Effective Advertising: Understanding When, How, and Why Advertising Works (Marketing for a New Century)

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Understanding Effective Advertising: How, When, and Why Advertising Works 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.

The first comprehensive book on advertising effectiveness, Understanding Effective Advertising reviews over 50 years of research in the fields of advertising, marketing, consumer behavior, and psychology. It covers all aspects of advertising and its effect on sales, including sales elasticity, carryover effects, content effects, and effects of frequency. Author Gerard J. Tellis distills three decades of academic and professional experience into one volume that successfully dismisses many popular myths about advertising.

Effective Advertising: Understanding When, How, and Why Advertising Works (Marketing for a New Century) Review

This book is full of extremely valuable information, but it's written in a very dense academic style. I wish the author had gotten a ghostwriter to help make it easy and enjoyable to read. It has far more meat than just about any advertising book I've read (and I've read a lot). What it lacks, ironically for a book about the business of communication, is the skill at communicating that. i.e. It's steak without the sizzle. What I would love the publishers to do for a second edition is: get a much better title, a much better cover (this one is appalling and boring), ask a good marketing/popular writer to make it palatable for the every day reader, and you might potentially have a hit on your hands. The content itself is first class.

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