Effective Advertising
Understanding When, How, and Why Advertising Works
- Gerard J. Tellis - University of Southern California, USA
Marketing for a New Century
- Alan G. Sawyer, University of Florida
Understanding Effective Advertising: How, When, and Why Ads Work reviews and summarizes an extensive body of research on advertising effectiveness. In particular, it summarizes what we know today on when, how, and why advertising works. The primary focus of the book is on the instantaneous and carryover effects of advertising on consumer choice, sales, and market share. In addition, the book reviews research on the rich variety of ad appeals, and suggests which appeals work, and when, how, and why they work.
“Tellis has done a remarkable job. He has brought together an amazingly diverse literature. Unlike some other sources that claim to be able to measure the effects of advertising, Tellis's thoroughness and ability to understand and convey results of various experiments and statistical analyses helps the reader to separate the wheat from the chaff. Any student of advertising, whether new to the field or a seasoned veteran executive or researcher, should read this book.”
"Tellis offers incredible insight into understanding when, how, and why advertising works - all in fewer that 200 pages! Drawing from an extensive review of the literature, Tellis synthesizes results into a highly readable set of conclusions, focusing on advertising's effects on behavior and sales / market share that result from initial and subsequent exposures."
This book is very nice. It provides a detailed overview about the field.
I'm using this book in the global advertising course I'm teaching as it offers interesting perspectives on how advertisements function in different contexts.
Ahmed Al-Rawi, Erasmus University Rotterdam
