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William A. Shryer, scientific advertising, habits and motivation research

Mark Tadajewski (University of York, York, UK and Royal Holloway, University of London, Egham, UK)

Journal of Historical Research in Marketing

ISSN: 1755-750X

Article publication date: 16 June 2020

Issue publication date: 7 July 2020

287

Abstract

Purpose

This paper examines a neglected stream of literature in marketing theory which engaged with the idea that there was more to consumer behavior than conscious and rational thought.

Design/methodology/approach

This is a close reading of the core themes that appear in William A. Shryer’s work. Linkages are made to other pertinent sources.

Findings

We extend McMahon’s (1972) study and offer a different reading of Shryer’s writing to that proffered in recent commentary by Tadajewski (2019), focusing on the managerial side of Shryer’s publications, connecting this to the theoretically innovative foundations based on normal and abnormal psychology. We respond to the suggestion proposed by McMahon (1972) that Shryer was an early pioneer of motivation research, largely in the affirmative.

Originality/value

We provide an alternative interpretation of Shryer’s writing, connecting this to an emergent “advertising science” and subsequently to contemporary strands of literature that have a “family resemblance” to his contributions. These include salient aspects of motivation research; crowd and habitual behavior; mindlessness and social cognition; and finally, empirical examinations of cumulative value theory.

Keywords

Citation

Tadajewski, M. (2020), "William A. Shryer, scientific advertising, habits and motivation research", Journal of Historical Research in Marketing, Vol. 12 No. 2, pp. 197-218. https://doi.org/10.1108/JHRM-10-2019-0037

Publisher

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Emerald Publishing Limited

Copyright © 2020, Emerald Publishing Limited

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