Brand Choice pp 157-179 | Cite as

Learning How Linkage Advertising and Prior Experience Affect Customer Behaviour

  • Randolph J. TrappeyIII
  • Arch G. Woodside


Linkage advertising is the literature and related materials given to customers who respond to advertisers’ offers of these materials (Woodside, 1994). Linkage advertising “links the up-front advertising to the sale with additional arguments and benefits which the up-front advertising [i.e., the print or broadcast advertisement that includes the linkage offer] didn’t have space or time to include” (Rapp and Collins, 1987). In the United States in the 1990s most advertising expenditures include allocations for creating and sustaining direct links with customers, including such actions such as linkage-advertising, learning and referring to customers by their names in a database marketing programs, and creating “frequency marketing” customer clubs (Cappo, 1992; Frequency Marketing, 1993).


Behavioural Intention Customer Behaviour Destination Area Advertising Expenditure Total Unit Cost 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


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Copyright information

© Randolph J. Trappey III and Arch Woodside 2005

Authors and Affiliations

  • Randolph J. TrappeyIII
  • Arch G. Woodside

There are no affiliations available

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