Communication Studies 395-0: Topics in Communication Studies
Section 22: Advanced Theories of Persuasion

meeting concurrently with

Communication Studies 525-0: Seminar: Problems in Communication Studies
Section 23: Advanced Theories of Persuasion
Spring 2007

Readings for Monday 14 May

18. Subliminal stimuli and processes in persuasion (2): subliminal visual stimuli in advertising

DeFleur, M. L., & Petranoff, R. M. (1959). A televised test of subliminal persuasion. Public Opinion Quarterly, 23, 168‑180. [online via NU]

Smith, K. H., & Rogers, M. (1994). Effectiveness of subliminal messages in television commercials: Two experiments. Journal of Applied Psychology, 79, 866-874. [online via NU]

For further reading:

Hawkins, D. (1970). The effects of subliminal stimulation on drive level and brand preference. Journal of Marketing Research, 7, 322‑326.

George, S. G., & Jennings, L. B. (1975). Effect of subliminal stimuli on consumer behavior: Negative evidence. Perceptual and Motor Skills, 41, 847-854.

Caccavale, J. G., Wanty, T. C., III, & Edell, J. A. (1981). Subliminal implants in advertisements: An experiment. Advances in Consumer Research, 9, 418‑423.

19. Subliminal stimuli and processes in persuasion (3): some reviews and general discussions

Moore, T. E. (1988). The case against subliminal manipulation. Psychology and Marketing, 5, 297-316. [online via NU]

For further reading:

Pratkanis, A. R., & Greenwald, A. G. (1988). Recent perspectives on unconscious processing: Still no marketing applications. Psychology and Marketing, 5, 337-353.

Synodinos, N. E. (1988). Review and appraisal of subliminal perception within the context of signal detection theory. Psychology and Marketing, 5, 317-336.

Bornstein, R. F. (1989). Subliminal techniques as propaganda tools: Review and critique. Journal of Mind and Behavior, 10, 231-262.

Pratkanis, A. R. (1992). The cargo-cult science of subliminal persuasion. Skeptical Inquirer, 16, 260-272.

Rogers, S. (1993). How a publicity blitz created the myth of subliminal advertising. Public Relations Quarterly, 37(4), 12-17.

Brannon, L. A., & Brock, T. C. (1994). The subliminal persuasion controversy: Reality, enduring fable, and Polonius's weasel. In S. Shavitt & T. C. Brock (Eds.), Persuasion: Psychological insights and perspectives (pp. 279-293). Boston: Allyn and Bacon.

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