Academic Books / Papers on the Psychology of Advertising

[Refrozen]

I'm looking for some reading material on psychology of prices/advertising/marketing/sales... particularly stuff that's actually true, there's hundreds of books by people who think they're experts, I want stuff from people who've either proven themselves experts or have transparency in their research so I can check it out and see what I think.

Any suggestions? People, titles, even research keywords might help me out. I have access to all the big academic databases if that helps.

 

[papajohn56]

Journals Listed by Subject | APA Journals

PsycNET - Display Record

APA Journals

PsycNET - Display Record

 

[Refrozen]

Damn. Thanks man, those two papers were exactly the type of thing I'm looking for.

Edit: Everything by Robin Coulter is gold, thanks a ton.

 

[machinecontrol]

Cialdini's influence is a great book on persuasion. Also, Claude Hopkins Scientific Advertising -it's amazing how newspaper classified ads are similar to Google ads, all the same rules apply.

 

[Sharksfan]

Global Politician - Economics - Psychology's Neglected Branch

Also, I highly recommend the book "Freakonomics". Every AM should read it. The lesson from that book is this: Incentives are what drive people's behavior, period. Discover a person's incentive/disincentive and you'll be able to predict their behavior.

 

[Refrozen]

Global Politician - Economics - Psychology's Neglected Branch

Also, I highly recommend the book "Freakonomics". Every AM should read it. The lesson from that book is this: Incentives are what drive people's behavior, period. Discover a person's incentive/disincentive and you'll be able to predict their behavior.

I've studied economics and I can confirm that that book is total bullshit. Though, clearly incentives/disincentives drive everything.

Edit: really stupid correlative garbage with poor regression analysis to back it. Levitt is not a good economist. Entertaining, I guess.

 

[GoogleSearchSux]

Levit is a total dumb ass. I love how in the beginning of the book he mentions that correlation does not equal causation, yet all his outlandish claims are based on correlations and one off observations.

I am actually currently looking for a good read on sales and psychology so I am excited to see what people come up with.

 

[affiliatearmy]

Ogilvy on Advertising.

 

[guysmy]

Cutting Edge Advertising by Jim Aitchison

This is the best book I have read about creative. Ogilvy is old school yet still worth reading.

 

[HarveyJ]

Ogilvy on Advertising.

QFT
Also, if you want to get some good ideas for LPs, stock up on a few design magazine subscriptions. The designs are mostly artsy fartsy crap, but the individual elements in a lot are pretty nice.

 

[HBZSoftware.com]

Freakonomics is mostly a joke. I totally agree about incentives driving human behavior though.

 

[turbolapp]

@ Op You may want to do some searches for Neuroscience and Advertising. There have been some interesting studies done with hooking people up to a MRI while they watch advertisements. The conclusions are usually: People have no idea the real reasons why they buy things but if you can trigger the correct responses (which are many times completely counter logical ) and fire the right synapses , you can get them to buy.

Mirror Neurons, FTW.

 

[Refrozen]

Great stuff. Thanks turbo, any particular names/researchers?