGE.
  • Hamilton, Trevor. 2009. Immortal Longings: FWH Myers and the Victorian Search for Life after Death. Exeter: Imprint Academic.
  • Hinman, A. H. 1900. “Double and Multiple Identity.” In Hypnotism and Hypnotic Suggestion, edited by E. Virgil Neal and Charles S. Clark, 160–167. Rochester: New York State Publishing Company.
  • Hirschman, Elizabeth C. 1985. “Dual Consciousness and Altered States: Implications for Consumer Research.” Journal of Business Research 13 (3): 223–234. https://doi.org/10.1016/0148-2963(85)90028-1
  • Holbrook, Morris, B. Hirschman. and Elizabeth C. 1982. “The Experiential Aspects of Consumption: Consumer Fantasies, Feelings and Fun.” Journal of Consumer Research 9 (2): 132–140. https://www.jstor.org/stable/2489122. https://doi.org/10.1086/208906
  • Hollingworth, Harry L. 1938. “Memories of the Early Development of the Psychology of Advertising Suggested by Burtt’s Psychology of Advertising.” Psychological Bulletin 35 (5): 307–312. https://doi.org/10.1037/h0057183
  • Hudson, Thomson J. 1893/1916. The Law of Psychic Phenomena. London: G.P. Putnam’s Sons.
  • Huffer, Lynne. 2017. “Cuvier’s Situation in the History of Biology.” Foucault Studies 22 (January): 208–237. https://doi.org/10.22439/fs.v0i0.5248
  • Jackson, J. H. 1884. “Evolution and Dissolution of the Nervous System.” British Medical Journal 1 (1214): 660–663. https://doi.org/10.1136/bmj.1.1214.660
  • Jacobson, Jacob C. 1951. Scott of Northwestern. Chicago: Louis Mariano.
  • James, William. 1892/1986. “What Psychical Research Has Accomplished.” In The Works of William James: Essays in Psychical Research, edited by Frederick Burkhardt and Fredson Bowers, 89–106. Cambridge: Harvard University Press.
  • Jastrow, Joseph. 1906. The Subconscious. Boston: Houghton, Mifflin and Company.
  • Jastrow, Joseph. 1938. The Betrayal of Intelligence. New York: Greenberg.
  • Klass, Bertrand. 1958. “The Ghost of Subliminal Advertising.” Journal of Marketing 23 (2): 146–150. https://doi.org/10.2307/1247831
  • Kreshel, Peggy J. 1990. “John B. Watson at J. Walter Thompson: The Legitimation of “Science” in Advertising.” Journal of Advertising 19 (2): 49–59. https://www.jstor.org/stable/4188763. https://doi.org/10.1080/00913367.1990.10673187
  • Kuna, David P. 1976. “The Psychology of Advertising, 1896-1916.” Ph.D. Thesis., Durham: University of New Hampshire.
  • Lynch, Edmund C. 1968. “Walter Dill Scott: Pioneer Industrial Psychologist.” Business History Review 42 (2): 149–170. https://www.jstor.org/stable/3112213. https://doi.org/10.2307/3112213
  • McDonald, William J. 1998. “Consumer Decision Making and Altered States of Consciousness: A Study of Dualities.” Journal of Business Research 42 (3): 287–294. https://doi.org/10.1016/S0148-2963(97)00125-2
  • McMahon, A. Michal. 1972. “An American Courtship: Psychologists and Advertising Theory in the Progressive Era.” American Studies 13 (2): 5–18. https://www.jstor.org/stable/40641073.
  • Moll, Albert. 1890. Hypnotism. 3rd ed. London: Walter Scott.
  • Morton, Lisa. 2022. Calling the Spirits: A History of Seances. London: Reaktion Books.
  • Myers, Frederic W. 1893b. Science and a Future Life. London: Macmillan and Co.
  • Myers, Frederic W. H. 1886. “Multiplex Personality.” Proceedings of the Society for Psychical Research 4: 496–514.
  • Myers, Frederic W. H. 1890. “Review of A. Aksakof’s Animismus and Spiritismus.” Proceedings of the Society for Psychical Research 6: 665–674.
  • Myers, Frederic W. H. 1892. “The Subliminal Consciousness.” Proceedings of the Society for Psychical Research 20 (7): 298–355.
  • Myers, Frederic W. H. 1893a. “Professor Wundt on Hypnotism and Suggestion.” Mind 2 (5): 95–101. https://www.jstor.org/stable/2247804.
  • Myers, Frederic W. H. 1894. “The Experiences of W. Stainton Moses.” Proceedings of the Society for Psychical Research (January): 245–352.
  • Myers, Frederic W. H. 1895. “Resolute Credulity.” Proceedings of the Society for Psychical Research 11 (July): 213–234.
  • Myers, Frederic W. H. 1896-1897. “Glossary of Terms Used in Psychical Research.” Proceedings of the Society for Psychical Research 12 (Supplement): 166–174.
  • Myers, Frederic W. H. 1903. Human Personality and Its Survival of Bodily Death. Edited by Richard Hodgson and Alice Johnson, Vol. I. London: Longmans, Green, and Co.
  • Myers, Frederic W. H. 1903/1992. Human Personality and Its Survival of Bodily Death. Abridged Edition. Tasburgh: Pilgrim Books.
  • Myers, Frederic W. H. 1904. Fragments of Prose & Poetry, edited by Eveleen T. Myers. London: Longmans, Green, and Co.
  • Nelson, Michelle R. 2008. “The Hidden Persuaders: Then and Now.” Journal of Advertising 37 (1): 113–126. https://doi.org/10.2753/JOA0091-3367370109
  • O’Malley, Lisa. 2014. “Relational Marketing: Development, Debates and Directions.” Journal of Marketing Management 30 (11-12): 1220–1238. https://doi.org/10.1080/0267257X.2014.939592
  • Plassman, Hilke, and Milica Mormann. 2017. “An Interdisciplinary Lens on Consciousness: The Consciousness Continuum and How to (Not) Study It in the Brain and Gut, a Commentary on Williams and Poehlman.” Journal of Consumer Research 44 (2): 258–265. https://doi.org/10.1093/jcr/ucx043
  • Podmore, Frank. 1894. Apparitions and Thought-Transference: An Analysis of the Evidence for Telepathy. London: C. Scribner’s Sons.
  • Podmore, Frank. 1897. Studies in Psychical Research. London: Kegan Paul, Trench, Trübner & Co.
  • Podmore, Frank. 1911. The Newer Spiritualism. New York: Henry Holt and Company.
  • Rogers, Martha, and Kirk H. Smith. 1993. “Public Perceptions of Subliminal Advertising: Why Practitioners Shouldn’t Ignore This Issue.” Journal of Advertising Research 33 (2): 10–18.
  • Russell, Thomas H. 1910. Salesmanship: Theory and Practice. Chicago: Washington Institute.
  • Salter, William H. 1945. Psychical Research: Where Do We Stand? London: Society for Psychical Research.
  • Sandford, Christopher. 2012. Houdini and Conan-Doyle. London: Duckworth.
  • Scott, Walter D. 1903. The Theory of Advertising. Boston: Small, Maynard & Company.
  • Scott, Walter D. 1907. The Psychology of Public Speaking. Philadelphia: Pearson Bros.
  • Scott, Walter D. 1909. “An Interpretation of the Psycho-Analytic Method in Psychotherapy with a Report of a Case so Treated.” The Journal of Abnormal Psychology 3 (6): 371–377. https://doi.org/10.1037/h0072550
  • Scott, Walter D. 1911. Influencing Men in Business: The Psychology of Argument and Suggestion. New York: Ronald Press Company.
  • Scott, Walter D. 1921. The Psychology of Advertising in Theory and Practice. New York: Boston, Small, Maynard & Company.
  • Scripture, Edward W. 1894. “Accurate Work in Psychology.” The American Journal of Psychology 6 (3): 427–430. https://doi.org/10.2307/1411649
  • Scripture, Edward W. 1897/1914. The New Psychology. London: W. Scott.
  • Scripture, Edward W. 1907. Thinking, Feeling, Doing. New York: Putnam.
  • Sheldon, Arthur F. 1911. Text-Book G: Six Laws for the Development of Reliability. Chicago: Sheldon School.
  • Sheldon, Arthur F. 1917. The Science of Business. Lesson Eleven. Chicago: The Sheldon School.
  • Shryer, William A. 1912. Analytical Advertising. Detroit: Business Service Corporation.
  • Shryer, William A. 1913. Collecting by Letter, Vol. II. Detroit: Business Service Corporation.
  • Sidgwick, Henry 1922. “Phantasms of the Living. An Examination and Analysis of Cases of Telepathy between Living Persons Printed in the “Journal” of the Society since the Publication of the Book “Phantasms of the Living,” by Gurney, Myers and Podmore, in 1886.” Proceedings of the Society for Psychical Research 86 (October): 23–429.
  • Sidgwick, Henry. 1874/1901. The Methods of Ethics. 6th ed. London: Macmillan and Co.
  • Sidgwick, Henry. 1883. The Principles of Political Economy. London: Macmillan and Co.
  • Sidgwick, Henry. 1891-1892. “Supplement to the Paper on the Evidence for Clairvoyance.” Proceedings of the Society for Psychical Research 7: 356–369.
  • Sidgwick, Henry. 1896-1897. “Involuntary Whispering Considered in Relation to Experiments in Thought-Transference.” Proceedings of the Society for Psychical Research 8 (Supplement): 298–315.
  • Sidis, Boris. 1898. The Psychology of Suggestion. New York: D. Appleton and Company.
  • Sidis, Boris. 1914. The Foundations of Normal and Abnormal Psychology. Boston: Richard G. Badger.
  • Sidis, Boris. 1919. The Source and Aim of Human Progress. Boston: Richard G. Badger.
  • Slaughter, J. W. 1900. “Suggestibility.” In Hypnotism and Hypnotic Suggestion, edited by E. Virgil Neal and Charles S. Clark, 156–159. Rochester: New York State Publishing Company.
  • Smith, George H. 1954. Motivation Research in Advertising and Marketing. New York: McGraw-Hill.
  • Starch, Daniel. 1914. Advertising: Its Principles, Practice and Technique. Chicago: Scott, Foresman and Company.
  • Stern, Barbara B. 1990. “Literary Criticism and the History of Marketing Thought: A New Perspective on “Reading” Marketing Theory.” Journal of the Academy of Marketing Science 18 (4): 329–336.
  • Stern, Barbara B. 2004. “The Importance of Being Ernest: Commemorating Dichter’s Contribution to Advertising Research.” Journal of Advertising Research 44 (2): 165–169. https://doi.org/10.1017/S0021849904040127
  • Strong, Edward K. 1922. The Psychology of Selling Life Insurance. New York: Harper.
  • Strong, Edward K. 1925. “Theories of Selling.” Journal of Applied Psychology 9 (1): 75–86. https://doi.org/10.1037/h0070123
  • Sumner, Guy L. 1952. How I Learned the Secrets of Success in Advertising. New York: Prentice-Hall.
  • Thouless, Robert H. 1952. Psychical Research past and Present: The Eleventh Frederic W.H. Myers Memorial Lecture. London: Society for Psychical Research.
  • Werner, Anja. 2013. The Transatlantic World of Higher Education: Americans at German Universities, 1776-1914. New York: Berghahn.
  • Williams, Lawrence, and T. Andrew Poehlman. 2017. “Conceptualizing Consciousness in Consumer Research.” Journal of Consumer Research 44 (2): 231–251. https://doi.org/10.1093/jcr/ucw043
  • Zaltman, Gerald. 1996. “Metaphorically Speaking.” Marketing Research 8 (2): 13–20.

Related research

People also read lists articles that other readers of this article have read.

Recommended articles lists articles that we recommend and is powered by our AI driven recommendation engine.

Cited by lists all citing articles based on Crossref citations.
Articles with the Crossref icon will open in a new tab.