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Guest Editorial

Persuasion in advertising: when does it work, and when does it not?

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References

  • Brehm, S.S., and J.W. Brehm. 1981. Psychological reactance: A theory of freedom and control.: Academic Press.
  • Friestad, M., and P. Wright. 1994. The persuasion knowledge model: How people cope with persuasion attempts. Journal of Consumer Research 21, no. 1: 1–31.
  • Kirmani, A., and M.C. Campbell. 2004. Goal seeker and persuasion sentry: how consumer targets respond to interpersonal marketing persuasion. Journal of Consumer Research 31, no. 3: 573–82.
  • Rothman, A.J., and P. Salovey. 1997. Shaping perceptions to motivate healthy behavior: The role of message framing. Psychological Bulletin 121, no. 1: 3–19.

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