Planned or impulse purchases? How to create effective infomercials

Journal of Advertising Research

Volumn 41, Issue 6, 2001, Pages 35-42

  Agee, Tom ^a   Martin, Brett A S ^a  

^a UNIVERSITY OF AUCKLAND   (New Zealand)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 27744504929     PISSN: 00218499     EISSN: 17401909     Source Type: Journal    
DOI: 10.2501/JAR-41-6-35-42     Document Type: Article

References (28)

1. ANDREWS, K. J. "Selling Short." Target Marketing 22, 3 (1999): 56-57.
2. BEATTY, S. E., and M. E. FERRELL. "Impulse Buying: Modeling Its Precursors." Journal of Retailing 74, 2 (1998): 169-91.
3. _, and S. TALPADE. "Adolescent Influence in Family Decision Making: A Replication with Extension." Journal of Consumer Research 21, 2 (1994): 332-41.
4. BELCH, G. E., and M. A. BELCH. Advertising and Promotion: An Integrated Marketing Communications Perspective. Burr Ridge, IL: Irwin, 1993.
5. CELSI, R. L., and J. C. OLSON. "The Role of Involvement in Attention and Comprehension Process." Journal of Consumer Research 15, 2 (1988): 210-24.
6. GUILDERS, T. L., and A. R. RAO. "The Influence of Familial and Peer-Based Reference Groups on Consumer Decision." Journal of Consumer Research 19, 2 (1992): 198-211.
7. COOPER, D. R., and C. W. EMORY. Business Research Methods. New York, NY: Irwin, 1995.
8. DIRECT MARKETING. "And Now a Word from Our Sponsor." 62, 2 (1999): 48-50.
9. DONTHU, N., and D. GILLILAND. "The Infomercial Shopper." Journal of Advertising Research 36, 2 (1996): 69-76.
10. DUKET, J. V. "Infomercials and the Decline of Civilization." Marketing Neit's, 1997.
11. ELLIOTT, M. T., and P. S. SPECK. "Antecedents and Consequences of Infomercial Viewership." Journal of Direct Marketing 9, 2 (1995): 39-51.
12. _, M. T., P. S. SPECK, and F. H. ALPERT. "The Effect of Prior Exposure Level on Consumer Perceptions of Infomercials." Proceedings of the 1995 Conference of Hie American Academy of Advertising. Norfolk, Virginia, March 25-27, 1995.
13. GUILFORD, D. "Cadillac Takes New Route for Seville STS: Infomercial." Advertising Age, August 23, 1999.
14. GUILFORD, J. P. Psychometric Methods, 2nd ed. New York, NY: McGraw-Hill, 1954.
15. HALLIDAY, J. "Volvo Ready to Act on Leads after Infomercial Success." Advertising Age, January 25, 1999.
16. KROL, C. "Philips Uses Infomercial to Put Spotlight on New DVD Player." Advertising Age, October 5, 1998.
17. LACZNIAK, R. N., and D. D. MUEHLING. "Toward a Better Understanding of the Role of Advertising Message Involvement in Ad Pro-cessing." Psychology and Marketing 10, 4 (1993): 301-19.
18. LOCKARD, M. "Soiling on the Television." Target Marketing 20, 12 (1997): 54-55.
19. MALHOTRA, N. K. Marketing Research: An Applied Orientation. London: Prentice-Hall, 1993.
20. NEIMAN, J. "The Trouble with Comparative Ads." AdwL-ek, January 12, 1987.
21. OHANIAN, R. "The Impact of Celebrity Spokespersons' Image on Consumers' Intention to Purchase." Journal of Advertising Rescarcli 31, 1 (1991): 46-54.
22. PURI, R. "Measuring and Modifying Consumer Impulsiveness: A Cost-Benefit Accessibility Framework." Journal of Consumer Psychology 5 (1996): 87-113.
23. ROOK, D. VV. "The Buying Impulse." Journal of Consumer Research 14, 2 (1987): 189-99.
24. _, and S. HOCH. "Consuming Impulses." Advances in Consumer Research 12, 3 (1985): 23-27.
25. _, and R. J. FISHER. "Normative Influence on Impulsive Buying Behavior." Journal of Consumer Research 22, 3 (1995): 305-13.
26. STERN, H. "The Significance of Impulse Buying Today." Journal of Marketing 26, 2 (1962): 59-62.
27. WASSERMAN, T. "Ericsson Releases Genie with Humor, S12.5M." Brandweek, October 11, 1999.
28. WEUN, S., M. A. JOXES, and S. E. BEATTY. "The Development and Validation of the Impulse Buying Tendency Scale." Psychological Reports 82, 3 Pt. 2 (1998): 1123-33.