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¹ С.N. Coffer, M.H. Appley, Motivation: Theory Research (New York: John Wiley & Sons, 1964).

² К. Levien, A Dynamic Theory of Personality (New York: McGraw-Hill, 1935), 88-91.

³ Barnaby J. Feder, «At Motorola, Quality is a Team Sport», New York Times, January 21, 1993, 15.

⁴ Meryl Gardner, Andrew Mitchell, J Edward Russo, «Strategy-Induced Low Involvement with Advertising», June 1982.

⁵ Richard Petty, John T. Cacioppo, «Issue Involvement as a Moderator of the Effects on Attitude Advertising Content and Context», в Advances in Consumer Research, изд. К.В. Monroe, том 8 (Ann Arbor, Mich.: Association for Consumer Research, 1981). 20-4; Richard Petty, John T. Cacioppo, Attitudes and Persuasion: Classic and Contemporary Approaches (Dubuque, Ia.: William Brown Co., 1983).

⁶ L. Festinger, A Theory of Cognitive Dissonance (Stanford, Calif.: Stanford University Press, 1957).

⁷ Feder, «At Motorola, Quality is a Team Sport», 15.

⁸ Susannah Baker, «College Cuisine Makes Mother Cringe», American Demographics (September 1991.): 10-11.

⁹ Henry Assael, Consumer Behavior and Marketing Action, 3-е изд (Boston Kent Publishing, 1987), 84.

¹⁰ R. Kelly, «The Search Component of the Consumer Decision Process — Theoretic Examination», в Marketing and the Science of Planning, изд С King (Chicago American Marketing Association, 1968), 273.

¹¹ James Bettman, An Information Processing Theory of Consumer Choice (Reading, Mass.: Addison-Wesley, 1979).

¹² Richard E. Petty, John T. Cacioppo, David Schumann, «Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement», Journal of Consumer Research 10 (September 1983 г.): 135-46.

¹³ F. H. Nothman, «The Influence of Response Conditions on Recognition Thresholds for Taboo Words», Journal of Abnormal and Social Psychology 65 (1962): 154—61.

¹⁴ Peter H. Webb, Michael L. Ray, «Effects of TV Clutter», Journal of Advertising Research 19 (June 1979): 7-12, Thomas J. Madden, Marc G. Weinberger, «The Effects of Humor on Attention in Magazine Advertising», Journal of Advertising 11, №3 (1982). 8-14; Michael A. Belch, Barbara E. Holgerson, George E. Belch, Jerry Koppman, «Psychophysiological and Cognitive Responses to Sex in Advertising», в Advances in Consumer Research, том 9, под ред. Andrew Mitchell (Pittsburgh: Association for Consumer Research, 1982), 424-7.

¹⁵ Junu Bryan Kim, «Generation X Gets Comfortable with Furnishing s, Housewares», Advertising Age, 10 January 1994, S-2.

¹⁶ Bruce G. Posner, «The Future of Marketing Is Looking at You», Fast Company (October-November 1996): 108-9.

¹⁷ William Keenan,Jr., «Surveys as a Sales Tool», Sales & Marketing Management (January 1996): 65.

¹⁸ Michael D. Hutt, Thomas W. Speh, Industrial Marketing Management (Chicago. Dryden Press, 1981), 15-6.

¹⁹ William A. Dempsey, «Vendor Selection and the Buying Process», Industrial Marketing Management 7, (1978): 257-67.

²⁰ Donald R. Lehman,John O'Shaughnessy, «Difference in Attribute Importance for Different Industrial Products», Journal of Marketing (April 1974): 36-42.

²¹ Stephanie Gruner, «Customer Relations: Image Building», Inc. Magazine, August 1996, 87.

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