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5.6: Conclusion and Works Cited

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    Conclusion

    Esoteric messages via color, music, sound, smell, and typography rarely constitute the substance of a persuasive message, but by appealing to our senses of sight, taste, hearing and smell, these unusual messages add dimension and association to more conventional persuasive messages. Pay attention to the thoughts, moods, and feelings that colors, sounds, songs, and smells evoke; you are being influenced!

    Works Cited

    Allan, David.  “Sound Retailing: A Review of Experimental Evidence on the Effects of Music on Shopping Behavior.” Brick and Mortar Shopping in the 21st Century, edited by Tina M. Lowrey, Taylor & Francis, 2007, pp. 33-52.

    Areni, Charles S. and David Kim. "The Influence of Background Music on Shopping Behavior: Classical Versus Top-Forty Music in a Wine Store.”  Advances in Consumer Research, vol 20, edited by Leigh McAlister and Michael L. Rothschild. Association for Consumer Research, 1993, pp. 336-340. www.acrwebsite.org/volumes/7467/volumes/v20/NA-20/.  Accessed 7 Oct. 2022.

    Campbell, W. Joseph. Getting It Wrong: Debunking the Greatest Myths in American Journalism, second edition, University of California Press, 2017.

    Cantril, Hadley and Gordon Allport. The Psychology of Radio, Harper & Brothers, 1935.  Reprinted in “Full Text of Psychology of Radio,” Internet Archive, archive.org/stream/psychologyofradi00hadl/psychologyofradi00hadl_djvu.txt. Accessed 10 Oct. 2022.

    Changizi, Mark. “Why Does Music Make Us Feel? ” Scientific American, 15 Sept. 2009, www.scientificamerican.com/article/why-does-music-make-us-fe/?gclid=EAIaIQobChMIyJmJgvPA-gIVsgN9Ch1yIgqXEAMYASAAEgK4zPD_BwE.

    Chen, Serena and Shelly Chaiken. “The Heuristic-Systematic Model In Its Broader Context.” Dual-Process Theories in Social Psychology, edited by Shelly Chaiken and Yaacov Trope. Guilford Press, 1999, pp. 73-96. psycnet.apa.org/record/1999-02377-003. Accessed 7 Oct. 2022.

    Collins, Karen, and Ruth Dockwray. “Sonic Proxemics and the Art of Persuasion: An Analytical Framework.” Leonardo Music Journal, vol. 25, 2015, pp. 53–56. JSTOR, www.jstor.org/stable/43832531.

    Conner, Stephen. Dumbstruck: A Cultural History of Ventriloquism, Oxford University Press, 2000. 

    Droit-Volet, Sylvie, et al. “Music, Emotion, and Time Perception: The Influence of Subjective Emotional Valence and Arousal?” Frontiers in Psychology, vol. 4, 2013, pp. 417–417, doi:10.3389/fpsyg.2013.00417.

    Foster, Justin. "Musical Chairs: 5 Airlines That Like to Play Music When You Board." Simple Flying. 7 Sept. 2023. simpleflying.com/5-airlines-with-notable-boarding-music/. Accessed 17 June 2024.

    Goodale, Greg.  Sonic Persuasion: Reading Sound in the Recorded Age, University of Illinois Press, 2011.

    Haberland, M. Friederike. “Essay III: Scented Message: The Effects of Advertising Olfactory Cues on Persuasion and Sales.” The Power of Scent: Empirical Field Studies of Olfactory Cues on Purchase Behavior. 2010. University of St. Gallan, Ph.D. dissertation. citeseerx.ist.psu.edu/docume...da62cbcbcca0fe. Accessed 15 Apr. 2024.

    Haberland, M. Friederike, et al. “Essay IV: The Simple (and Complex) Effects of Scent on Retail Shoppers: Processing Fluency and Ambient Olfactory Stimuli” The Power of Scent: Empirical Field Studies of Olfactory Cues on Purchase Behavior. 2010. University of St. Gallan, Ph.D. dissertation. citeseerx.ist.psu.edu/docume...da62cbcbcca0fe. Accessed 15 Apr. 2024.

    Hertz, Rachel S. and Jonathan W. Schooler. “A Naturalistic Study of Autobiographical Memories Evoked by Olfactory and Visual Cues: Testing the Proustian Hypothesis.” The American Journal of Psychology, Vol. 115, No. 1, 2022, pp. 21-32. JSTOR, doi.org/10.2307/1423672.

    Heshmat, Shahram. “Music, Emotion and Well-being: How Does Music Affect the Way We Think, Feel and Behave?” Psychology Today. 25 Aug 2019. www.psychologytoday.com/us/blog/science-choice/201908/music-emotion-and-well-being.

    Hu, Kesong et al. “Differential Color Tuning of the Mesolimbic Reward System.” Scientific Reports, 23 June 2023, DOI:10.1038/s41598-020-66574-w.

    Juslin, Patrik N. and Daniel Vastfjall. “Emotional Responses to Music: The Need to Consider Underlying Mechanisms.” Behavioral and Brain Sciences, vol. 31, 2009, pp. 559 –621, doi: 10.1017/S0140525X08005293.

    Kakutani, Michiko. “Power to Soothe the Savage Beast and Animate the Hemispheres.” New York Times. 20 Nov. 2007. www.nytimes.com/2007/11/20/books/20kaku.html.

    Karthikeyan, C. and Reeja Joy. “An Exploratory study on Colour Psychology In Marketing: A Techno-Leadership Perspective.” International Journal of Research in Social Sciences, Vol. 8 Issue 9, September 2018, pp. 65-92. 

    Logeswaran, Nidhya and Joydeep Bhattacharyaab.  “Crossmodal Transfer of Emotion by Music.” Neuroscience Letters, vol. 455, no 2, 15 May 2009, pp. 129-133. doi:10.1016/j.neulet.2009.03.044.

    Milliman, Ronald E..  “Using Background Music to Affect the Behavior of Supermarket Shoppers.”  Journal of Marketing, vol. 46, no. 3, July 1982, pp. 86-91. doi:10.2307/1251706.

    Morrin, Maureen and S. Ratneshwar. “Does It Make Sense to Use Scents to Enhance Brand Memory.” Journal of Marketing Research, vol. 40, no. 1, 2003, pp. 10-25.  doi:10.1509/jmkr.40.1.10.19128.

    North, Adrian C., et al. “The Influence of In-Store Music on Wine Selections.” Journal of Applied Psychology, vol. 84, no. 2, 1999, pp. 271–76. doi:10.1037/0021-9010.84.2.271.

    Odom, Matt. "The Airline Experiment to Make Boarding Less Awful; Southwest Airlines Is Studying Ways to Squeeze More Flights Per Plane—A Big Focus Is on Passenger Boarding Bottlenecks. Wall Street Journal. 1 Mar. 2023. www.wsj.com/articles/southwest-airlines-boarding-seating-turn-ee12d3f2. Accessed 17 June 2024.

    Pizzoli, Sylvia Francesca Maria, et al. “The Power of Odor Persuasion: The Incorporation of Olfactory Cues in Virtual Environments for Personalized Relaxation.”  Perspectives on Psychological Science, vol. 17, no. 3, 2022, pp. 652–661. doi:10.1177/17456916211014196.

    Pooley, Jefferson and Michael J. Socolow. “The Myth of the War of the Worlds Panic: Orson Welles’ Infamous 1938 Radio Program Did Not Touch Off Nationwide Hysteria. Why Does the Legend Persist?” Slate, 28 Oct. 2013, slate.com/culture/2013/10/orson-welles-war-of-the-worlds-panic-myth-the-infamous-radio-broadcast-did-not-cause-a-nationwide-hysteria.html. Accessed 10 Oct. 2022.

    Petty, Richard E. and John T. Cacioppo. “The Elaboration Likelihood Model of Persuasion.” Advances in Experimental Psychology,  vol. 19, 1986, pp. 123-205. doi:10.1016/S0065-2601(08)60214-2.

    Rosas, Rhannon. “How Music and Culture Work Together: Science Behind Music.” Music House Stories. 28 Sept. 2020. www.musichouseschool.com/how-music-and-culture-work-together-science-behind-music.

    “The Science of Color Persuasion – Psychology of Design Series Part .” IDealogic Brand Lab. idealogicbrandlab.com/color-persuasion/. Accessed 13 November 2023.

    Schifferstein, Hendrik N. J., et al. “Can Ambient Scent Enhance the Nightlife Experience?” Chemosensory Perception, vol. 4, no. 1-2, 2011. DOI:10.1007/s12078-011-9088-2.

    Seljanko, Filipp and Tanel Kookmaa. “Influence of Olfactory Cues on Museum Visitors Locomotary Behavior.” 2019. University of Targu, Master’s thesis. dspace.ut.ee/bitstream/handl...=1&isAllowed=y. Accessed 15 Apr. 2024.

    Spangenberg, Eric R. et al. “Gender-congruent Ambient Scent Influences on Approach and Avoidance Behaviors in a Retail Store.” Journal of Business Research, vol. 59, no. 12, 2006, pp. 1281-1287, doi.org/10.1016/j.jbusres.2006.08.006.

    Todd, Dylan and Madeline DeCotes, contributors. "Picking the Right Font: Serif vs. San Serif." Adobe, www.adobe.com/creativecloud/design/discover/serif-vs-sans-serif.html.  Accessed 5 April 2024.

    Trumbo, Craig W. “Heuristic-Systematic Information Processing and Risk Judgment.” Risk Analysis, vol. 19, no. 3, 1999, pp. 391–400, doi.org/10.1111/j.1539-6924.1999.tb00415.x.

    Van Campen, Cretien. The Proust Effect:  The Senses as Doorways to Lost Memories. Oxford UP, 2014.

    Van Hartevelt, Tim J. and Morten L. Kringelbach. “Chapter 34: The Olfactory System.”  The Human Nervous System, third edition, edited by Jürgen K. Mai and George Paxinos, Science Direct, 2012, pp. 1219-1238, doi.org/10.1016/B978-0-12-374236-0.10034-3

    Authors & Attribution

    The section on smell as a sensory modality is adapted from "Chapter 14: The Somatic Nervous System in Anatomy and Physiology", Anatomy and Physiology, 2nd ed. from OpenStax and is published under a  Creative Commons Attribution 4.0 International License.

    The section on typography is adapted from “Chapter 2.3: Visual Rhetoric” in Building Relationships With Business Communication
    Copyright © 2021 by Linda Macdonald and is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License

    This page titled 5.6: Conclusion and Works Cited is shared under a CC BY-NC-SA license and was authored, remixed, and/or curated by Paula Cardwel, Angela Prelip, and Jennifer Graber-Peters (ASCCC Open Educational Resources Initiative (OERI)) .