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Psylutions -- Dr. Snyder's Blog

There is no assigned textbook for this course. Journal articles and on-line content will be made available via this page.

Many of the readings have PDF files available. If a reading entry has PDF version of this paper after it, simply click the link to get to a copy of the paper.

Some readings are located on various external websites, to which I have provided links. For these sources, click the link in the statement that reads, "Take this link to View or Print this source."

REQUIRED Readings

Watson, J.B. & Raynor, R. (1920) Conditioned emotional reactions. Journal of Experimental Psychology, 3, 1-14. Take this link to View or Print this source.

• A classic paper in the field on the associative conditioning of emotional responses to stimuli. Watson's work is especially relevant for this class, of course, because after being forced out of academia he went applied his expertise to the field of marketing.

RECOMMENDED Readings

Aristotle (c. 350 BC) On memory and reminiscence. J.I. Beare (trans.) In: W.D. Ross (ed.) The works of Aristotle, Vol. 3. Oxford: Claredon Press. Take this link to View or Print this source.
• Aristotle is the credited developer of what we now describe as "Associationism". This is an excerpt of the text in which he lays out his ideas of how memories are formed and how one idea can lead to another.

Calkins, M.W. (1896) Association: An essay analytic and experimental. Psychological Review Monograph Supplement, 1. Take this link to View or Print this source.

• The origin of the paired associates learning procedure and, hence, the beginnings of the experimental study of associations. As an aside, Mary Calkins was the first woman President of the American Psychological Association; you go girl!

REQUIRED Readings

Allen, C.T. & Madden, T.J. (1985) A closer look at classical conditioning. Journal of Consumer Research, 12, 301-315. PDF version of this paper
• Classical conditioning; theory and experimentation applied to advertising.

McSweeney, F.K. & Bierley, C. (1984) Recent developments in classical conditioning. Journal of Consumer Research, 11, 619-631. PDF version of this paper

• In the early to mid-1980s researchers began to directly apply and, more importantly, empirically test the theoretical implications of classical conditioning in advertising. The Allen & Madden and McSweeney & Bierley papers are two early reviews of the research that had been conducted and the theoretical considerations that would require further study.

Van Osselaer, S.M.J. & Janiszewski, C. (2001) Two ways of learning brand associations. Journal of Consumer Research, 28, 202-223. PDF version of this paper

• Associationism and adaptive learning.

RECOMMENDED Readings

Janiszewski, C., & Warlop, L. (1993). The influence of classical conditioning procedures on subsequent attention to the conditioned brand. Journal of Consumer Research, 20, 171-189. PDF version of this paper

REQUIRED Readings

Bower, A.B. & Landreth, S. (2001) Is beauty best? Highly versus normally attractive models in advertising. Journal of Advertising, 30, 1-12. PDF version of this paper

Hung, K. (2001) Framing meaning perceptions with music: The case of teaser ads. Journal of Advertising, 30, 39-49. PDF version of this paper

Rossiter, J.R. (2003) How to construct a test of scientific knowledge in consumer behavior. Journal of Consumer Research, 30, 305-310. PDF version of this paper

Stuart, E.W., Shimp, T.A., & Engle, R.W. (1987). Classical conditioning of consumer attitudes: Four experiments in an advertising context. Journal of Consumer Research, 14, 334-349. PDF version of this paper

• An earlier study of the role of classical conditioning on consumer attitudes.

REQUIRED Readings

Blair, M.E., & Shimp, T.A. (1992). Consequences of an unpleasant experience with music: A second-order negative conditioning perspective. Journal of Advertising, 21, 35-43. PDF version of this paper
• Relevant both to music as US covered back in class 3 and also second-order conditioning.

Dean, D.H. & Biswas, A. (2001) Third-party organization endorsement of products: An advertising cue affecting consumer prepurchase evaluation of goods and services. Journal of Advertising, 30, 41-57. PDF version of this paper

Joseph, W.B. (1982) The credibility of physically attractive communicators; a review. Journal of Advertising, 11, 15-24. PDF version of this paper

Reichert, T., Heckler, S.E. & Jackson, S. (2001) The effects of sexual social marketing appeals on cognitive processing and persuasion. Journal of Advertising, 30, 13-27. PDF version of this paper

Till, B.D. & Shimp, T.A. (1998). Endorsers in advertising: The case of negative celebrity information. Journal of Advertising, 27, 67-82. PDF version of this paper

Wilcox, K., Kim, H.M., & Sen, S. (2009). Why do consumers buy counterfeit luxury brands? Journal of Marketing Research, 46, 247-259. PDF version of this paper

RECOMMENDED Readings

Chang, C. (2006). Context-induced and ad-induced affect: Individual differences as moderators. Psychology & Marketing, 23(9), 757-782. PDF version of this paper

Duncan, A. (2003) Celebrity endorsement deals gone astray. On-line resource: What You Need to Know About Advertising (URL: http://advertising.about.com/library/weekly/aa081203a.htm). Take this link to view the Web Content

• Lots of additional links that will tell you (possibly) more than you ever wanted to know about Kobe Bryant and his endorsement deals. Links to other cites about celebrity endorsements.

Eisend, M. & Schuchert-Guler, P. (2006). Explaining counterfeit purchases: A review and preview. Academy of Marketing Science Review, 2006(12). Available at: http://www.amsreview.org/articles/eisend12-2006.pdf

REQUIRED Readings

Mick, D.G. and DeMoss, M. (1990) Self-gifts: Phenomenological insights from four contexts. Journal of Consumer Research, 17, 322-332. PDF version of this paper

Peter, J.P. & Nord, W.R. (1982) A clarification and extension of operant conditioning principles in marketing. Journal of Marketing, 48, 102-107. PDF version of this paper

Rothschild, M.L. & Gaidis, W.C. (1981) Behavioral learning theory: Its relevance to marketing and promotions. Journal of Marketing, 45, 70-78. PDF version of this paper

• The Peter & Nord (1982) article is partially a reply to the Rothschild & Gaidis article, so read this one first.

RECOMMENDED Readings

Rook, D.W. (1987) The buying impulse. Journal of Consumer Research, 14, 189-199. PDF version of this paper

REQUIRED Readings

Baumeister, R.F. (2002) Yielding to temptation: Self-control failure, impulsive purchasing, and consumer behavior. Journal of Consumer Research, 28, 670-676. PDF version of this paper
• You might compare Baumeister's view of impulsiveness with Rook's from the unit 4's recommended readings

Carmon, Z., Wertenbroch, K., & Zeelenberg, M. (2003) Option attachment: When deliberating makes choosing feel like losing. Journal of Consumer Research, 30, 15-29. PDF version of this paper

Chernev, A. (2003) When more is less and less is more: The role of ideal point availability and assortment in consumer choice. Journal of Consumer Research, 30, 170-183. PDF version of this paper

Dhar, R. (1997) Consumer preference for a no-choice option. Journal of Consumer Research, 24, 215-231. PDF version of this paper

Greenleaf, E.A. & Lehmann, D.R. (1995) Reasons for substantial delay in consumer decision making. Journal of Consumer Research, 22, 186-199. PDF version of this paper

RECOMMENDED Readings

Hoch, S.J. and Loewenstein (1991) Time-inconsistent preferences and consumer self-control. Journal of Consumer Research, 17, 492-507. PDF version of this paper

O'Guinn, T.C. and Faber, R.J. (1989) Compulsive buying: A phenomenological exploration. Journal of Consumer Research, 16, 147-157. PDF version of this paper