Глава 2. Лучшие продавцы – паника и паранойя

1. Report: U.S. Hand Sanitizers Market to Exceed $402M by 2015 / Occupational Health and Safety. – 2010. – June 14. – URL: http://ohsonline.com/articles/2010/06/14/us-hand-sanitizers-market-will-grasp-millions.aspx.

2. Todd Susan. Hand Sanitizer Brings Big Profit for Johnson and Johnson // Star-Ledger. – 2010. – February 14. – URL: www.nj.com/business/index.ssf/2010/02/hand_sanitizer_brings_big_prof_.htm.

3. Alazraki Melly. Swine Flu Lifts Sales of Purell Sanitizer, Clorox Wipes, Other Consumer Products / Daily Finance. – 2009. – November 5; http://www.dailyfinance.com/story/company-news/swine-flu-boosts-sales-of-purrell-santizer-clorox-wipes-other/19222737/.

4. См. страницу Know the Facts на сайте компании Purell: URL: http://www.purell.com/page.jhtml?id=/purell/include/facts.inc.

5. Whitehead Jennifer. UK Brands Lag Behind US Counterparts in Response to Swine Flu // Brand Republic. – 2009. – April 30. – URL: http://www.brandrepublic.com/bulletin/brandrepublicnewsbulletin/article/902174/UK-brands-lag-behind-US-counterparts-response-swine-flu/?DCMP=EMC-DailyNewsBulletin.

6. См. URL: http://www.kleenex.com/FacialTissues.aspx.

7. Marketers Already Aiming at Swine Flu Ads // Radio Broadcast News. – 2009. – April 30. – URL: http: www.rbr.com/media-news/advertising/14311.html.

8. См. URL: http://www.restockit.com.

9. Starling Shane. Kellogg’s Settles Rice Krispies Immunity Claims Dispute // Nutra Ingredients USA. – 2010. – January 5. – http://www.nutraingredients-usa.com/Regulation/Kellogg-s-settles-Rice-Krispies-immunity-claims-dispute.

10. Пресс-релиз Kellogg Company от 3 ноября 2009 г.; URL: http://www.reuters.com/article/pressRelease/idUS199098+04-Nov-2009+PRN20091104.

11. См. URL: http://www.safeeggs.com.

12. Hougland Mandy. Forecast Calls for Sales / Retailing Today. – 2007. – October/ November. – URL: http://www.wxtrends.com/files/retailnews15.pdf.

13. Wal-Mart Praised for Hurricane Katrina Response Efforts // NewsMax. – 2005. – September 2. – URL: http://archive.newsmax.com/archives/ic/2005/9/6/164525.shtml.

14. Read Max. Americans: Afraid of Freemasons, Canada, Alex Rodriguez / Gawker. – 2010. – March 24. – URL: http://gawker.com/5500661/americans-afraid-of-freemasons-canada-alex-rodriguez.

15. Keim Brandon. That Nearly Scared Me to Death! Let’s Do It Again // Wired. – 2007. – October 31. – URL: http://www.wired.com/science/discoveries/news/2007/10/fear_neurology.

16. Dzierzak Lou. Factoring Fear: What Scares Us and Why / Scientific American. – 2008. – October 27. – URL: http://www.scientificamerican.com/article.cfm?id=factoring-fear-what-scares.

17. The Four-Letter Word in Advertising: Fear / Ai InSite. – 2010. – January 27. – URL: http://www.insite.artinstitutes.edu/the-fourletter-word-in-advertising-fear-20072.aspx.

18. Dzierzak Lou. Factoring Fear: What Scares Us and Why / Scientific American. – 2008. – October 27. – URL: http://www.scientificamerican.com/article.cfm?id=factoring-fear-what-scares.

19. Begley Sharon. The Roots of Fear // Newsweek. – 2007. – December 24.

20. Ibid.

21. Political Fear Mongering and Why It Works / Daily Kos. – 2010. – October 24. – URL: http://www.dailykos.com/story/2010/10/24/75819/005.

22. White Kim. Putting the Fear Back into Fear Appeals: The Extended Parallel Process Model / Communication Monographs 59 (December 1992): 329–349. – URL: https://www.msu.edu/~wittek/fearback.htm.

23. Реклама зубной щетки Aquafresh 1994 года; URL: http://www.youtube.com/watch?v=V42QI4r8fWU.

24. Fear Is Stronger Than Hope for Worriers Trying to Get Fit, Says Researchers / press release, University of Bath. – 2007. – November 27. – URL: http://www.bath.ac.uk/news/2007/11/27/gym-fear.html.

25. Copeland Libby. The Cure for Your Fugly Armpits // Slate. – 2011. – April 14. – URL: http://www.slate.com/id/2291205/.

26. Klara Robert. Caution: Fear Mongering May Be Hazardous to Your Brand // Brandweek. – 2009. – December 9. – URL: http://www.brandweek.com/bw/content_display/current-issue/e3i75b60f5d014806b03410001d22a9e74e.

27. Thomaselli Rich. Fear Factor Gets Brink’s Buzz – and a Sales Boost // AdAge. – 2009. – April 13. URL: http://adage.com/article?article_id=135944.

28. Saturday Night Live (сезон 35, эпизод 17); URL: http://www.hulu.com/watch/134720/saturday-night-live-broadview-security.

29. I Want More Time, Saddest Commercial Ever. – URL: http://www.youtube.com/watch?v=UvYb4BLIAQw.

30. Passyn Kirsten A., Sujan Mita. Self– Accountability Emotions and Fear Appeals: Motivating Behavior // Journal of Consumer Research. – 2006. – March.

31. Macrae Fiona. From Cheating Golfers to MPs on the Fiddle: Why Men Really Do Feel Less Guilt Than Women // Daily Mail. – 2010. – January 27.

32. Sells Peter, Gonzalez Sierra. The Language of Advertising / Unit 7: Words and Phrases Used in Advertising. – URL: http://www.stanford.edu/class/linguist34/.

33. Gagnon Marc-André, Lexchin Joel. The Cost of Pushing Pills: A New Estimate of Pharmaceutical Promotion Expenditures in the United States // PLoS Medicine. – 2008. – January 3.

34. Method Products, Cleaning and Growing! // EcoSherpa. – 2006. —October 17. – URL:www.ecosherpa.com/uncategorized/method-products-cleaning-and-growing/.

Глава 3. Не могу сказать «прощай»

1. Stone Brad. Breakfast Can Wait. The Day’s First Stop Is Online / New York Times. – 2009. – August 9.

2. Ibid.

3. DuBois Shelley. How Pepsi’s Crowd-Sourced Ads Beat the Super Bowl Beer Spots // Fortune. – 2011. – February 10.

4. Shopaholic Granny Stole More Than £ 150,000 from Her Employers to Fund an Addiction // London Evening Standard. – 2007. – May 6. – URL: http://www.thisislondon.co.uk/news/article-23399529-shopaholic-granny-stole-150000-to-feed-her-addiction.do.

5. Clark Amy S. Shopping Addiction: A Serious Problem // CBS Evening News. – 2006. – December 9. – URL: http://www.cbsnews.com/stories/2006/12/09/eveningnews/main2243936.shtml.

6. См. URL: http://www.merriam-webster.com/medical/addiction.

7. Pazarlis Pandelis, Katsigiannopoulos Konstantinos, Papazisis Georgios, Bolimou Stavroula, Garyfallos Georgios. Compulsive Buying: A Review / Annals of General Psychiatry 7 (2008) (Supp. 1): S273.

8. Compulsive Shopping and Spending Disorders: The Next Frontier of Addiction Treatment! / Shulman Center for Compulsive Theft & Spending. – 2007. – February 28. – URL: http://blog.theshulmancenter.com/2007/02/28/compulsive-shopping-and-spending-disorders-the-next-frontier-of-addiction-treatment.aspx.

9. Estimated Prevalence of Compulsive Buying Behavior in the United States // Koran Lorrin M., M.D., Faber Ronald J., Ph. D., Aboujaoude Elias, M.A., M.D., Large Michael D., Ph.D., Serpe Richard T., Ph.D. American Journal of Psychiatry. – 2006. – October. – 163:1806–12; doi: 10.1176/appi.ajp.163.10.1806.

10. New Test Identifies Shopaholics // United Press International. – 2008. – September 16. – URL: http://www.upi.com/Health_News/2008/09/16/New_test_identifies_shopaholics/UPI-71811221540181/.

11. Ibid.

12. Ibid.

13. Shopaholics Are Addicted to Attention, German Researchers Find // Deutsche Welle. – 2008. – January 8. – URL: http://www.dw-world.de/dw/article/0,2144,3530317,00.html.

14. Hawes Jennifer Berry Researchers Hunt Biological Sources of Drug Cravings. – URL: http://research.musc.edu/news/kalivas.html.

15. Klein Sarah. Fatty Foods May Cause Cocaine-Like Addiction // CNN.com. – 2010. – March 30. – http://www.cnn.com/2010/HEALTH/03/28/fatty.foods.brain/index.html.

16. Johnson Paul M., Kenny Paul J. Dopamine D2 Receptors in Addiction-Like Reward Dysfunction and Compulsive Eating in Obese Rats / Nature Neuroscience 13 (2010): 635–641.

17. Bellisleb France. Effects of Monosodium Glutamate on Human Food Palatability / Annals of the New York Academy of Sciences 855 (1998): 438–441. – URL: http://onlinelibrary.wiley.com/doi/10.1111/j.1749–6632.1998.tb10603.x/abstract.

18. Bell Shannon. Red Bull Cola Cocaine Report in Germany // Rightpundits.com. – 2009. – May 25. – URL: http://www.rightpundits.com/?p=3985.

19. Victory Joy. Studying the Sweet Tooth / ABC News. – 2006. – May 25. – URL: http://abcnews.go.com/Health/Diet/story?id=2001298&page=1.

20. Avena Nicole M., Rada Pedro, Hoebel Bartley G. Evidence for Sugar Addiction: Behavioral and Neurochemical Effects of Intermittent, Excessive Sugar Intake / Neuroscience Biobehavioral Review 32. – 2008. – № 1. – P. 20–39. – URL: http://www.ncbi.nlm.nih.gov/pmc/articles/PMC2235907/?tool=pmcentrez.

21. Ibid.

22. What Is Lip Balm Addiction? // WiseGeek. – URL: http://www.wisegeek.com/what-is-lip-balm-addiction.htm.

23. Are You Addicted to Lip Balm? / Beautiful with Brains. – 2009. – June 30. – URL: http://www.beautifulwithbrains.com/2009/06/30/are-you-addicted-to-lip-balm/.

24. Boy’s Daily 15-hour Xbox Habit // The Sun. – 2010. – August 25. – URL: http://www.thesun.co.uk/sol/homepage/news/3111299/Boys-daily-15-hour-Xbox-habit.html#ixzz12x4kfqX5.

25. Quartermaine Braden. Stress over Teen’s ‘Addiction // Sunday Times. – 2007. – July 13. – URL: http://www.perthnow.com.au/news/western-australia/stress-over-teens-addiction/story-e6frg13u-1111113958526.

26. Пресс-релиз NPD Group. Extreme Gamers Spend Two Full Days per Week Playing Video Games от 27 мая 2010 г.; URL: http://www.npd.com/press/releases/press_100527b.html.

27. Video Game Addiction: Is It Real? / Harris Interactive Online. – 2007. – April 2. – URL: http://www.harrisinteractive.com/NEWS/allnewsbydate.asp?NewsID=119.

28. Panel on Game Addiction // International Game Developers Association, Austin сhapter. – 2003. – January. – URL: http://archives.igda.org/articles/austin_addiction.php.

29. Landau Elizabeth. In Gambling, Brain Explains Attraction of Near-Misses // CNN Health. – 2010. – May 7. – URL: http://www.pagingdrgupta.blogs.cnn.com/2010/05/07/in-gambling-brain-explains-attraction-of-near-misses/.

30. Friedman Jeffrey C. Understanding, Assessing and Treating Online Role– Playing Game Addiction // Counselor. – 2010. – May 27. – URL: http://www.counselormagazine.com/feature-articles-mainmenu-63/113-video-game-addiction.

31. Gaming Addiction: An Epidemic for a Growing Technological Generation // Everything Addiction. – 2010. – April 10. – URL: http://www.everythingaddiction.com/addiction/video-game/gaming-addiction-an-epidemic-for-a-growing-technological-generation/.

32. Olson Elizabeth. For Farmville Players, a Crop from a Real Organic Farm // New York Times. – 2010. – July 14. – URL: http://www.nytimes.com/2010/07/15/business/media/15adco.html.

33. DICE 2010, “Design Outside the Box” Presentation; URL: http://g4tv.com/videos/44277/DICE-2010-Design-Outside-the-Box-Presentation/.

34. Kafka Peter. Facebook, Farmville Now Wasting a Third of Your Web Time // All Things Digital. – 2010. – August 2. – URL: http://mediamemo.allthingsd.com/20100802/facebook-farmville-now-wasting-a-third-of-your-web-time/.

35. Morrissey Bryan. Zynga Offering ‘On Game’ Ads // Brandweek. – 2010. – May 3. – URL: http://www.brandweek.com/bw/content_display/news-and-features/digital/e3ie1921c607ec2b9abf2c8f961922a11b3.

36. Olson Elizabeth. For Farmville Players, a Crop from a Real Organic Farm // New York Times. – 2010. – July 14. – URL: http://www.nytimes.com/2010/07/15/business/media/15adco.html.

37. Fletcher Dan. How Facebook Is Redefining Privacy // Time. – 2010. – May 20.

38. Oliver Simone S. Who Elected Me Ìàyor? I Did // New York Times. – 2010. – August 18. – URL: www.nytimes.com/2010/08/19/fashion/19foursquare.html).

39. Ibid.

40. Lolley Sarah. Shopping Sample Sales… Recessionista Style // Pittsburgh Post-Gazette. – 2010. – March 28. – URL: http://www.post-gazette.com/pg/10087/1045669-314.stm.

41. Dougherty Heather. Weekly Share of Market Visits – Online Sample Sales // Hitwise. – 2009. – June 12. URL: http://weblogs.hitwise.com/heather-dougherty/2009/06/online_sample_sales_1.html.

42. McMahan Ty. Groupon: Deals for Members, but What About the Investors? // Wall Street Journal Venture Capital Dispatch. – 2010. – May 27. – URL: http://blogs.wsj.com/venturecapital/2010/05/27/groupon-deals-for-members-but-what-about-the-investors/.

43. Leher Jonah. Swoopo // The Frontal Cortext. – 2009. – July 10. – URL: http://scienceblogs.com/cortex/2009/07/swoopo.php.

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