Richard Elliott

Larry Percy

Richard H. Elliott

John R. Rossiter

A comprehensive book covering all areas of integrated marketing communications and combining rigorous empirical research with a wider perspective on the social and cultural aspects of advertising. Percy and Elliott deal with advertising from a strategic rather than simply a descriptive standpoint, starting out with a broad look at what advertising is meant to do and then explaining what it takes to develop effective advertising and promotion. The book contains numerous examples of successful advertising images alongside accompanying commentary to illustrate what goes into making an effective advertisement. Case studies are used to illustrate the application of the various theories discussed and each chapter concludes with a number of empirical exercises and a range of discussion and essay questions.

Strategic Advertising Management

This edition of this bestselling advertising and promotion management text contains a wealth of radically new material, although it is still based on the highly-regarded Rossiter and Percy framework. It is primarily aimed at students at the MBA level who are taking courses in advertising management or marketing communications, rather than undergraduates taking descriptive courses in advertising. Although much of the coverage is radically new, the text is based upon the highly-regarded Rossiter-Percy framework for advertising communications and promotion management introduced in the first edition in 1987. The new name for the revision reflects the integration of mainstream advertising with corporate communications, direct response advertising, and promotions. A completely new section, Part 5, covers integrated communications strategy. Part 6 on Media Strategy has been expanded to incorporate both traditional advertising media and the new media. A broader perspective has been taken throughout the new edition, with more emphasis on corporate communications and business products and services in addition to the traditional focus on consumer packaged goods.

Advertising Communications and Promotion Management

This book proposes a revolutionary new theory of construct measurement – called C-OAR-SE – for the social sciences. The acronym is derived from the following key elements: construct definition; object representation; attribute classification; rater entity identification; selection of item type; enumeration and scoring. The new theory is applicable to the design of measures of constructs in: • Management • Marketing • Information Systems • Organizational Behavior • Psychology • Sociology C-OAR-SE is a rationally rather than empirically-based theory and procedure. It can be used for designing measures of the most complex and also the most basic constructs that we use in social science research. C-OAR-SE is a radical alternative to the traditional empirically-based psychometric approach, and a considerable amount of the book’s content is devoted to demonstrating why the psychometric approach does not produce valid measures. The book argues that the psychometric approach has resulted in many misleading findings in the social sciences and has led to erroneous acceptance – or rejection – of many of our main theories and hypotheses, and that the C-OAR-SE approach to measurement would correct this massive problem. The main purpose of this book is to introduce and explain C-OAR-SE construct measurement theory in a way that will be understood by all social science researchers and that can be applied to designing new, more valid measures. Featuring numerous examples, practical applications, end-of-chapter questions, and appendices, the book will serve as an essential resource for students and professional researcher alike.

John R. Rossiter

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