Steven S. Posavac

Vanderbilt University - Marketing

E. Bronson Ingram Professor of Marketing

Nashville, TN 37203

United States

SCHOLARLY PAPERS

52

DOWNLOADS
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2,130

SSRN CITATIONS
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Top 36,764

in Total Papers Citations

5

CROSSREF CITATIONS

10

Scholarly Papers (52)

1.

Pre-Purchase Attribute Verifiability, Source Credibility, and Persuasion

Simon Business School Working Paper No. MS 99-01
Number of pages: 44 Posted: 24 Jan 2001
Shailendra Pratap Jain and Steven S. Posavac
University of Washington and Vanderbilt University - Marketing
Downloads 500 (55,340)

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The Effects of the Selective Consideration of Alternatives on Consumer Choice and Attitude-Decision Consistency

Number of pages: 38 Posted: 09 Apr 2002
Steven S. Posavac, David M. Sanbonmatsu and Edward A. Ho
Vanderbilt University - Marketing, University of Utah - Department of Psychology and University of Utah - Prometric Testing Center
Downloads 340 (87,145)

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The Effects of the Selective Consideration of Alternatives on Consumer Choice and Attitude-Decision Consistency

Journal of Consumer Psychology, Vol. 12, No. 3, pp. 203-213, 2002
Posted: 16 Aug 2011 Last Revised: 27 Nov 2012
Steven S. Posavac, David M. Sanbonmatsu and Edward A. Ho
Vanderbilt University - Marketing, University of Utah - Department of Psychology and University of Utah - Prometric Testing Center

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The Brand Positivity Effect: When Evaluation Confers Preference

Journal of Consumer Research, Vol. 31, pp. 643-651, 2004
Number of pages: 9 Posted: 14 Jan 2005
Vanderbilt University - Marketing, University of Utah - Department of Psychology, University of Cincinnati - Department of Marketing and Duke University - Fuqua School of Business
Downloads 312 (95,974)

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The Brand Positivity Effect: When Evaluation Confers Preference

Journal of Consumer Research, Inc., Vol. 31, December 2004
Posted: 17 Aug 2011
Vanderbilt University - Marketing, University of Utah - Department of Psychology, University of Cincinnati - Department of Marketing and Duke University - Fuqua School of Business

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Stating Preference for the Ethereal But Choosing the Concrete: How the Tangibility of Attributes Affects Attribute Weighting in Value Elicitation and Choice

Simon School of Business Working Paper No. FR 03-09
Number of pages: 29 Posted: 15 Apr 2003
Dan Horsky, Paul Nelson and Steven S. Posavac
Simon Graduate School of Business, University of Rochester, Simon School, University of Rochester and Vanderbilt University - Marketing
Downloads 263 (115,312)
Citation 4

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Stating Preference for the Ethereal but Choosing the Concrete: How the Tangibility of Attributes Affects Attribute Weighting in Value Elicitation and Choice

JOURNAL OF CONSUMER PSYCHOLOGY, Vol. 14, No. 1&2, pp. 132–140, 2004
Posted: 17 Aug 2011
Dan Horsky, Paul Nelson and Steven S. Posavac
Simon Graduate School of Business, University of Rochester, Simon School, University of Rochester and Vanderbilt University - Marketing

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5.

Toward a More Nuanced Understanding of the Statistical Properties of a Median Split

Journal of Consumer Psychology 25, 4 (2015) 652-665
Number of pages: 14 Posted: 22 Sep 2015 Last Revised: 19 Feb 2016
Vanderbilt University - Marketing, Vanderbilt University - Marketing, University of Cincinnati - Department of Marketing, Northwestern University - Integrated Marketing Communications Program and Rawls College of Business, Texas Tech University
Downloads 194 (156,105)
Citation 4

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Median split, Median-split, Dichotomization, Categorization

Overestimating the Importance of the Given Information in Multi Attribute Consumer Judgment

Simon School of Business Working Paper No. MS 01-02
Number of pages: 40 Posted: 09 Apr 2002
University of Utah - Department of Psychology, University of Cincinnati - Department of Marketing, University of Utah - Prometric Testing Center, Northwest Nazarene University - Business and Economics and Vanderbilt University - Marketing
Downloads 192 (157,490)
Citation 2

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Overestimating the Importance of the Given Information in Multi Attribute Consumer Judgment

Journal of Consumer Psychology, Forthcoming
Posted: 18 Jun 2003
Steven S. Posavac
Vanderbilt University - Marketing

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Overestimating the Importance of the Given Information in Multi-attribute Consumer Judgment

Journal of Consumer Psychology, Vol. 13, No. 3, pp. 289-300, 2003
Posted: 17 Aug 2011
University of Utah - Department of Psychology, University of Cincinnati - Department of Marketing, Northwest Nazarene University - Business and Economics, University of Utah - Prometric Testing Center and Vanderbilt University - Marketing

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7.

The Median Split: Robust, Refined, and Revived

Journal of Consumer Psychology 25, 4 (2015) 690-704
Number of pages: 15 Posted: 23 Sep 2015 Last Revised: 19 Feb 2016
Vanderbilt University - Marketing, Vanderbilt University - Marketing, University of Cincinnati - Department of Marketing, Northwestern University - Integrated Marketing Communications Program and Rawls College of Business, Texas Tech University
Downloads 125 (225,882)

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Median Split, Median-Split, Dichotomization, Categorization

Overbidding in Value Elicitation: When Consumers Report Inflated Reservation Prices, and What to Do About it

Simon School of Business Working Paper No. MS 99-02
Number of pages: 37 Posted: 13 Jan 2001
Steven S. Posavac
Vanderbilt University - Marketing
Downloads 74 (322,502)

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Overbidding in Value Elicitation: When Consumers Report Inflated Reservation Prices, and What to Do About it

Journal of Consumer Psychology, Vol. 11, No. 2, pp. 87-97, 2001
Posted: 17 Aug 2011
Steven S. Posavac
Vanderbilt University - Marketing

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9.

Gender, Risk Tolerance, and False Consensus in Asset Allocation Recommendations

Vanderbilt Owen Graduate School of Management Research Paper No. 3059896
Number of pages: 44 Posted: 27 Oct 2017
Nicolas P. B. Bollen and Steven S. Posavac
Vanderbilt University - Finance and Vanderbilt University - Marketing
Downloads 72 (324,011)
Citation 1

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Risk Tolerance, Gender, Asset Allocation

10.

How Attitudes Toward Product Categories Drive Individual Brand Attitudes and Choice

Vanderbilt Owen Graduate School of Management Research Paper No. 2595682
Number of pages: 31 Posted: 18 Apr 2015 Last Revised: 21 Apr 2015
Steven S. Posavac, David M. Sanbonmatsu, Joon Seo and Dawn Iacobucci
Vanderbilt University - Marketing, University of Utah - Department of Psychology, State University of New York (SUNY) at Brockport and Vanderbilt University - Marketing
Downloads 29 (472,090)

Abstract:

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attitudes, brand choice, product categories

11.

Why a Confirmation Strategy Dominates Psychological Science

PLOS ONE, Forthcoming, Vanderbilt Owen Graduate School of Management Research Paper No. 2663597
Number of pages: 28 Posted: 22 Sep 2015 Last Revised: 05 Nov 2015
University of Utah - Department of Psychology, Vanderbilt University - Marketing, University of Utah, University of Utah and University of Utah
Downloads 24 (498,713)

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12.

Adult Separation Anxiety Disorder Symptomology as a Risk Factor for Thin-Ideal Internalization: The Role of Self-Concept Clarity

Number of pages: 18 Posted: 04 Mar 2019
Steven S. Posavac and Heidi Posavac
Vanderbilt University - Marketing and Independent
Downloads 5 (614,817)

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body image, comorbidity, gender, health professionals, risk factors, self-concept, separation anxiety

13.

Adult Separation Anxiety Disorder Symptomology and Susceptibility to Marketing Persuasion

Journal of Social and Clinical Psychology, Vol. 36, No. 2, p. 158-169, 2017
Posted: 31 May 2017
Steven S. Posavac and Heidi Posavac
Vanderbilt University - Marketing and Independent

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Adult Separation Anxiety, Persuasion, Vulnerability

14.

Living with Terrorism or Withdrawing in Terror: Perceived Control and Consumer Avoidance

Journal of Consumer Behaviour, 14: 228–236 (2015)
Posted: 22 Sep 2015 Last Revised: 11 Mar 2016
Michal Herzenstein, Sharon Horsky and Steven S. Posavac
University of Delaware, Hebrew University of Jerusalem - Jerusalem School of Business Administration and Vanderbilt University - Marketing

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terrorism; choice; protection motivation theory; desire for control

15.

How Naïve Theories Drive Opposing Inferences from the Same Information

Journal of Consumer Research, Vol. 39, No. 6, 2013, Vanderbilt Owen Graduate School of Management Research Paper No. 2350488
Posted: 07 Nov 2013
Hélène Deval, Susan Mantel, Frank R. Kardes and Steven S. Posavac
Dalhousie University, Ball State University - Miller College of Business, University of Cincinnati - Department of Marketing and Vanderbilt University - Marketing

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16.

The Less the Public Knows the Better? The Effects of Increased Knowledge on Celebrity Evaluations

Basic and Applied Social Psychology, 34: pp. 499-507, 2012 Copyright Taylor & Francis Group, LLC, (ISSN: 0197-3533, print=1532-4834, online DOI: 10.1080/01973533.2012.728408), Vanderbilt Owen Graduate School of Management Research Paper No. 2313235
Posted: 21 Aug 2013 Last Revised: 04 Oct 2013
University of Utah - Department of Psychology, University of Utah, University of New Hampshire, University of Cincinnati - Department of Marketing and Vanderbilt University - Marketing

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17.

A Cueing Procedure to Control Impulsivity in Children with Attention Deficit Hyperactivity Disorder

BEHAVIOR MODIFICATION, Vol. 23, No. 2, pp. 234-253, April 1999
Posted: 18 Aug 2011
Steven S. Posavac
Vanderbilt University - Marketing

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18.

Consumer Inference: A Review of Processes, Bases, and Judgment Contexts

Journal of consumer psychology, Vol. 14, No. 3, pp. 230-256, 2004
Posted: 18 Aug 2011
Frank R. Kardes, Steven S. Posavac and Maria L. Cronley
University of Cincinnati - Department of Marketing, Vanderbilt University - Marketing and Miami University of Ohio - Richard T. Farmer School of Business Administration

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19.

The Role of Selective Information Processing in Price-Quality Inference

JOURNAL OF CONSUMER RESEARCH, Inc., Vol. 31, September 2004
Posted: 18 Aug 2011
University of Cincinnati - Department of Marketing, University of Cincinnati - Department of Marketing, Miami University of Ohio - Richard T. Farmer School of Business Administration and Vanderbilt University - Marketing

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20.

Valenced Comparisons

Journal of Marketing Research, Vol. XLI , pp. 46-58, February 2004
Posted: 18 Aug 2011
Shailendra Pratap Jain and Steven S. Posavac
University of Washington and Vanderbilt University - Marketing

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21.

The Multiple Roles of Attitudes in Decision Making

THE ROUTINES OF DECISION MAKING, Tilmann Betsch, Susanne Haberstroh, Psychology Press, Chapter 6, 2005
Posted: 18 Aug 2011
David M. Sanbonmatsu, Samuel Vanous and Steven S. Posavac
University of Utah - Department of Psychology, University of Utah and Vanderbilt University - Marketing

Abstract:

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attitudes, decision making

22.

Women’s Exposure to Thin-and-Beautiful Media Images: Body Image Effects of Media-Ideal Internalization and Impact-Reduction Interventions

Body Image, Vol. 2, pp. 74-80, 2005
Posted: 18 Aug 2011
Steven S. Posavac
Vanderbilt University - Marketing

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Body image dissatisfaction, Body image states, Media exposure effects, Thin-ideal internalization, Media literacy, Dissonance induction

23.

Using Implementation Intentions to Increase New Product Consumption: A Field Experiment

APPLYING SOCIAL COGNITION TO CONSUMER-FOCUSED STRATEGY, Frank R. Kardes, Paul Herr, Jacques Nantel, Lawrence Erlbaum Associates, Inc., Chapter 10, pp. 219-233, 2005
Posted: 18 Aug 2011
Frank R. Kardes, Maria L. Cronley and Steven S. Posavac
University of Cincinnati - Department of Marketing, Miami University of Ohio - Richard T. Farmer School of Business Administration and Vanderbilt University - Marketing

Abstract:

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new product, new product consumption, intentions

24.

A Selective Hypothesis Testing Perspective on Price-Quality Inference and Inference-Based Choice

JOURNAL OF CONSUMER PSYCHOLOGY, Vol. 15, No. 2, pp. 159-169, 2005
Posted: 18 Aug 2011
Miami University of Ohio - Richard T. Farmer School of Business Administration, Vanderbilt University - Marketing, affiliation not provided to SSRN, University of Cincinnati - Department of Marketing and University of Cincinnati - Department of Marketing

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25.

Blissful Insularity: When Brands are Judged in Isolation from Competitors

Marketing Letters, Vol. 16:2, pp. 87-97, 2005
Posted: 18 Aug 2011
Vanderbilt University - Marketing, University of Cincinnati - Department of Marketing, University of Utah - Department of Psychology and Duke University - Fuqua School of Business

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brand judgment, decision making, expertise

26.

Information Search in the Testing of Quantified Hypotheses: How 'All,' 'Most,' 'Some,' 'Few,' and 'None' Hypotheses are Tested

PSPB, Vol. 31, No. 2, pp. 254-266, February 2005
Posted: 18 Aug 2011
University of Utah - Department of Psychology, Vanderbilt University - Marketing, University of Utah and University of Utah - Prometric Testing Center

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27.

Implications of Selective Processing for Marketing Managers

APPLYING SCOIAL COGNITION TO CONSUMER-FOCUSED STRATEGY, Chapter 2, pp. 37-51, Frank R. Kardes, Paul Herr, Jacques Nantel, eds., Psychology Press, 2005
Posted: 18 Aug 2011
Vanderbilt University - Marketing, Duke University - Fuqua School of Business, University of Cincinnati - Department of Marketing and University of Utah - Department of Psychology

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28.

Debiasing Omission Neglect

Journal of Business Research, Vol. 59, pp. 786-792, 2006
Posted: 18 Aug 2011
University of Cincinnati - Department of Marketing, Vanderbilt University - Marketing, affiliation not provided to SSRN, Miami University of Ohio - Richard T. Farmer School of Business Administration, University of Utah - Department of Psychology, affiliation not provided to SSRN and affiliation not provided to SSRN

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Judgment, Product evaluation, Missing information, Debiasing

29.

Selective Assessment and Positivity Bias in Environmental Valuation

Journal of Experimental Psychology: Applied, Vol. 12, No. 1, pp. 43-49, 2006
Posted: 18 Aug 2011
Steven S. Posavac, Shailendra Pratap Jain and Maria L. Cronley
Vanderbilt University - Marketing, University of Washington and Miami University of Ohio - Richard T. Farmer School of Business Administration

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30.

The Deautomatization of Accessible Attitudes

Journal of Experimental Social Psychology, Vol. 43, pp. 365-378, 2007
Posted: 18 Aug 2011
University of Utah - Department of Psychology, Vanderbilt University - Marketing, University of Utah, University of Utah - Prometric Testing Center and Ohio State University (OSU)

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Deautomatization, Automatic attitude activation, Attitude functions

31.

Adoption of New and Really New Products: The Effects of Self-Regulation Systems and Risk Salience

Journal of Marketing Research, Vol. XLIV , No. 251, pp. 251-260, May, 2007
Posted: 18 Aug 2011
Michal Herzenstein and Steven S. Posavac
University of Delaware and Vanderbilt University - Marketing

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32.

Consumer Inference

HANDBOOK OF CONSUMER PSYCHOLOGY, Chapter 6, Curtis P. Haugtvedt, Paul Herr, Frank R. Kardes, eds., CRC Press, 2008
Posted: 18 Aug 2011
Frank R. Kardes, Steven S. Posavac, Maria L. Cronley and Paul Herr
University of Cincinnati - Department of Marketing, Vanderbilt University - Marketing, Miami University of Ohio - Richard T. Farmer School of Business Administration and affiliation not provided to SSRN

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33.

On Values and Phenomenology

Journal of Consumer Psychology, Vol. 19, pp. 574-578, 2009
Posted: 18 Aug 2011
Steven S. Posavac
Vanderbilt University - Marketing

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34.

On Assuaging Positive Bias in Environmental Value Elicitation

Journal of Economic Psychology, Vol. 30, pp. 482-489, 2009
Posted: 18 Aug 2011
Steven S. Posavac, Maria L. Cronley and Shailendra Pratap Jain
Vanderbilt University - Marketing, Miami University of Ohio - Richard T. Farmer School of Business Administration and University of Washington

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35.

Profits and Halos: The Role of Firm Profitability Information in Consumer Inference

Journal of Consumer Psychology, Vol. 20, pp. 327-337, 2010
Posted: 18 Aug 2011
Vanderbilt University - Marketing, University of Delaware, University of Cincinnati - Department of Marketing and affiliation not provided to SSRN

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Inference, Advertising effectiveness, Behavioral decision making

36.

The Effects of Selective Hypothesis Testing on Gambling

Journal of Experimental Psychology: Applied, Vol. 3, No. 2, pp. 126-142, 1997
Posted: 17 Aug 2011
Bryan Gibson, David M. Sanbonmatsu and Steven S. Posavac
Department of Psychology, University of Utah - Department of Psychology and Vanderbilt University - Marketing

Abstract:

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37.

The Subjective Beliefs Underlying Probability Overestimation

Journal of Experimental Social Psychology, Vol. 33, pp. 276-295, 1997
Posted: 17 Aug 2011
David M. Sanbonmatsu and Steven S. Posavac
University of Utah - Department of Psychology and Vanderbilt University - Marketing

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38.

Contextual Influences on Judgment Based on Limited Information

Organizational Behavior and Human Decision Processes, Vol. 69, No. 3, pp. 251–264, March 1997
Posted: 17 Aug 2011
University of Utah - Department of Psychology, University of Cincinnati - Department of Marketing, Vanderbilt University - Marketing and Northwest Nazarene University - Business and Economics

Abstract:

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39.

Considering the Best Choice: Effects of the Salience and Accessibility of Alternatives on Attitude-Decision Consistency

Journal of Personality and Social Psychology, Vol. 72, No. 2, pp. 253-261, 1997
Posted: 17 Aug 2011
Steven S. Posavac, David M. Sanbonmatsu and Russell H. Fazio
Vanderbilt University - Marketing, University of Utah - Department of Psychology and Ohio State University (OSU)

Abstract:

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40.

The Role of Conversational Norms and Sensitivity to Omissions in Judgment Basel On Limited Evidence

Advances in Conswner Research, Vol. 25, 1998
Posted: 17 Aug 2011
Northwest Nazarene University - Business and Economics, University of Cincinnati - Department of Marketing, University of Utah - Department of Psychology, University of Utah - Prometric Testing Center and Vanderbilt University - Marketing

Abstract:

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41.

Strategic Overbidding in Contingent Valuation: Stated Economic Value of Public Goods Varies According to Consumers Expectations of Funding Source

Journal of Economic Psychology, Vol. 19, pp. 205-214, 1998
Posted: 17 Aug 2011
Steven S. Posavac
Vanderbilt University - Marketing

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42.

Selective Hypothesis Testing

Psychonomic Bulletin & Review, Vol. 5, No. 2, pp. 197-220, 1998
Posted: 17 Aug 2011
David M. Sanbonmatsu, Steven S. Posavac and Frank R. Kardes
University of Utah - Department of Psychology, Vanderbilt University - Marketing and University of Cincinnati - Department of Marketing

Abstract:

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43.

Exposure to Media Images of Female Attractiveness and Concern with Body Weight Among Young Women

Sex Roles‚ Vol. 38‚ No. 3/4‚ 1998
Posted: 17 Aug 2011
Steven S. Posavac
Vanderbilt University - Marketing

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44.

Broadening the Conditions for Illusory Correlation Formation: Implications for Judging Minority Groups

Basic and Applied Social Psychology, Vol. 21, No. 4, pp. 263-279, 1999
Posted: 17 Aug 2011
Sharon Shavitt, David M. Sanbonmatsu and Steven S. Posavac
University of Illinois at Urbana-Champaign - Department of Business Administration, University of Utah - Department of Psychology and Vanderbilt University - Marketing

Abstract:

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45.

The Effects of Strengthening Category-Brand Associations on Consideration Set Composition and Purchase Intent in Memory-Based Choice

Advances in Consumer Research, Vol. 28, 2001
Posted: 17 Aug 2011
Steven S. Posavac, David M. Sanbonmatsu and Frank R. Kardes
Vanderbilt University - Marketing, University of Utah - Department of Psychology and University of Cincinnati - Department of Marketing

Abstract:

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46.

Prepurchase Attribute Verifiability, Source Credibility, and Persuasion

Journal of Consumer Psychology, Vol. 11, No. 3, pp. 169–180, 2001
Posted: 17 Aug 2011
Shailendra Pratap Jain and Steven S. Posavac
University of Washington and Vanderbilt University - Marketing

Abstract:

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47.

Predictors of Women's Concern with Body Weight: The Roles of Perceived Self-Media Ideal Discrepancies and Self-Esteem

Eating Disorders, Vol. 10, pp. 153-160, 2002
Posted: 17 Aug 2011
Steven S. Posavac
Vanderbilt University - Marketing

Abstract:

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48.

The Role of Decision Importance and the Salience of Alternatives in Determining the Consistency Between Consumers’ Attitudes and Decisions

Marketing Letters, Vol. 14, No. 1, pp. 47–57, 2003
Posted: 17 Aug 2011
Steven S. Posavac, Michal Herzenstein and David M. Sanbonmatsu
Vanderbilt University - Marketing, University of Delaware and University of Utah - Department of Psychology

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attitude-decision consistency, memory, generation of alternatives

49.

How Consumers’ Attitudes toward Direct-to-Consumer Advertising of Prescription Drugs Influence and Effectiveness, and Consumer and Physician Behavior

Marketing Letters, Vol. 15, No. 4, pp. 201-212, 2004
Posted: 17 Aug 2011
Michal Herzenstein, Sanjog Misra and Steven S. Posavac
University of Delaware, University of Chicago - Booth School of Business and Vanderbilt University - Marketing

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direct-to-consumer advertising, consumer behavior

50.

Focus Induced Tunnel Vision in Managerial Judgment and Decision Making: The Peril and the Antidote

Organizational Behavior and Human Decision Processes, Vol. 113, pp. 102-111, 2010
Posted: 17 Aug 2011
Steven S. Posavac and Frank R. Kardes
Vanderbilt University - Marketing and University of Cincinnati - Department of Marketing

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Managerial decision making, Information processing, Decision bias, Selective Hypothesis Testing

51.

Reducing the Impact of Media Images on Women at Risk for Body Image Disturbance: Three Targeted Interventions

Journal of Social and Clinical Psychology, Vol. 20, No. 3, pp. 324-340, 2001
Posted: 16 Aug 2011 Last Revised: 27 Nov 2012
Steven S. Posavac
Vanderbilt University - Marketing

Abstract:

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52.

Consumer Psychology

ENCYCLOPEDIA OF HUMAN BEHAVIOR, V. S. Ramachandran, ed., Elsevier, 2011
Posted: 05 Aug 2011 Last Revised: 20 Nov 2012
Steve Hoeffler, Frank R. Kardes and Steven S. Posavac
Vanderbilt University - Marketing, University of Cincinnati - Department of Marketing and Vanderbilt University - Marketing

Abstract:

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advertising, attitudes, branding, consumption, decision making, information processing, judgment, marketing, organizational behavior, persuasion