The new psychology of selling and advertising, (Record no. 18873)

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001 - CONTROL NUMBER
control field apa00001875
003 - CONTROL NUMBER IDENTIFIER
control field DcWaAPA
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20160317075944.0
006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS--GENERAL INFORMATION
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007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION
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008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 730207s1932 nyua s 000 0 eng d
040 ## - CATALOGING SOURCE
Original cataloging agency DcWaAPA
Modifying agency UtOrBLW
050 #4 - LIBRARY OF CONGRESS CALL NUMBER
Classification number HF5822
Item number .L55 1932
082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.801
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Link, Henry C.
Fuller form of name (Henry Charles),
Dates associated with a name 1889-1952.
245 14 - TITLE STATEMENT
Title The new psychology of selling and advertising,
Medium [electronic resource] /
Statement of responsibility, etc by Henry C. Link ... foreword by John Broadus Watson.
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication, distribution, etc New York :
Name of publisher, distributor, etc Macmillan,
Date of publication, distribution, etc [c1932]
300 ## - PHYSICAL DESCRIPTION
Extent xxiii, 293 p. :
Other physical details illus. ;
Dimensions 22 cm.
520 ## - SUMMARY, ETC.
Summary, etc The supremacy of the consumer, as a major premise, constitutes an entirely new platform for the psychology of selling and advertising. Manufacturers and advertising agencies have and are increasingly making use of sound and even scientific methods in discovering the public's wants and reactions to particular products. Vast sales and advertising campaigns are often reared on a foundation of market study as wide and serious in scope as the researches made in large universities. "The New Psychology of Selling and Advertising" by Dr. Henry C. Link--a psychologist of international reputation and an experienced merchandising and advertising man--presents a combination of scientific training and practical experience, employed to investigate the intricacies of consumer behavior, sales techniques, and effective advertising. The book's emphasis is always on the presentation of methods which will be found useful in dealing with the concrete problems of selling. Above all, the methods given are such as will stand analysis not only by experienced sales managers and advertisers, but by the competent psychologist of the modern school. Instead of following the traditional titles or classifications in the field of selling and marketing, represented by methods of selling that differ mechanically, the logic of this book is based entirely on the theme, discovering and measuring consumer demand. Its material is presented, therefore, in terms of the five major channels through which contacts with consumers are established, namely: Salesmen, Retailers and Dealers, Sales Compilations, Market Surveys, and Advertising. All of the chapters fall under one of these headings and the methods described deal with the use of these contacts as a means of increasing sales, planning sales, and predicting the sales of new products. Specific chapter topics include: seller's resistance; psychological market surveys and survey techniques; good advertising and advertisement testing; selling by radio and mail; salesmanship qualities; fashion behavior; merchandise control; and finally, the utility of sales records. (PsycINFO Database Record (c) 2005 APA, all rights reserved)
530 ## - ADDITIONAL PHYSICAL FORM AVAILABLE NOTE
Additional physical form available note Also issued in print.
533 ## - REPRODUCTION NOTE
Type of reproduction Electronic reproduction.
Place of reproduction Washington, D.C. :
Agency responsible for reproduction American Psychological Association,
Date of reproduction 2005.
Note about reproduction Available via the World Wide Web.
-- Access limited by licensing agreement.
Fixed-length data elements of reproduction s2005 dcunns.
650 #0 - KEYWORDS
Topical term or geographic name as entry element Advertising.
650 #0 - KEYWORDS
Topical term or geographic name as entry element Psychology, Applied.
650 #0 - KEYWORDS
Topical term or geographic name as entry element Sales personnel.
650 #0 - KEYWORDS
Topical term or geographic name as entry element Selling.
650 #0 - KEYWORDS
Topical term or geographic name as entry element Market surveys.
650 #2 - KEYWORDS
Topical term or geographic name as entry element Advertising.
650 #2 - KEYWORDS
Topical term or geographic name as entry element Psychology, Applied.
650 #2 - KEYWORDS
Topical term or geographic name as entry element Commerce
General subdivision manpower.
740 0# - ADDED ENTRY--UNCONTROLLED RELATED/ANALYTICAL TITLE
Uncontrolled related/analytical title Psychology of selling and advertising.
776 1# - ADDITIONAL PHYSICAL FORM ENTRY
Qualifying information Original
Record control number (DLC) 32010405.
856 ## - ELECTRONIC LOCATION AND ACCESS
Public note Fulltext available via EBSCOhost - Shibboleth login required
Uniform Resource Identifier <a href="http://search.ebscohost.com/direct.asp?db=pzh&jid=%22200504164%22&scope=site">http://search.ebscohost.com/direct.asp?db=pzh&jid=%22200504164%22&scope=site</a>
935 ## -
-- 2005-04164-000
Holdings
Withdrawn status Lost status Damaged status Not for loan Collection code Permanent Location Current Location Shelving location Date acquired Full call number Date last seen Price effective from Koha item type Public note
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