18
Views
8
CrossRef citations to date
0
Altmetric
Issue 1: Original Research and Theoretical Contributions: Research

Source Effects in Professional Services Advertising

Pages 153-171 | Published online: 18 May 2012

References

  • Berlo , D. K. , Lemert , J. and Mertz , R. 1966 . “Dimensions for Evaluating the Acceptability of Message Sources.” , East Lansing , MI : Michigan State University . Mimeographed report
  • Bettinghaus , E. P. 1973 . Persuasive Communication , New York : Holt, Rinehart, and Winston .
  • Bloom , P. N. 1977 . “Advertising in The Professions: The Critical Issues.” . Journal of Marketing , 41 ( July ) : 103 – 10 .
  • Burger , W. E. 1984 . “We Must Be Healers, Not Just Hired Guns.” . USA Today , : 8A (Feb. 15)
  • Bush , A. J. and Moncrief , W. C. 1985 . “The Effect of Attorneys' Direct Mail Advertising on Credibility: A Study of Attorneys' and Consumers' Perceptions.” . Current Issues and Research in Advertising , : 161 – 73 .
  • Calder , B. J. , Phillips , L. W. and Tybout , A. M. 1981 . “Designing Research for Application.” . Journal of Consumer Research , 8 ( Sept. ) : 197 – 207 .
  • Cook , T. 1969 . “Competence, Counterarguing, and Attitude Change.” . Journal of Personality , 37 : 342 – 58 .
  • Cronbach , L. J. 1951 . “Coefficient Alpha and the Internal Consistency Structure of Tests.” . Psychometrika , 16 : 297 – 334 .
  • Darden , D. K. , Darden , W. R. and Kiser , G. E. 1981 . “The Marketing of Legal Services.” . Journal of Marketing , 45 : 123 – 34 .
  • Darling , J. R. and Hackett , D. W. 1978 . “The Advertising of Fees and Services: A Study of Contrasts Between and Similarities Among Professional Groups.” . Journal of Advertising , 7 ( Spring ) : 23 – 34 .
  • Darling , J. R. and Bussom , R. S. 1977 . “A Comparative Analysis of the Attitudes of Dentists Toward the Advertising of Their Fees and Services.” . Journal of Dental Education , 42 ( Feb. ) : 59 – 67 .
  • Dholakia , R. R. and Sternthal , B. 1977 . “Highly Credible Sources: Persuasive Facilitators or Persuasive Liabilities?” . Journal of Consumer Research , 3 ( March ) : 223 – 32 .
  • Drinker , H. 1953 . Legal Ethics , : 212
  • Dyer , R. F. and Shimp , T. A. 1980 . “Reactions To Legal Advertising.” . Journal of Advertising Research , : 43 – 51 . (April)
  • Freedman , J. L. , Carlsmith , J. M. and Sears , D. O. 1970 . Social Psychology , Englewood Cliffs , N.J. : Prentice-Hall, Inc .
  • Hovland , C. I. , Janis , I. and Kelley , H. H. 1953 . Communication and Persuasion , New Haven , Conn. : Yale University Press .
  • Hovland , C. I. and Weiss , W. 1951 . “The Influence of Source Credibility on Communication Effectiveness.” . Public Opinion Quarterly , 15 : 635 – 50 .
  • Kelman , H. C. and Hovland , C. I. 1953 . “Reinstatement of the Communicator in Delayed Measurement of Opinion Change.” . Journal of Abnormal Social Psychology , 48 : 327 – 35 .
  • Kelman , H. C. 1969 . “Processes of Opinion Change.” . Public Opinion Quarterly , 25 : 57 – 78 .
  • Kilpatrick , J. J. 1984 . “Times Bad For Bar and Bench.” . Forth Worth Star Telegram , (March 7)
  • Kotler , Philip and Conner , R. A. 1977 . “Marketing Professional Services.” . Journal of Marketing , 41 ( Jan. ) : 71 – 76 .
  • Kruglanski , A. 1973 . “Much Ado About The Volunteer Artifacts.” . Journal of Personality and Social Psychology , 28 : 348 – 54 .
  • McGinnies , E. 1973 . “Initial Attitude, Source Credibility, and Involvement as Factors in Persuasion.” . Journal of Experimental Social Psychology , 9 : 285 – 95 .
  • Osgood , C. E. and Tannebaum , P. H. 1955 . “The Principle of Continuity in the Prediction of Attitude Change.” . Psychological Review , 62 ( Jan. ) : 42 – 55 .
  • Reinhardt , J. H. 1982 . “Attorney Direct Mail Communication: The Koffler Commercial Speech Approach.” . Western New England Law Review , 4 : 397 – 427 .
  • Rubin , V. , Mager , C. and Friedman , H. H. 1982 . “Company President Versus Spokesperson in Television Commercials.” . Journal of Advertising Research , 22 ( Aug./Sept. ) : 31 – 33 .
  • Shapiro , I. A. and Majewski , R. F. 1983 . “Should Dentists Advertise?” . Journal of Advertising Research , 23 ( June/July ) : 33 – 37 .
  • Shimp , T. A. and DeLozier , M. W. 1986 . Promotion Management and Marketing Communications , Hinsdale , IL : The Dryden Press .
  • Shimp , T. and Dyer , R. 1978 . “How the Legal Profession Views Legal Service Advertising.” . Journal of Marketing , : 74 – 81 . (July)
  • Smith , R. E. and Meyer , T. S. 1980 . “Attorney Advertising: A Consumer Perspective.” . Journal of Marketing , 44 ( Spring ) : 56 – 64 .
  • Sternthal , B. , Dholakia , R. and Leavitt , C. 1978 . “The Persuasive Effect of Source Credibility: Tests of Cognitive Response.” . Journal of Consumer Research , 4 ( March ) : 252 – 60 .
  • Walster , E. , Aronson , E. and Abrahams , D. 1966 . “On Increasing the Persuasiveness of a Low Prestige Communicator.” . Journal of Experimental Social Psychology , 2 : 325 – 42 .
  • Webster , M. and Kervin , J. 1971 . “Artificiality in Experimental Sociology.” . Canadian Review of Sociology and Anthropology , 8 : 263 – 72 .
  • Wilding , J. and Bauer , R. A. 1968 . “Consumer Goals and Reactions to a Communication Source.” . Journal of Marketing Research , 5 ( Feb. ) : 73 – 77 .
  • Zeithaml , V. A. 1982 . “The Acquisition, Meaning and Use of Price by Consumers of Professional Services.” . In Marketing Theory: Philosophy of Science Perspectives , Edited by: Bush , Ronald S. and Hunt , Shelby D. Chicago , Ill. : American Marketing Association .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.