INDEX

Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking a link to get to the indexed material.

        A

Action, 12, 45, 155–156

Adler, Alfred, 161

Advertising:

    authority in, 129

    benefits in, 148–149

    exposure to and recall for, 151

    inoculation theory in, 24

    length-implies-strength heuristic in, 183–184

    message organization in, 157–158

    repetition in, 172

    sales vs., 88

    testimonials in, 52–53, 58

    transtheoretical model in, 46–47

Advertising psychology, 3

Affirmation generators, 65, 92

Affirmation of decision, 166

Age of Propaganda (Anthony Pratkanis and Elliot Aronson), 61

AIDPA ...

Get BrainScripts for Sales Success: 21 Hidden Principles of Consumer Psychology for Winning New Customers now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.

Start your free trial