The Psychology of Advertising (2^nd Ed.)

Advertising is a ubiquitous and powerful force, seducing us into buying wanted and sometimes unwanted products and services, donating to charitable causes, voting for political candidates, and changing our health-related lifestyles for better or worse. The impact of advertising is often subtle and implicit, but sometimes blatant and impossible to overlook.

This revised and fully updated new edition of The Psychology of Advertising offers a comprehensive and state-of-the-art overview of the psychological findings on the impact of advertising, and discusses the research in the context of recent developments in the fields of social and consumer psychology. Key questions covered in the volume include:

• What impact does advertising have on consumer behavior? What causes this impact?
• What are the psychological processes responsible for the effectiveness of advertising?
• How do consumers make sense of advertising messages? Which messages "get across" successfully and when, and why?
• How do new online and digital technologies affect consumer judgement and choice?

Engagingly written, and including a comprehensive glossary of frequently used concepts, The Psychology of Advertising is a unique and invaluable resource for advanced undergraduate and graduate students, and for researchers and lecturers in social psychology, marketing, and communications. It is also a valuable guide for professionals working in advertising, public health, public services and political communication.

1. Setting the Stage 2. How consumers acquire and process information from advertising 3. How advertising affects consumer memory 4. How consumers form attitudes towards products 5. How consumers yield to advertising: principles of persuasion and attitude change 6. How advertising influences buying behavior 7. Beyond persuasion: achieving consumer compliance without changing attitudes 8. Advertising in the New Millennium: How the internet affects consumer judgment and choice

Bob M. Fennis works as an Professor in Consumer Behavior at the Department of marketing at Groningen University, the Netherlands. His research interests include persuasion, social influence processes and the dynamics of "automatic" consumer behavior. His research focuses on such issues as the effectiveness of marketing and selling techniques, advertising effects, and nonconscious influences on consumer goal pursuit and purchase behavior.

Wolfgang Stroebe is Professor of Social Psychology at Utrecht University, the Netherlands. He is a former president of the European Association of Social Psychology, a Fellow of numerous psychological societies (e.g., BPS, APS) and co-editor (with Miles Hewstone) of the European Review of Social Psychology. One of his major research interests is strategies of attitude and behaviour change, and he has published widely on this topic.