Книга: Взлом маркетинга. Наука о том, почему мы покупаем

Библиография

Библиография

Ackermann, J.M., Nocera, C.C. and Bargh, J.A. (2010). Incidental haptic sensations influence social judgments and decisions. Science, 328, 1712–1715.

Allcott, H. (2011). Social norms and energy conservation. Journal of Public Economics. 95 (9–10), 1082–1095.

Arana, F.S., Parkinson, A., Hinton, E., Holland, A.J., Owen A.M. and Roberts, A.C. (2003). Dissociable contributions of the human amygdala and orbitofrontal cortex to incentive motivation and goal selection. Journal of Neuroscience, 23 (29), S. 9632–9638.

Ariely, D. (2010). Predictably Irrational: The hidden forces that shape our decisions. HarperCollins.

Bar, M. (2004). Visual objects in context. Nature Reviews: Neuroscience, 5, 617–629.

Barrett, L.F. and Bar, M. (2009). See it with feeling: affective predictions during object perception. Philosophical Transactions of the Royal Society B. 364, 1325–1334.

Berns, G.S. and Moore, S.E. (2012). A neural predictor of cultural popularity. Journal of Consumer Psychology, 22 (1), 154–160.

Berridge, K.C. and Robinson, T.E. (2003). Parsing reward. Trends in Neurosciences, 26 (9), 507–513.

Christensen, C.M., Cook, S. and Hall, T. (2009). Marketing malpractice: the cause and the cure. Harvard Business Review, 83 (12), 74–83.

Cialdini, R.B. (2006). Influence: The Psychology of Persuasion. HarperBusiness.

Coulter, Keith S., and Patricia Norberg, (2009) The effects of physical distance between regular and sale prices on numeric difference perceptions. Journal of Consumer Psychology. Conditionally accepted for publication (with minor revisions) September 1, 2008.

Cunningham W.A. et al. (2011). Orbitofrontal cortex provides cross-modal valuation of self-generated stimuli. Social Cognitive and Affective Neuroscience, 6 (4) 460–467.

Custers, R. and Aarts, H. (2010). The unconscious will: how the pursuit of goals operates outside of conscious awareness. Science, 329, 47–50.

de Araujo, I.E., Rolls, E.T., Velazco, M.I., Margot, C. and Cayeux, I. (2005). Cognitive modulation of olfactory processing. Neuron, 46 (4), 671–679.

De Martino, B. et al. (2009). The neurobiology of reference-dependent value computation. Journal of Neuroscience, 29 (12), 3833–3842.

Degonda, N., Mondadori, C.R.A., Bosshardt, S., Schmidt, C.F., Boesiger, P., Nitsch, R., Hock, C. and Henke Westerholt, K. (2005). Implicit associative learning engages the hippocampus and interactions with explicit associative learning. Neuron, 46, S. 505–520.

Deppe, M., Schwindt, W., Kr?mer, J., Kugel, H., Plassmann, H., Kenning, P. and Ringelstein, E.B. (2005). Evidence for a neural correlate of a framing effect: bias-specific activity in the ventromedial prefrontal cortex during credibility judgments. Brain Research Bulletin, 67, S. 413–421.

Dijksterhuis, A. and Arts, H. (2010). Goals, attention, and (un)consciousness. Annual Review of Psychology, 61, 467–490.

Dijksterhuis, A., Maarten, W.B., Nordgren, L.F. and van Baaren, R.B. (2006). On making the right choice: the deliberation-without-attention-effect. Science, 311, S. 1005.

Duhigg, C. (2012). The Power of Habit: Why We Do What We Do in Life and Business. New York: Random House.

Earls, M. (2007). Herd? – How to Change Mass Behaviour by Harnessing Our True Nature. West Sussex: John Wiley & Sons Ltd.

Elder, R.S. and Krishna, A. (2011). The ‘visual depiction effect’ in advertising: facilitating embodied mental simulation through product orientation. Journal of Consumer Research, 38, 1–17.

Fitzsimons, G., Hutchinson, J.W. and Williams, P. (2002). Non-conscious influences on consumer choice. Marketing Letters, 13, S. 269–279.

Franzen, G. and Bouwman, M. (2001). The Mental World of Brands. Trowbridge: Cromwell Press.

Gallese, V. and Lakoff, G. (2005). The brain’s concepts: The role of the sensorymotor system in conceptual knowledge. Cognitive Neuropsychology, 22 (3/4) 455–479.

GfK (Gesellschaft f?r Konsumforschung) (2007). Typology of watch purchases. Report by GfK (in German).

Gigerenzer, G. (2008). Gut Feelings: The Intelligence of the Unconscious. London and New York: Penguin Books.

Gigerenzer, G., Todd P.M. and ABC Research Group (2000). Simple Heuristics That Make Us Smart. New York: Oxford University Press.

Gosling, S.D., Ko, S.J., Mannarelli, T. and Morris, M.E. (2002). A room with a cue: judgments of personality based on offices and bedrooms. Journal of Personality and Social Psychology, 82, 379–398.

Graves, P. (2011). Consumerology: The Market Research Myth, the Truth about Consumers and the Psychology of Shopping. Boston and London: Nicholas Brealey.

Hanks, A.S., Just, D.R., Smith, L.E. and Wansink, B. (2012). Healthy convenience: nudging students toward healthier choices in the lunchroom, Journal of Public Health, 34 (3) 370–376.

Hare T.A. et al. (2008). Dissociating the role of the orbitofrontal cortex and the striatum in the computation of goal values and prediction. Journal of Neuroscience, 28, 5623–5630.

Heath, R. (2012). Seducing the Subconscious: The Psychology of Emotional Influence in Advertising. Hoboken, NJ: Wiley-Blackwell.

Helbig, H. et al. (2010). Action observation can prime visual object recognition. Experimental Brain Research, 200, 251–258.

Irmak, C. et al. (2005). The placebo effect in marketing: sometimes you just have to want it to work. Journal of Marketing Research, 42, 406–409.

Isanski, B. and West, C. (2010). The body of knowledge. Understanding embodied cognition. Observer, 23 (1).

Kahneman, D. (2002). Maps of bounded rationality. http://nobelprize.org/nobel_prizes/economics/laureates/2002/kahneman-lecture.html.

Kahneman, D. and Frederick, S. (2002). Representativeness revisited: Attribute substitution in intuitive judgment. In: Gilovich, T., Griffin, D. and Kahneman, D. (eds.) Heuristics and Biases: The Psychology of Intuitive Judgment. New York: Cambridge University Press. S. 67–83.

Kaufman, S.B. et al. (2010). Implicit learning as an ability. Cognition, 116 (3) 321–340.

Knutson, B., Rick, S., Wimmer, E., Prelec, D. and Loewenstein, G. (2007). Neural predictors of purchases. Neuron, 53, 147–156.

Levin, I.P., Schreiber, J., Lauriola, M. and Gaeth, G.J. (2002). A tale of two pizzas: building up from a basic product versus scaling down from a fully-loaded product. Marketing Letters, 13 (4), 335–344.

Martin, A. (2007). The representation of object concepts in the brain. Annual Review of Psychology, 58, 25–45.

Martin, N. (2008). Habit: The 95 Per Cent of Behavior Marketers Ignore. New Jersey: FT Press.

McClure, S.M., Li, J., Tomlin, D., Cypert, K.S., Montague, L.M. and Montague, P.R. (2004). Neural correlates of behavioral preference for culturally familiar drinks. Neuron, 44, S. 379–387.

Meyers-Levy, J. and Maheswaran, D. (1990). Message framing effects on product judgments. Advances in Consumer Research, 17, 531–534.

Moerman, D. (2009). Meaning, Medicine, and the ‘Placebo Effect’. Cambridge: Cambridge University Press.

Morwitz, V.G., Steckel, J. and Gupta, A. (2007). When do purchase intentions predict sales? International Journal of Forecasting, 23 (3), 347–364.

Novemsky, N. et al. (2007). The effect of preference fluency on consumer decision making. Journal of Marketing Research, 19, 347–356.

Nunes, J.C. and Dr?ze, X. (2006). The endowed progress effect: how artificial advancement increases effort. Journal of Consumer Research, 32, 504–512.

Pieters, R. and Wedel, M. (2012). Ad gist: ad communication in a single eye fixation. Marketing Science, 59–73.

Plassmann, H. et al. (2007). Orbitofrontal cortex encodes willingness to pay in everyday economic transactions. Journal of Neuroscience, 27 (37), 9984–9988.

Plassmann, H., O’Doherty, J., Shiv, B. and Rangel, A. (2008). Marketing actions can modulate neural representations of experienced pleasantness. Proceedings of the National Academy of Sciences (USA), 105 (3), 1050–1054.

Quiroga, Q.R., Reddy, L., Kreiman, G., Koch, C. and Fried, I. (2005). Invariant visual representation by single neurons in the human brain. Nature, 435, S. 1102–1107.

Raghubir, P. and Krishna, A. (1999). Vital dimensions in volume perception: can the eye fool the stomach? Journal of Marketing Research, 26 (3), 313–326.

Rajagopal, R., Walker, R. and Hoyer, W. (2006). The ‘unhealthy = tasty’ intuition and its effects on taste inferences, enjoyment, and choice of food products, Journal of Marketing, 70 (4), 170–184.

Rolls, E.T. (2006). Emotions Explained. Oxford: Oxford University Press.Schaefer, M. and Rotte, M. (2007). Favourite brands as cultural objects modulate reward circuit. Neuroreport, 18 (2), 141–145.

Schnall, S., Benton, J. and Harvey, S. (2008). With a clean conscience: cleanliness reduces the severity of moral judgments. Psychological Science, 19, 1219–1222.

Seymour, B. and McClure, S.M. (2008). Anchors, scales and the relative coding of value in the brain. Current Opinion in Neurobiology, 18, 1–6.

Shapiro, S. (1999). When an ad’s influence is beyond our conscious control: perceptual and conceptual fluency effects caused by incidental ad exposure, Journal of Consumer Research, 26 (June), S. 16–36.

Song, H. and Schwarz, N. (2008). If it’s hard to read, it’s hard to do. Processing fluency affects effort prediction and motivation. Psychological Science, 19, 986–988.

Stoll, M., Baecke, S. and Kenning, P. (2008). What they see is what they get? An fMRI-Study on neural correlates of attractive packaging. Journal of Consumer Behaviour, 7, 342–359.

Strahan, E.J., Spencer, S.J. and Zanna, M.P. (2002). Subliminal priming and persuasion: striking while the iron is hot. Journal of Experimental Social Psychology, 38, S. 556–568.

Sutherland, R. (2011). The Wiki Man. London: Ogilvy Digital Labs.

Tanner, R.J. and Maeng, A. (in press). A tiger and a president: imperceptible celebrity facial cues influence trust and preference. Journal of Consumer Research, December.

Todorovic, A., van Ede, F., Maris, E. and de Lange, F.P. (2011). Prior expectation mediates neural adaptation to repeated sounds in the auditory cortex: an MEG study. Journal of Neuroscience, 31, 9118–9123.

Tusche, A., Bode, S. and Haynes, J.D. (2010). Neural responses to unattended products predict later consumer choices. Journal of Neuroscience, 30 (23), 8024–8031.

Van Rompay, T.J.L., Pruyn, A.T.H. and Tieke, P. (2009). Symbolic meaning integration in design and its influence on product and brand evaluation. International Journal of Design, 3 (2), 19–26.

Vogt, J., De Houwer, J., Moors, A., Van Damme, S. and Crombez, G. (2010). The automatic orienting of attention to goal-relevant stimuli. Acta Psychologica, 134 (1), 61–69.

Wansink, B. (2006). Mindless Eating: Why We Eat More Than We Think. New York: Bantam – Dell.

Wansink, B., van Itterrsum, K. and Painter, J.M. (2005). How descriptive food names bias sensory perceptions in restaurants. Food Quality and Pref1erence, 16 (5), 393–400.

Wedel, M. and Pieters, R. (2007). Goal control of attention to advertising: the Yarbus implication. Journal of Consumer Research, 34, 224–233.

Williams, L.E. and Bargh, J.A. (2008). Experiencing physical warmth promotes interpersonal warmth. Science, 322, 606–607.

Yang, S., Kimes, S.E. and Sessarego, S.S. (2009) Menu price presentation influences on consumer purchase behavior in restaurants. International Journal of Hospitality Management, 28 (1), 157–160.

Yoon, C. et al. (2006). A functional magnetic resonance imaging study of neural dissociations between brand and person judgments. Journal of Consumer Research, 33, 31–40.

Zhong, C.B. and Leonardelli, G.J. (2008). Cold and lonely: does social exclusion literally feel cold? Psychological Science, 19, 838–842.

Ariely, D. and Norton, M.I. (2009). How concepts affect consumption. Annual Review of Psychology, 60, 475–499.

Bazerman, M.H. (2006). Judgment in Managerial Decision Making. Hoboken, NJ: John Wiley & Sons, Inc.

Hassin, R.R., Kahneman, J.S. and Bargh, J.A. (2005). The New Unconscious. Oxford: Oxford University Press.

Канеман Д. Думай медленно… Решай быстро. М.: АСТ, 2013.

Lieberman, M.D. (2007). Social cognitive neuroscience: A review of core processes. Annual Review of Psychology, 58, 259–289.

Moskowitz, G. and Grant, H. (ed.) (2009). The Psychology of Goals. New York: The Guilford Press.

Ratneshwar, S. et al. (ed.) (2000). The Why of Consumption. Contemporary perspective on consumer motives, goals and desires. London and New York: Routledge.

Sommer, S. (2011). Situations Matter: Understanding How Context Transforms Your World. New York: Riverhead Hardcover.

Thaler, R.H. and Sunstein, C.R. (2009). Nudge: Improving Decisions about Health, Wealth, and Happiness. London: Penguin

Wilson, T.D. (2004). Strangers to Ourselves: Discovering the Adaptive Unconscious. Cambridge: Harvard University Press.

Оглавление книги