Взлом маркетинга. Наука о том, почему мы покупаем

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.

Рекомендованная литература

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.