Psychology and Motivation Research in Advertising  [index]

Balmer, Edwin.  The Science of Advertising.  Chicago: Wallace Press, 1909.

Casson, Herbert N.  Ads and Sales: A Study of Advertising and Selling from the Standpoint of the New Principles of Scientific Management.  Chicago: McClurg, 1911.

Curti, Merle. "The Changing Concept of Human Nature in the Literature of American Advertising." Business History Review 41 (Winter 1967): 335-357.

Dichter, Ernst.  Getting Motivated: The Secret Behind Individual Motivations by the Man Who Was Not Afraid to Ask Why.  New York: Pergamon Press, 1979.

Donovan, H. M.  Advertising Response: A Research into Influences That Increase Sales.  Philadelphia: Lippincott, 1924.

French, George.  The Art and Science of Advertising.  Boston: Sherman, French, 1909.

Gitre, Edward J. K.  “Importing Freud: First-Wave Psychoanalysis, Interwar Social Sciences, and the Interdisciplinary Foundations of an American Social Theory.” Journal of the History of the Behavioral Sciences 46 (Summer 2010): 239–262.

Hattwick, Melvin S.  How to Use Psychology for Better Advertising.  New York: Prentice Hall, 1950.

Hopkins, Claude C. Scientific Advertising.  New York: H.B. Moore, 1923.

Horowitz, Daniel.  "The Emigre as Celebrant of American Consumer Culture: George Katona and Ernest Dichter" in Getting and Spending: European and American Consumer Societies in the Twentieth Century, Susan Strasser, et.al., eds.  New York: Cambridge University Press, 1998.

Kreshel, Peggy J.  “Advertising Research in the Pre-Depression Years: A Cultural History.”  Journal of Current Issues and Research in Advertising 15 (Spring 1993): 59-75.

Kuna, David P.  "The Psychology of Advertising, 1896-1916." Ph.D. dissertation, University of New Hampshire, 1976.

Leach, Eugene E.  "Mastering the Crowd: Collective Behavior and Mass Society in American Social Thought, 1917-1939."  American Studies 27 (1986): 99-114.

Link, Henry C.  New Psychology of Selling and Advertising.  New York: Macmillan, 1932.

Lucas, Darrell B., and Steuart Henderson Britt.  Advertising Psychology and Research: An Introductory Book.  New York: McGraw-Hill, 1950.

Lynch, Edmund C.  “Walter Dill Scott: Pioneering Industrial Psychologist.”  Business History Review 42 (Summer 1968): 149-170.

Martineau, Pierre.  Motivation in Advertising: Motives that Make People Buy.  New York: McGraw-Hill, 1957.

McMahon, A. Michael.  "An American Courtship: Psychologists and Advertising Theory in the Progressive Era." American Studies 13 (1972): 5-18.

Newman, Joseph W.  Motivation Research and Marketing Management.  Cambridge: Harvard University Press, 1957.

Pettit, Michael.  The Science of Deception: Psychology and Commerce in America.  New York: Oxford University Press, 2013.

Poffenberger, Albert T.  Psychology in Advertising.  New York: A.W. Shaw, 1925.

Samuel, Lawrence R.  Freud on Madison Avenue: Motivation Research and Subliminal Advertising in America.  Philadelphia: University of Pennsylvania Press, 2010.

Scott, Walter Dill.  The Psychology of Advertising.  Boston: Small, Maynard, 1908.

Smith, George H.  Motivation Research in Advertising and Marketing.  New York: McGraw-Hill, 1954.

Socolow, Michael J.  "Psyche and Society: Radio Advertising and Social Psychology in America, 1923-1936."  Historical Journal of Film, Radio, and Television 24 (October 2004): 517-534.

Strong, Edward K.  The Psychology of Selling and Advertising.  New York: McGraw Hill, 1925.

Wells, Coleman Harwell.  “Remapping America: Market Research and American Society, 1900-1940.”  PhD dissertation, University of Virginia, 1999.