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- 1. Ad Reactance / Assaulted by Stereotypes
- Research explores one response to ad reactance.
- 2. Selling Happiness
- New research reveals a missed opportunity.
- 3. Provoking Novel Solutions
- Research discovers the value of a scarcity mindset.
- 4. That Little Competitive Edge
- Researchers explore a halo effect in product comparisons.
- 5. Product Positioning
- New research suggests new rules to align products with thinking preferences in purchase decisions.
- 6. To Buy or Not to Buy
- New research explores the influence of self-view on purchasing decisions.
- 7. The Right Pitch
- Research reveals a common retailing mistake when customers are feeling a loss of control.
- 8. Solving a Gift-Giving Dilemma
- New research offers a solution to a common customer problem.
- 9. The Persuasiveness of Uncertainty
- In three experiments, Karmarkar studied three elements of a typical consumer persuasive message.
- 10. More Variety Please
- Discoveries concerning customer perceptions of variety offer business owners a new choice.
- 11. The Path to Preference
- New research examines the effect of correct product framing.
- 12. The Tightwad Scale
- Researcher explores tightwads, spendthrifts, ways to identify them, and ways to modify their behavior.
- 13. The Perfect Predictor
- Researcher explores the limits of attention blocking.
- 14. Selling With Stories
- New Research explores the use of self-referencing within the context of stories.
- 15. Mood and Persuasion
- Research reveals an unexpected influence of mood on the acquisition of attitudes.
- 16. Negative Customers
- Research demonstrates the impact of negative customers on service delivery.
- 17. Unconscious Mind Sets
- Research reveals new understandings of how we make decisions.
- 18. Goal Priming Works!
- New research in customer psychology reveals ways to be more persuasive.
- 19. Real Men and Shopping
- A new study offers suggestions to attract and retain male customers in retail settings.
- 20. Certification Contests
- New research discovers an overlooked factor that contributes to business survival.
- 21. Comparison Advertising
- Research settles the question of the effectiveness of comparison ads.
- 22. Variety for Sale = Mass Confusion
- A marketing strategy with a flaw and a research study that reveals how to correct it.
- 23. Humor in Product Ads
- Researcher finds an interaction effect that can spoil ads.
- 24. Repeating Ads
- Bad news for a common advertising tactic.
- 25. Decoys and Market Share
- Researcher explores the limits of a new marketing tactic.
- 26. Price Framing and Purchase Intentions
- Research explores the interactions of price framing and couponing.
- 27. Framing Techniques in Print Ads
- Researcher explores the effects of combining framing techniques in a single print ad.
- 28. The Shifting Sands of Customer Preferences
- Research reveals yet another principle to guide business owners.
- 29. Making it Simple
- Research highlights the need to help people translate intentions into actions.
- 30. Just-Because Gifts
- Researcher explores gift-giving and finds new markets retailers can explore.
- 31. Effective Customer Service
- New research identifies crucial factors in establishing effective customer relationships.
- 32. Every Day Low Pricing
- Research explores the merits and demerits of every-day-low-pricing.
- 33. Creating Memories
- Researcher demonstrates a way to create positive, enduring attitudes with product ads that receive only minimal attention.
- 34. Buying Customers
- Researchers find a problem with entertainment promotions and suggest a way to correct it.
- 35. Effective Price Cues
- Researchers resolve questions surrounding reference prices and provide guidance for retailers.
- 36. Funny Ads
- An Investigation into humor reveals a new factor that helps explain its affect on advertising response.
- 37. Mothers in Need
- An in-depth examination of working mothers reveals insights that should help us design products to meet their needs.
- 38. The Lost Customer Dilemma
- Researchers explore customers' thinking as they navigate a complex shopping environment.
- 39. Prized Possessions
- Researchers learn why people form attachments to possessions.
- 40. Guilt Ads
- Researches explore the effect of guilt ads on attitudes and purchase intentions
- 41. A New Marketing Metaphor
- California researcher contributes a fresh insight that compels marketers to reconsider their approach when introducing innovations.
- 42. Marketplace Injustice
- Improved understanding of repeat purchasing offers new ways to protect markets and increase sales.
- 43. Debunking T.V. Advertising Myths
- Research reveals new rules for using T.V. advertising to influence sales.
- 44. A New Buying Motive
- Self-giving reveals itself to be a buying motive for some customers.
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