Advertising Principles - Evidence-based principles

Finalist for AMA’s 2011 Best Book in Marketing

A complete description of the principles has
been published in Persuasive Advertising

German Edition available

Chinese Version available
This Page has been visited
times since Febuary 1998.

Advertising Principles

Aims: This evidence-based site summarizes empirical research on how to develop persuasive communications and how to test their persuasiveness. It provides specific advice on what to do in what situations. It explains why the principles work and provides evidence on their effectiveness. For more on the aims, see "Welcome."


Persuasive advertising is welcomed in China
16 Jan 2019 - Super User

Persuasive advertising: Evidence-based Principles was published in Chinese in 2016. It has had a favorable reception. As of early January 2019, there have been 364 reviews by readers on Dangdang (similar to Amazon); Of these 363 were “Excellent.”
In contrast, while all of the ratings of the book on Amazon were also at the highest level, there were only 11 reviews by readers. This says a lot about the quality of the translation. Might it be better than the original?

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Recent Maintenance of
29 Aug 2017 - Jessie

We have fixed a technical glitch with our Daily Commercials on the home page. Now the Daily Commercials can play on all major browsers and mobiles as well. Also, we updated the commercials that illustrate advertising principles. Now for each principle, you can watch an example of an ad either complies or violates that advertising principle. The Free Internet Course on the right side of the homepage has also been updated with more up-to-date information. This is the course that Professor Armstrong has taught at the Wharton School since 1998.

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Daily Commercial

Each commercial was selected to illustrate a single principle. Some show commercials that comply with a principle; others show ones that violate a principle. They are in numerical order; so if you would like to find an earlier one, refer to the complete list of commercials.



An appeal from J. Scott Armstrong

If you find this site useful in your role as a practitioner, educator, or researcher, please consider purchasing Persuasive Advertising. To date, all of the royalties have gone towards improvements of this not-for-profit site. (See funding)

Principle of the day:

8.8.2 Consider humor for high-involvement products only if relevant to a simple argument

Today's Exercise
For more short exercises click here


The Advertising Principles site summarizes all useful knowledge about advertising so that it can be used by researchers, practitioners, and educators. Ideas for improving the site, please send to the Site Manager Jessie Du :


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