John R. Rossiter Résumé: July 2006

Position Research Professor of Marketing,

School of Management & Marketing, Faculty of Commerce, University of Wollongong Visiting Professor of Marketing, Rotterdam School of Management, Erasmus University, The Netherlands

Contact Telephone: (61 2) 4221 5660 Facsimile: (61 2) 4221 4560 Email: john_rossiter@uow.edu.au Academic Qualifications Degree Institution Field Year Ph.D. University of Pennsylvania Communications 1974 M.Sc. U.C.L.A. Marketing 1967 B.Psych.(Hons) University of W. Australia Psychology 1965 Fellowships Fellow, Market Research Society of Australia: 1994–life. Fellow, American Psychological Association, 1999–life. Founding Member, Australian and New Zealand Marketing Academy: 1999–life. Fellow, Australian and New Zealand Marketing Academy: 2005–life. Professional Associations American Marketing Association Association for Consumer Research American Academy of Advertising American Psychological Association Association for Qualitative Research European Marketing Academy Australian and New Zealand Marketing Academy Australian Psychological Society Market Research Society of Australia The Institute of Management Sciences Positions Held Years Position 1999 – present Research Professor of Marketing, School of Management &

Marketing, Faculty of Commerce, University of Wollongong. 1995 – present Visiting Professor of Marketing, Rotterdam School of

Management, Erasmus University, The Netherlands. 1989 – 1999 Head, Marketing Cluster, Australian Graduate School of

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Management, University of New South Wales. 1989 – 1999 Professor of Marketing, Australian Graduate School of

Management, University of New South Wales. 1987 – 1989 Head, School of Marketing, Faculty of Business, University of

Technology, Sydney. 1982 – 1987 Principal Lecturer, School of Marketing, Faculty of Business,

University of Technology, Sydney. 1979 – 1981 Associate Professor of Business, Graduate School of Business,

Columbia University. 1974 – 1978 Assistant Professor of Marketing, The Wharton School, University

of Pennsylvania. Editorial and Reviewer Duties Editorial Boards: Corporate Reputation Review (1997 – present), Journal of Interactive Advertising (1999 – present), Journal of Brand Management (1993 – 1999), International Journal of Advertising (2000 – present), International Journal of Research in Marketing (1990 – present), Journal of Advertising Research (1981 – present), Journal of Advertising (1986 – present), Journal of Marketing Communications (2003 – present). Area Editor, Marketing: Australian Journal of Management (1990 – 1996). Editor: Australian Marketing Researcher (1984 – 1992). Review Board: Australasian Marketing Journal (2000 – present). Reviewer: International Journal of Research in Marketing (1990 – present), Journal of Brand Management (1993 – 1999), Journal of Advertising Research (1981 – present), Journal of Advertising (1986 – present), Journal of Marketing (2003 – present), Journal of Marketing Research (1983 – present), Journal of Consumer Research (1981 – present), Media Psychology (2005 – present), Psychology & Marketing (1992 – present), various ACR, EMAC, and ANZMAC research tracks (1975 – present). Research Proposal Adjudicator: National Science Foundation (1976 – 1981), Australian Research Council (1992 – present). Research Grants 2005 Co-recipient with Sara Dolnicar and Lars Bergkvist, entitled “Seed funding

for the marketing research innovation centre,” UOW Faculty of Commerce Special Initiatives Grant Scheme ($12,824).

2004 Co-recipient with Sara Dolnicar, entitled “Is brand image instability a

measurement artifact?,” ARC Discovery Grant ($ 350,000). 2004 Co-recipient with Richard Tay and Sandra Jones, entitled “Fundamental

research into the impact of advertising on driver’s speed choice on the roads,” ARC Discovery Grant ($173,000).

2004 Co-recipient with Sandra Jones and Don Iverson, entitled “Use of social

marketing theory and practice to develop innovative and comprehensive sun

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protection,” ARC Linkage Grant ($412,000). 2003 Co-recipient with Don Iverson, Sandra Jones, A. St. George and A. Avery,

entitled “Efficacy of strategies to increase participation rates in disease management programs,” ARC Linkage Grant ($212,028).

2003 Co-recipient with Sara Dolnicar and Martin O’Shannessy, entitled “Are

brand images stable? An exploratory pre-study,” UOW URC New Partnership Grant ($4,916).

2002 Co-recipient with Sandra Jones, entitled “Does price bundling of recreation

facilities reduce physical activity levels?,” UOW Faculty of Commerce Research Grant ($5,000).

2001 Recipient, entitled “Conceptual and operational development of a test of

marketing knowledge,” ARC Large Grant ($179,000). 2001 Co-recipient with Neville Owen, entitled “Comparison of very low fear and

extremely high fear messages for motivating breast cancer screening and public donations,” UOW Small Grant ($5,200).

2000 Recipient, entitled “Persuasive communications for mitigating adolescents’

use of cannabis,” ARC Small Grant ($4,000). 1999 Co-recipient with Elizabeth Cowley, entitled “Word-of-mouth

communication: when the opinion of others affects post-communication overall evaluations,” ARC Small Grant.

1999 Co-recipient with Steven Bellman, entitled “Explaining and measuring the

effectiveness of Web advertising,” ARC Small Grant. 1997 Recipient, entitled “A proposed model for explaining and measuring the

effectiveness of Web advertising,” ARC Small Grant. 1996 Recipient\, entitled “Developing and testing a visual/verbal model of the

advertising communication process,” Faculty Research Grant, Australian Graduate School of Management.

1995 Recipient, entitled “Developing and testing a visual/verbal model of the

advertising communication process,” ARC Small Grant. 1993 Recipient, entitled “Developing and testing a visual/verbal model for

improving the effectiveness of print ads,” ARC Small Grant. 1992 Recipient, entitled “The case of creativity in print advertisements,” ARC

Small Grant. 1990 Recipient, entitled “Market research,” Faculty Research Grant, Australian

Graduate School of Management. 1989 Co-recipient with Frank Winter, entitled “An expert system for advertising,”

Faculty Research Grant, Australian Graduate School of Management.

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1988 Recipient, entitled “Management estimation of effective frequency,”

American Academy of Advertising Research Grant. 1986 Co-recipient with Frank Winter, entitled “Stochastic and deterministic

models of consumer behavior,” Institute Research Grant, N.S.W. Institute of Technology.

1983 Recipient, entitled “Phase II: Applications of the Australian Values and

Lifestyles Study (AVALS),” Institute Research Grant, N.S.W. Institute of Technology.

1982 Recipient, entitled “Development and validation of an Australian version of

the Values and Lifestyles Survey (VALS),” Institute Research Grant, N.S.W. Institute of Technology.

1980 Recipient, entitled “Visual imagery in advertising,” Faculty Research Grant,

Graduate School of Business, Columbia University.

1976 Co-recipient with Thomas S. Robertson and Pradeep Kakkar, entitled “Children’s conceptions of proprietary medicines: the role of television advertising,” National Science Foundation Grant.

1975 Co-recipient with Thomas S. Robertson, entitled “The effects of television

advertising on children,” National Science Foundation sub-Grant. 1975 University of Pennsylvania Post-Doctoral Fellowship, awarded for research

on psycholinguistic factors in children’s comprehension of television advertising.

Teaching Areas Ph.D. seminars in Research Methods, Buyer Behavior Research, and Advertising Research. Executive programs in Advertising Management in Australia, England, The Netherlands, Switzerland, and the U.S.A. Research Interests Marketing Knowledge Marketing Measurement Advertising and Promotion Creativity Theory and Applications Publications Summary Eight books 14 book chapters 6 monographs 51 journal articles 66 conference papers

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Social Sciences Citation Index: Most-cited Australian scholar in Marketing, 1988 – present. Books Rossiter, J.R. and Bellman, S. Marketing Communications: Theory and Applications, Frenchs Forest, Australia: Pearson Prentice Hall, 2005. Percy, L., Rossiter, J.R., and Elliott, R. Strategic Advertising Management, London: Oxford University Press, 2001. Rossiter, J.R. and Danaher, P.J. Advanced Media Planning. Boston, Mass.: Kluwer, 1998. Rossiter, J.R. and Percy, L. Advertising Communications & Promotion Management. Second edition. New York, N.Y.: McGraw-Hill, 1997. (Also Japanese translation, 2000; Russian translation, 2001; Chinese translation, 2004) Rossiter, J.R. and Percy, L. Advertising and Promotion Management. New York, N.Y.: McGraw-Hill, 1987. (Also Italian translation, 1991) Percy, L. and Rossiter, J.R. Advertising Strategy: A Communication Theory Approach. New York, N.Y.: Praeger, 1980. Adler, R., Lesser, G.S., Meringoff, L., Robertson, T.S., Rossiter, J.R., and Ward, S. The Effects of Television Advertising on Children. Lexington, Mass.: Lexington, 1980. Robertson, T.S., Rossiter, J.R., and Gleason, T.G. Televised Medicine Advertising and Children. New York, N.Y.: Praeger, 1979. Monographs Rossiter, J.R. and Bellman, S. Instructor’s Website for Rossiter and Bellman’s Marketing Communications: Theory and Applications, Frenchs Forest, Australia: Pearson Prentice Hall, 2005. Rossiter, J.R. and Percy, L. Instructor’s Manual for Rossiter and Percy’s Advertising Communications & Promotion Management. Second edition. New York, N.Y.: McGraw-Hill, 1997. Rossiter, J.R. Buyer Behavior. Sydney: Australian Graduate School of Management, 1996. Rossiter, J.R. Australian Test of VALS. Report #1: Does VALS Work? Sydney, Australia: School of Marketing, N.S.W. Institute of Technology, 1983. Rossiter, J.R. and Percy, L. Instructor’s Manual for Rossiter and Percy’s Advertising and Promotion Management. New York, N.Y.: McGraw-Hill, 1988. Adler, R., Friedlander, B.Z., Lesser, G.S., Meringoff, L., Robertson, T.S., Rossiter, J.R., and Ward, S. Research on the Effects of Television Advertising on Children. Washington, D.C.: U.S. Government Printing Office, 1977.

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Book chapters Rossiter, J.R. and Percy, L. Aufbau und Pflege von Marken durch Klassische Kommunikation. In Esch, F-R. (Ed.), Moderne Markenführung, Weisbaden, Germany: Gabler, 2005. Rossiter, J.R. and Percy, L. Aufbau und Pflege von Marken durch Klassische Kommunikation. In Esch, F-R. (Ed.), Moderne Markenführung, Weisbaden, Germany: Gabler, 2001. Rossiter, J.R. and Percy, L. The a-b-e model of benefit focus in advertising. In Reynolds, T.J. and Olson, J.C. (Eds), Understanding Consumer Decision Making. Lawrence Erlbaum Associates, 2000. Rossiter, J.R. and Percy, L. Aufbau und Pflege von Marken durch Klassische Kommunikation. In Esch, F-R. (Ed.), Moderne Markenführung, Weisbaden, Germany: Gabler, 1999. Donovan, R.J. and Rossiter, J.R. De toepassing van het Rossiter-Percy model in de sociale marketing communicatie. In Bartels, G., Nelissen, W. en Ruellé, H. (Eds), De Transactionele Overheid, Dordrecht, The Netherlands.: Kluwer, 1998. Smidts, A., Rossiter, J.R. and McOmish, M. De presentator in reclame: een test van het VisCAP-model. In Bronner, A.E., Dekker, P., Olivier, A.J., van Raaij, W.F., Wedel, M. en Wierenga, B. (Eds), Recente Ontwikkelingen in het Marktonderzoek, Haarlem, The Netherlands: Uitgeverij de Vrieseborch, 1998. Percy, L. and Rossiter, J.R. A theory-based approach to pretesting advertising. In Wells, W.D. (Ed), Measuring Advertising Effectiveness, Mahwah, N.J.: Lawrence Erlbaum Associates, 1997. Rossiter, J.R. The RAM-Conveyor theory of creative strengtheners in ads. In Forschungsgruppe Konsum und Verhalten, Konsumentenforschung, Munich: Vahlen, 1994. Rossiter, J.R. Commentary. In Laurent, G., Lilien, G.L. and Pras, B. (Eds), Research Traditions in Marketing, Boston: Kluwer, 1994. Winter, F. and Rossiter, J.R. ADEXPERT - ein Expertensystem zur Gestaltung und Bewertung von Werbung. In F.R. Esch and W. Kroeber-Riel (Eds), Expertensysteme für die Werbung, Munich: Vahlen, 1994. Kabanoff, B. and Rossiter, J.R. Recent developments in applied creativity. In Cooper, C.L. and Robertson, I.T. (Eds), International Review of Industrial and Organizational Psychology, Vol. 9, London: Wiley, 1994. Percy, L. and Rossiter, J.R. Mediating effects of visual and verbal elements in print advertising upon belief, attitude, and intention responses. In Percy, L. and Woodside, A.G. (Eds), Advertising and Consumer Psychology. Lexington, Mass.: Lexington, 1983. Rossiter, J.R. and Percy, L. Visual communication in advertising. In Harris, R.J.

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(Ed.), Information Processing Research in Advertising. Hillsdale, N.J.: Lawrence Erlbaum Associates, 1983. Rossiter, J.R. Children and television advertising: policy issues, perspectives, and the status of research. In Palmer, E.L. and Dorr, A. (Eds.), Children and the Faces of Television. New York, N.Y.: Academic, 1980. Journal articles Bergkvist, L. and Rossiter, J.R The predictive validity of multiple-item vs. single-item measures of the same constructs. Journal of Marketing Research, 2007, in press. Cowley, E. and Rossiter, J.R. A range model of judgments. Journal of Consumer Psychology, 2005, 15(3), 250-262. Rossiter, J.R. Reminder: A horse is a horse. International Journal of Research in Marketing, 2005, 22(1), 23-25. Jones, S.C. and Rossiter, J.R. Believability of messages about cannabis, cocaine and heroin among nevertriers, trier-rejecters and current users of cannabis. Health Education, 2004, 104(6), 344-350. Rossiter, J.R. and Thornton, J. Fear-pattern analysis supports the fear-drive model for antispeeding road-safety TV ads. Psychology & Marketing, 2004, 21(11), 945-960. Bellman, S. and Rossiter, J.R. The website schema. Journal of Interactive Advertising, 2004, 4(2), electronic document. Rossiter, J.R. How to construct a test of scientific knowledge in consumer behavior. Journal of Consumer Research, 2003, 30(2), 305-310. Rossiter, J.R. Qualifying the importance of findings. Journal of Business Research, 2003, 56(1), 85-88. Rossiter, J.R. The C-OAR-SE procedure for scale development in marketing. International Journal of Research in Marketing, 2002, 19(4), 305-335. Rossiter, J.R. The five forms of transmissible, usable marketing knowledge, Marketing Theory, 2002, 2(4), 369-380. Jones, S.C. and Rossiter, J.R. The application of commercial marketing theory to social marketing: two Australian case studies. Social Marketing Quarterly, 2002, 8(1), 6-18. Rossiter, J.R., Silberstein, R.S., Harris, P.G. and Nield, G. So what? A rejoinder to the reply by Crites and Aikman-Eckenrode to Rossiter et al. (2001). Journal of Advertising Research, 2001, 41(3), 59-61. Rossiter, J.R. What is marketing knowledge? Stage 1: forms of marketing knowledge, Marketing Theory, 2001, 1(1), 9-26. Rossiter, J.R., Silberstein, R.S., Harris, P.G. and Nield, G. Brain imaging detection of

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visual scene encoding in long-term memory for TV commercials. Journal of Advertising Research, 2001, 41(2), 1-9. Rossiter, J.R. and Bellman, S. A proposed model for explaining and measuring Web ad effectiveness, Journal of Current Issues and Research in Advertising. 1999, 21(1), 13-31. Rossiter, J.R. and Chan, A.M. Ethnicity in business and consumer behavior. Journal of Business Research, 1998, 42 (1), 127-134. Donovan, R.J., Rossiter, J.R., Marcoolyn, G. and Nesdale, A. Store atmosphere and purchasing behavior, Journal of Retailing, 1994, 70 (3), 283-294. Rossiter, J.R. and Eagleson, G. Conclusions from the ARF’s Copy Research Validity Project. Journal of Advertising Research, 1994, 34 (3), 19-32. Rossiter, J.R. and Lilien, G.L. New “brainstorming” principles. Australian Journal of Management, 1994, 19 (1), 61-72. Rossiter, J.R. and Saintilan, P. Advertising agencies’ attitudes toward competing for creative assignments. Australasian Journal of Market Research, 1993, 1 (1), 15-27. Rossiter, J.R., Brand awareness and acceptance: A seven-set classification for managers. Journal of Brand Management, 1993, 1 (1), 33-40. Percy, L. and Rossiter, J.R. A model of brand awareness and brand attitude advertising strategies. Psychology & Marketing, 1992, 9 (4), 263-274. Percy, L. and Rossiter, J.R. Advertising stimulus effects: a review. Journal of Current Issues and Research in Advertising, 1992, 14 (1), 75-90. Rossiter, J.R., Percy, L. and Donovan, R.J. A better advertising planning grid. Journal of Advertising Research, 1991, 31 (5), 11-21. Winter, F.L. and Rossiter, J.R. Pattern-matching purchase behavior and stochastic brand choice: a low involvement model. Journal of Economic Psychology, 1989, 10(4), 559-585. Rossiter, J.R. The increase in magazine ad readership. Journal of Advertising Research, 1988, 28(5), 35-39. Rossiter, J.R. Market segmentation: a review and proposed resolution. Australian Marketing Researcher, 1987, 11(1), 38-58. Rossiter, J.R. Comments on “Consumer beliefs and brand usage” and on Ehrenberg’s ATR model. Journal of the Market Research Society (U.K.), 1987, 29 (1), 82-88. Rossiter, J.R., Percy, L. and Donovan, R.J. The advertising plan and advertising communication models. Australian Marketing Researcher, 1984, 8(2), 7-44. Rossiter, J.R. and Donovan, R.J. Why you shouldn’t test ads in focus groups. Australian Marketing Researcher, 1983, 7(2), 43-48.

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Rossiter, J.R. Advertising research: an overview. Australian Marketing Researcher, 1983, 7(1), 33-40. Donovan, R.J. and Rossiter, J.R. Store atmosphere: an environmental psychology approach. Journal of Retailing, 1982, 58(1), 34-57. Rossiter, J.R. Predicting Starch scores. Journal of Advertising Research, 1981, 21(5), 63-68. Rossiter, J.R. Point of view: brain hemisphere activity. Journal of Advertising Research, 1980, 20(5), 75-76. Rossiter, J.R. and Percy, L. Attitude change through visual imagery in advertising. Journal of Advertising, 1980, 9(2), 10-16. Rossiter, J.R. and Robertson, T.S. Children’s dispositions toward proprietary drugs and the role of TV advertising. Public Opinion Quarterly, 1980, 44(3), 318-329. Robertson, T.S., Rossiter, J.R. and Gleason, T.G. Children’s receptivity to proprietary medicine advertising. Journal of Consumer Research, 1979, 6(3), 247-255. Rossiter, J.R. TV advertising’s general impact on children: Australian confirmation of American findings. Australian Journal of Early Childhood, 1979, 4(2), 30-31. Rossiter, J.R. Does TV advertising affect children? Journal of Advertising Research, 1979, 19(1), 49-53. McDonald, H.G. and Rossiter, J.R. Measuring the effects of lawyer advertising. Pennsylvania Law Journal, 1978, 1(24), 2-3. Rossiter, J.R. American research on TV advertising’s general impact on children. Australian Journal of Early Childhood, 1978, 3(1), 15-19. Rossiter, J.R. Reliability of a short test measuring children’s attitudes toward TV commercials. Journal of Consumer Research, 1977, 3(4), 179-184. A summary version of this article appeared in the Journal of Economic Literature, 1978, and the test is listed in W.O. Bearden et al.’s Handbook of Marketing Scales, Newbury Park, CA: Sage, 1993. Robertson, T.S. and Rossiter, J.R. Children’s responsiveness to commercials. Journal of Communication, 1977, 26(1), 101-106. Rossiter, J.R. and Robertson, T.S. Canonical analysis of developmental, social, and experiential factors in children’s comprehension of television advertising. Journal of Genetic Psychology, 1976, 129, 317-327. Robertson, T.S. and Rossiter, J.R. Children and commercial persuasion: a reply to Ryans and Deutscher. Journal of Consumer Research, 1976, 3(2), 58-61. Robertson, T.S. and Rossiter, J.R. Short-run advertising effects on children: a field

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study. Journal of Marketing Research, 1976, 13(1), 68-70. Rossiter, J.R. and Robertson, T.S. Children’s television viewing: an examination of parent-child consensus. Sociometry, 1975, 38(2), 308-326. Also in Olson, D.H.L. and Dahl, N.S. Inventory of Marriage and Family Literature: Volume 4. Minneapolis: University of Minnesota Press, 1976. Calder, B.J., Robertson, T.S. and Rossiter, J.R. Children’s consumer information processing. Communication Research, 1975, 2, 307-317. Rossiter, J.R. and Robertson, T.S. Children’s TV advertising: testing the defenses. Journal of Communication, 1974, 24(4), 137-144. Robertson, T.S. and Rossiter, J.R. Children and commercial persuasion: an attribution theory analysis. Journal of Consumer Research, 1974, 1(1), 13-20. Also in Wallendorf, M. and Zaltman, G. (Eds.), Readings in Consumer Behavior: Individuals, Groups and Organizations. New York: Wiley, 1979, 1985. Taft, R. and Rossiter, J.R. The Remote Associates Test: divergent or convergent thinking? Psychological Reports, 1966, 19, 1313-1314. Conference proceedings Jones, S. and Rossiter, J.R. Incidental depiction of smoking in Australian young women’s magazines: Have we progressed since the 1990s? Marketing and Public Policy Proceedings, Chicago: American Marketing Association, 2006. Langner, T., Esch, F-R., and Rossiter, J.R. Brand name design: A psycholinguistic approach to explain consumers’ inference of brand associations from brand names. Australian and New Zealand Marketing Academy Conference, Queensland, Australia December 2005, electronic document. Langner, T., Esch, F-R., and Rossiter, J.R. A psycholinguistic approach to explain consumer s’ inference of brand associations from brand names. In Haugtvedt, C. P., Merunka, D. and Warlop, L. (Eds), Marketing Communications and Consumer Behaviour, La Londe les Maures, France, June 7-10, 2005,, pp. 348-357. Langner, T., Esch, F-R., and Rossiter, J.R. Dimension-based versus relation-based brand name design: A test of different psycholinguistic theories. In Diel, S, Terlutter, R. & Weinberg, P. (Eds). Advertising and Communication – Proceedings of the 4th International Conference on Research in Advertising, Saarbrucken, Germany, 2005, pp.110-119. Dolnicar, S. and Rossiter, J.R. Measurement factors influencing the stability of brand-attribute associations. Abstract Proceedings of the INFORMS Marketing Science Conference. June 2004. Thornton, J. and Rossiter, J.R. Using psychophysiological responses to measure the effectiveness of threat-appeal anti-speeding TV advertisements. Australian and New Zealand Marketing Academy Conference, Wellington, New Zealand, December 2004, electronic document.

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Thornton, J. and Rossiter, J.R. The effectiveness of threat-only messages versus threat-and-efficacy messages in anti-speeding advertisements. Road Safety Research, Policing and Education Conference, Perth, Australia, November 2004, electronic document. Rossiter, J.R., Langner, T., and Ang, L. Typology of visual creativity in advertising. International Conference on Research in Advertising, Oslo, Norway, June 2004, pp. 91-96. Rossiter, J.R. and Langner, T. What does “branding” involve? A model for effective and efficient branding and marketing communications. Abstract Proceedings of the INFORMS Marketing Science Conference, Erasmus University, The Netherlands, June 2004. Thornton, J. and Rossiter, J.R. Fear patterning in anti-speeding TV advertisements. European Market Academy Conference, University of Strathclyde, Scotland, May 2003, electronic document. Thornton, J. and Rossiter, J.R. Development and validation of an Australian video speed test (AVST). Australian and New Zealand Marketing Academy Conference, Adelaide, Australia, December 2003, electronic document. Rossiter, J.R., Langner, T., and Ang, L. Visual creativity in advertising: a functional typology. Australian and New Zealand Marketing Academy Conference, Adelaide, Australia, December 2003, electronic document. Rossiter, J.R. and Bellman, S. Schema effects in Web ads. Abstract Proceedings of the INFORMS Marketing Science Conference, University of Maryland, June 2003. Jones, S.C., Rossiter, J.R. and Humpel, N. Does gym membership payment method influence physical activity levels? Proceedings of the European Marketing Academy Conference, Glasgow, Scotland, May 20-22, 2003, electronic document. Rossiter, J.R. and Jones, S.C. Sex versus romance: effectiveness of women’s fragrance ads, Proceedings of the European Marketing Academy Conference, Glasgow, Scotland, May 20-22, 2003, electronic document. Hoek, J., Jones, S.C., Gendall, P., Rossiter, J.R. and Holdershaw, J. Promotion of prescription medicines: a critical review and research agenda. Proceedings of the Australian and New Zealand Marketing Academy Conference, Melbourne, Australia, December 1-3, 2002, electronic document. Jones, S.C. and Rossiter, J.R. Is experience with one illicit drug associated with perceptions of the believability of anti-drug messages? Proceedings of the European Marketing Academy Conference, Braga, Portugal, May 28-31, 2002, electronic document. Jones, S.C. and Rossiter, J.R. (2002). Breast cancer detection messages in Australian print media advertising - are they promoting correct information? Proceedings of the European Marketing Academy Conference, Braga, Portugal, May 28-31, 2002, electronic document.

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Cowley, E. and Rossiter, J.R. A range model of overall evaluation: extending the ideal point model. In Esch, F-R. and Groeppel-Klein, A. (Eds), European Advances in Consumer Research, Vol. 9, Berlin, Germany: Association for Consumer Research, 2001, pp. 174-179. Rossiter, J.R. and Smidts, A. Presenter effects in advertising: the VisCAP model. Abstract Proceedings of the European Marketing Academy Conference, Berlin, May 2001. Jones, S.C. and Rossiter, J.R. Believability of anti-drug advertising as a function of marijuana usage experience. In Chetty, S. and Collins, B. (Eds), Proceedings of the Australian and New Zealand Marketing Academy Conference, Auckland, New Zealand, 2001, electronic document. Thornton, J. and Rossiter, J.R. Advertising wearout of shock-value anti-speeding ads. In Chetty, S. and Collins, B. (Eds), Proceedings of the Australian and New Zealand Marketing Academy Conference, Auckland, New Zealand, 2001, electronic document. Rossiter, J.R. Keynote Address: Cognitive, emotional, and hard-core behaviourism as theoretical paradigms for consumer behaviour. Asia Pacific Advances in Consumer Research, Vol. 4, Brisbane, Australia: Association for Consumer Research, 2001, pp. 1-4. Rossiter, J.R., Donovan R.J. and Jones, S.C. Applying the Rossiter-Percy model to social marketing communications. In O’Cass, A. (Ed.), Proceedings of the Australian and New Zealand Marketing Academy Conference, Brisbane, Australia, 2000, electronic document. Devinney, T.D. and Rossiter, J.R. Modeling the price elasticity effect of competitive advertising. Abstract Proceedings of the Conference on Competition and Marketing, University of Mainz, Germany, June 1999. Rossiter, J.R. Do marketing courses transmit marketing knowledge? In Gray, B. J. and Deans, K.R. (Eds), Proceedings of the Australia New Zealand Marketing Academy Conference, Dunedin, New Zealand: University of Otago, 1998, electronic document. Chan, A.M. and Rossiter, J.R. Construction of a Chineseness values scale and a Chineseness ethnicity scale. In Hung, K. and Monroe, K.B. (Eds), Asia Pacific Advances in Consumer Research, Vol. 3, Provo, UT: Association for Consumer Research, 1998, pp. 61-67. Rossiter, J.R. and Bellman, S. Modeling sequences of behavior using probabilistic grammars: an application using Web server log data. Abstract Proceedings of the INFORMS Marketing Science Conference, INSEAD, Fontainebleau, France, July 1998. Rossiter, J.R., Smidts, A. and McOmish, M. Rossiter and Percy’s VisCAP in-ad presenter model: an experimental test. In Beracs, J., Bauer, A. and Simon, J. (Eds), Proceedings of the 25th Annual Conference of the European Marketing Academy, Budapest, Hungary: Budapest University of the Economic Sciences, 1996, pp. 2043-

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2052. Rossiter, J.R. and Chan, A. A new conceptualization of ethnicity in consumer behavior. In Smith, S. (Ed), Proceedings of the Fifth Symposium on Cross-Cultural Consumer & Business Studies, Provo, UT: Brigham Young University, 1995, 69-74. Rossiter, J.R. and Holland, O. Cognitive response theory: its transference from psychology to advertising research and some considerations for its application. In Grant, K. and Walker, I. (Eds), Proceedings of the Seventh Bi-Annual World Marketing Congress, Vol. 7, Part 1, 1995, pp. 2-102 to 2-109. Rossiter, J.R. “Spending power” and the Subjective Discretionary Income (SDI) scale. In Kardes, F. and Sujan, M. (Eds), Advances in Consumer Research: Vol. 22, Provo, Utah: Association for Consumer Research, 1995, pp. 236-240. Percy, L. and Rossiter, J.R. A theory-based approach to pre-testing advertising. Paper presented at the Advertising and Consumer Psychology Conference, Minneapolis, Minnesota, May 1994. Rossiter, J.R. and Mathur, S.K. Selecting advertising campaigns by applying the theory of random creativity. Paper presented at the TIMS/ORSA Marketing Science Conference, University of Arizona, March 1994. Rossiter, J.R. Advertising of services. In Proceedings: National Asia/Pacific Conference, Market Research Society of Australia, Melbourne, September 1993, no page numbers in proceedings. Rossiter, J.R. New principles of brainstorming. Paper presented at the International Association of Research in Economic Psychology Conference, Moscow, Russia, July 1993. Rossiter, J.R. and Ang, L. Brand equity building for new brands via appropriate advertising symbol selection. In Bamossy, G.J. and van Raaij, W.F. (Eds.), European Advances in Consumer Research: Vol. 1, Provo, Utah: Association for Consumer Research, 1993, pp. 125-132. Donovan, R.J., Rossiter, J.R., and Nesdale, D. Store atmosphere and unplanned purchasing. Paper presented at the Association for Consumer Research Conference, Vancouver, Canada, October 1992. Rossiter, J.R. and Eagleson, G.E. “Ad liking” and other findings from the ARF Copy Research Validity Project. In Proceedings: National Asia/Pacific Conference, Market Research Society of Australia, Sydney, October 1992, no page numbers in proceedings. Rossiter, J.R. Empirical generalization in marketing. Paper presented at the TIMS/ORSA Marketing Science Conference, London Business School, July 1992. Rossiter, J.R., Percy, L., and Donovan, R.J. The place of motivation in Rossiter and Percy’s theory of advertising. In Proceedings of the Society for Consumer Psychology, Madison, Wisconsin: Omnipress, 1991, pp. 59-62.

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Rossiter, J.R. and Percy, L. The role of emotion in processing advertising. In Lynn, M. and Jackson, J.M. (Eds), Proceedings of the Society for Consumer Psychology, Madison, Wisconsin: Omnipress, 1991, pp. 54-58. Rossiter, J.R. and Percy, L. Emotions and motivations in advertising. In Holman, R.H., and Solomon, M.R. (Eds), Advances in Consumer Research: Vol. 18, Provo, Utah: Association for Consumer Research, 1991, pp. 100-110. Rossiter, J.R. Advertising research – the state of the art. Paper presented at the Market Research Society of New Zealand Annual Conference, The Chateau, North Island, July 1990. Percy, L., Battani, A. and Rossiter, J.R. A strategic model for communication objectives and source characteristics in advertising planning. Paper presented at the American Academy of Advertising Conference, Austin, Texas, September 1990. Winter, F.L., Miller, K.E. and Rossiter, J.R. Modeling brand switching: a comparative test of two hypotheses with scanner data. Paper presented at the TIMS/ORSA Marketing Science Conference, University of Illinois, Urbana, March, 1990. Rossiter, J.R. Ad Testing: U.S. evidence that pre-testing and post-testing both pay off. In Proceedings: Market Research Society of Australia Annual Conference, Sydney, November 1989 (no page numbers in proceedings). Rossiter, J.R. Consumer research and marketing science. In T.K. Srull (Ed.), Advances in Consumer Research: Vol. 16, Provo, Utah: Association for Consumer Research, 1989, pp. 407-413. Rossiter, J.R. and Winter, F.L. An expert system for predicting advertising performance. In Avlonitis, G.J., Papavisiliou, W.K. and Kouremenos, A.G. (Eds.), Proceedings: 18th Annual Conference of the European Marketing Academy, Vol II. Athens, April 1989, pp. 1471-1484. Winter, F.L. and Rossiter, J.R. The DP-SBC model of low involvement brand choice. Paper presented at the TIMS/ORSA Marketing Science Conference, University of Washington, Seattle, March 1988. Rossiter, J.R. and Winter, F.L. The DP-SBC model: a new theory of consumer segmentation for low involvement products. Proceedings: 16th National Conference of the Market Research Society of Australia. Melbourne, August 1987. Rossiter, J.R. Different ways in which advertising works. Paper presented at the Australian Psychological Society’s Annual Conference, Townsville, August, 1986. Published in the Professional Administrator, 1986, 38(5), 45-57. Rossiter, J.R. and Percy, L. Advertising communication models. In Hirschman, E.C. and Holbrook, M.B. (Eds.), Advances in Consumer Research: Vol. 12. Provo, Utah: Association for Consumer Research, 1985, pp. 510-524. Rossiter, J.R. Processing advertising information. In Kinnear, T.C. (Ed.), Advances in Consumer Research: Vol. 11. Provo, Utah: Association for Consumer Research,

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1984, pp. 26-28. Percy, L. and Rossiter, J.R. Effects of picture size and color on brand attitude responses in print advertising. In Bagozzi, R.P. and Tybout, A.M. (Eds.), Advances in Consumer Research: Vol. 10. Ann Arbor: Association for Consumer Research, 1983, pp. 17-20. Rossiter, J.R. Advertising research: an overview. Paper presented at the Market Research Society of Australia, Annual Convention, Hobart, Australia, September 1982. Published in the Australian Marketing Researcher, 1983, 7(1), 33-40. Rossiter, J.R. Advertising to children: fair or foul play? Paper presented at the National Conference, Australian Association of National Advertisers, Brisbane, Australia, October 1982. Rossiter, J.R. Visual imagery: applications to advertising. In Mitchell, A.A. (Ed.), Advances in Consumer Research: Vol. 9. Ann Arbor: Association for Consumer Research, 1982, pp. 396-401. Rossiter, J.R. Representation of information in memory: some general issues. In Olson, J.C. (Ed.), Advances in Consumer Research: Vol.7. Ann Arbor: Association for Consumer Research, 1980, pp. 429-430. Rossiter, J.R. and Robertson, T.S. Children’s independence from parental mediation in learning about OTC drugs. In Beckwith, N. et al. (Eds), 1979 Educators’ Conference Proceedings. Chicago: American Marketing Association, 1979, pp. 653-657. Rossiter, J.R. and Falsetta, K.I. Reliability of psycholinguistic analysis of advertising. In Ross, I. (Ed.), Proceedings of the American Psychological Association. New York: American Psychological Association, 1979, p. 71-73. Rossiter, J.R. TV advertising and children: does the evidence support a ban? Presented at the 10th National AMA Attitude Research Conference, Hilton Head, S.C., February 1979. Rossiter, J.R. Children’s consumer research: a call for rigor. In Wilkie, W.L. (Ed.), Advances in Consumer Research: Vol.6. Ann Arbor: Association for Consumer Research, 1979, pp. 424-426. Rossiter, J.R. and Percy, L.H. Visual imaging ability as a mediator of advertising response. In Hunt, H.K. (Ed.), Advances in Consumer Research: Vol. 5. Ann Arbor: Association for Consumer Research, 1978, pp. 621-629. Robertson, T.S., Rossiter, J.R. and Gleason, T.G. Children’s conceptions of medicine: the role of advertising. In Hunt, H.K. (Ed.), Advances in Consumer Research: Vol.5. Ann Arbor: Association for Consumer Research, 1978, pp. 515-517. Rossiter, J.R. and Robertson, T.S. Attitude-behavior relationships in children’s consumer research. In Wind, Y. and Greenberg, M. (Eds), Attitude Research Comes to a Head, Proceedings of the American Marketing Association’s Seventh Annual Attitude Research Converence, Hilton Head, S.C., 1977, pp. 116-119.

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Robertson, T.S., Kakkar, P. and Rossiter, J.R. A communication research program for positively changing children’s health care habits. Presented at the 84th Annual Meeting of the American Psychological Association, Division 23, Washington, D.C., September 1976. Calder, B.J., Robertson, T.S. and Rossiter, J.R. Cognitive response to advertising: the relation of child to adult models. In Anderson, B.B. (Ed.), Advances in Consumer Research: Vol.4. Chicago: Association for Consumer Research, 1976, pp. 536-538. Rossiter, J.R. Visual and verbal memory in children’s product information utilization. In Anderson, B.B. (Ed.), Advances in Consumer Research: Vol. 4. Chicago: Association for Consumer Research, 1976, pp. 523-527. Rossiter, J.R. Cognitive phenomena in contemporary advertising. Presented at the 1975 Conference on Culture and Communications, Temple University, March 1975. Also presented at this conference were 10 papers based on research conducted with Professor Rossiter’s students in 1975 on policy issues in marketing to children:

a. Hyams, L., Tanner, S. and Rossiter, J.R. Effects of race models on children’s

product preferences. b. Sobel, G. and Rossiter, J.R. Effects of sex stereotyping on children’s product

preference and advertising recall. c. Martabano, C. and Rossiter, J.R. Effects of peer endorsement and the “fun”

theme on children’s product preference. d. Shaak, B., Annes, L. and Rossiter, J.R. Effects of the social success theme on

children’s product preference. e. Rice, E. and Rossiter, J.R. FTC guidelines and child/adolescent radio

advertising. f. Lipstein, H., Williams, J. and Rossiter, J.R. Children’s comic-book

advertising. g. Trent, J. and Rossiter, J.R. Cereal attribute emphasis as reflected in the visual

mode through children’s drawings. h. Burrall, S. and Rossiter, J.R. Perceived meaning of product claims in F.A.O.

Schwartz toy catalog advertising.

i. Watlington, J. and Rossiter, J.R. “G.I. JOE” – child and parental attitudes toward a war toy.

j. Duffy, J. and Rossiter, J.R. The Hartford experiment: children’s reactions to

TV commercials in blocks at the beginning and end of the program. Robertson, T.S. and Rossiter, J.R. Maturational and social factors in children’s understanding of TV commercials. Paper presented at the 83rd Annual Meeting of the American Psychological Association, Division 23, Chicago, Ill., August 1975. Robertson, T.S. and Rossiter, J.R. Children’s attributions of intent in television commercials. In Ward, S. and Wright, P.L. (Eds), Proceedings, Fourth Annual

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Conference, Association for Consumer Research. Boston, Mass.: Association for Consumer Research, 1973, pp. 118-119. Bell, R.A. and Rossiter, J.R. Psychophysics: the key to real product differences through the consumer. In Gardner, D.M. (Ed.), Proceedings, Second Annual Conference, Association for Consumer Research. College Park, MD: Association for Consumer Research, 1971, pp. 271-277. Government Testimony Rossiter, J.R. How advertising works. Testimony to the Australian Commission on Road Safety, August 1983. Rossiter, J.R. Children’s advertising rulemaking comment. Testimony to the Federal Trade Commission, February 1979. Teaching Experience and Academic Positions July 1999 – present: Research Professor of Marketing, Faculty of Commerce, University of Wollongong, Australia Since July 1996: Visiting Professor of Marketing, Rotterdam School of Management, Erasmus University, The Netherlands June 2005, 2006: Visiting Professor of Marketing, Justus-Liebig University, Giessen, Germany Ph.D. Program 930: Advanced Topics in Marketing Supervised:

Lars Bergkvist, Ph.D., 2001, Stockholm School of Economics Daniel de Raaf, Ph.D., 2001, Rotterdam School of Management

Co-supervised: Kristine de Valck, Ph.D., 2005, Rotterdam School of Management Lianne Cretney-Barnes, D.B.A., 2004, University of Western Australia Ravi Pappu, Ph.D., 2003, University of New England

Majorie Dijkstra, Ph.D., 2003, Tilburg University Joost Loef, Ph.D., 2002, Tinbergen Institute

Currently co-supervising: Paul Saintilan, Ph.D. expected 2007, University of Wollongong Margo McOmish, Ph.D. expected 2007, University of South Australia Amina ait el Houssi, Ph.D. expected 2007, Delft University of Technology

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Karolein Poels, Ph.D. expected 2007, University of Ghent

M. Com. Program 930: Special Topics in Marketing

936: Consumer Behavior 940: Advertising and Promotion Strategy

Executive Programs Marketing Communications: 3-day program Advertising Management: 1-day program August 1989 – June 1999: Professor of Marketing, Australian Graduate School of Management, University of New South Wales Ph.D. Program 551: Advanced Marketing Workshop

Supervised: Steven Bellman, Ph.D., 1999, Australian Graduate School of Management

Jonas Gunnarson, Ph.D., 1999, Stockholm School of Economics Lawrence Ang, Ph.D., 1995, University of New South Wales

MBA Program 354: Buyer Behavior

357: Advertising Management Executive Programs: AGSM Advertising Management: 3-day program Advertising Research: 2-day program October 1999: Times-Mirror Distinguished Visiting Professor, Department of Advertising, University of Texas at Austin. Delivered two faculty research seminars and gave four guest lectures. May 1998: Visiting Professor, Stockholm School of Economics. Delivered three faculty research seminars and continued supervision of two marketing Ph.D. students. November 1997: Visiting Professor, Stockholm School of Economics. Initial visit to review Marketing Ph.D. students as an external advisor. Began co-supervising two SSE students and monitoring the progress of three others. July 1995 – June 1996: Unilever-Erasmus Visiting Professor, Rotterdam School of Management. Taught Advertising Management in RSM’s MBA program and Corporate Communications in the Undergraduate Economics Program; delivered numerous faculty and executive seminars throughout western Europe; and acted as

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visiting advisor for five marketing Ph.D. students. March – August 1993: Visiting Professor, London Business School. Taught International Marketing Management in LBS’s International Master of Science program; delivered four faculty seminars; one executive seminar; and acted as temporary advisor for six marketing Ph.D. students. June – July 1992: Visiting Scholar, London Business School. Faculty seminar; meetings with faculty and Ph.D. students. August – October 1991: Visiting Scholar, Carlson School of Management, University of Minnesota. Two faculty seminars; meetings with faculty and Ph.D. students. February 1982 – July 1989: Head (previously Principal Lecturer), School of Marketing, Faculty of Business, University of Technology, Sydney.

MBA Program

24735: Marketing Project 24736: Marketing Communication Graduate Diploma in Marketing

24710: Buyer Behavior 24731: Advertising Management

Bachelor of Business 24302: Consumer Behavior 24411: Advertising Management 24510: Advertising Research Methods 24604: Advertising Project

Member, Academic Board, Faculty Board, Research Policy Committee: 1982-1989. Founder and Coordinator, Advertising Management Sub-Major: 1983-1989. September – December 1985: Visiting Professor of Marketing, The Wharton School, University of Pennsylvania

BA 750: Marketing Management MKTG11: Buyer Behavior

January 1979 – December 1981: Associate Professor of Business, Graduate School of Business, Columbia University

MBA Program B 6601: Marketing Management B 8601: Buyer Behavior B 8602: Advertising and Promotion Management

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B 9601: Marketing Seminar June 1974 – December 1978: Assistant Professor of Marketing,The Wharton School, University of Pennsylvania

MBA Program BA 750: Marketing Management BA 755: Advertising Management BA 775: Communication Processes in Marketing Wharton Undergraduate MKTG 1: Introduction to Marketing MKTG 11: Buyer Behavior MKTG 24: Advertising Policies MKTG 26: Sales Force Management MKTG 41: Senior Research Seminar

Associated Faculty Member, The Annenberg School of Communications: 1977 - 1978. Undergraduate Course Director for the Marketing Department: 1976 - 1978. Spring 1974: Teaching Fellow, Wharton Oct. 1972 – Spring 1974: Research Assistant to Professor Thomas S. Robertson, Wharton. Research on the effects of television advertising on children. 1967: Research Assistant in mass communications to Professor Jack Lyle, Department of Journalism, U.C.L.A. 1966: Instructor in psychology, Department of Psychology, University of Western Australia

1963 – 1965: Part-time tutor in psychology and statistics for visiting foreign students, Commonwealth Office of Education, Perth, Western Australia Administrative and Professional Activities University of Wollongong: Administrative Activities Head, Departmental Research Committee, 1999 – 2004 Chair, Faculty Research Committee, 1999 – 2003 Member, University Research Committee, 1999 – 2001 Australian Graduate School of Management: Administrative Activities Head of Marketing Cluster: 1998 – 1999. Occasional Acting Head of Marketing Cluster: 1991 – 1997. Area Editor, Marketing, Australian Journal of Management: 1990 – 1996.

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Ph.D. Director, Marketing: 1992 – 1996. Member, UNSW Postgraduate Studies Committee: 1996 – 1998. AGSM Executive Programs In 1990 Professor Rossiter developed two Executive Programs for practicing managers. These two programs were conducted by Professor Rossiter every year from 1990 to 2000 with high enrolments. The first, taught early each year, was a 3-day program in advertising management. The second, taught later each year, was a 2-day program in advertising research. University of Technology: Administrative Activities Head, School of Marketing: July 1987 – July 1989. Acting Head, School of Marketing: January – July 1983, December 1986 – January 1987. Member, Academic Board: 1982 – 1989. Member, Faculty Board, Faculty of Business: 1982 – 1989. Member and occasional Acting Chairperson, Research Policy Committee: 1983 – 1989. Member, Working Party on Doctoral Programs: 1987 – 1989. Research Newsletter In 1982 Professor Rossiter introduced a quarterly newsletter to record and publicize the research output of the NSWIT’s (now UTS’) Faculty of Business. This served as an internal faculty incentive for research productivity and enhanced the Faculty’s research standing with other institutions and the business and government publics. Advertising Management Sub-Major In 1983 at UTS Professor Rossiter inaugurated an undergraduate Sub-Major in Advertising Management. This program provides students with specialized education in advertising theory and practice through the medium of two managerial courses and two practical courses in advertising beyond the normal Marketing Major. Professor Rossiter designed the two new managerial courses, Advertising Research Methods and Advertising Project, and inaugurated teaching of these courses. About twenty to twenty-five students per year graduate from this program. It provides the most advanced undergraduate training in advertising management offered in Australia. University of Pennsylvania Committees Undergraduate Executive Committee, The Wharton School: 1975 – 1978. Curriculum Committee, Marketing Department: 1976 – 1978. (Chairman, Undergraduate Subcommittee). Advisor, Benjamin Franklin Scholars Program, University of Pennsylvania: 1975 – 1978. Individualized Major Program In 1974 Professor Rossiter developed an Individualized Major program for Non-Wharton undergraduate students. The program allows students from outside the business faculty to combine the Wharton Marketing Major courses with carefully

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selected non-business courses from Social Science areas of psychology, sociology, political science, and communications. The University approves approximately six applicants per year. All students who completed the program during Professor Rossiter’s directorship were successfully placed in advertising agencies and marketing companies. Invited Academic and Executive Seminars July 2006, Sydney: Brand positioning and advertising. Executive Program, Graduate School of Business, University of Wollongong. June 2006, Switzerland: Advertising management. Executive Program, University of Lugano. June 2006, Rotterdam: Marketing communications. Executive Program, Corporate Communications Centre. October 2005, Rotterdam: How to construct good items. Erasmus Research Institute of Management (ERIM), Rotterdam School of Management. October 2005, Rotterdam: A test of psycholinguistic models for explaining consumers’ inference of the key benefit from visual and verbal brand elements. Erasmus Research Institute of Management (ERIM), Rotterdam School of Management. October 2005, Rotterdam: How to make ads creative and effective. Willem de Kooning Academie. October 2005, Switzerland: Advertising management. Executive Program, University of Lugano. June 2005, Rotterdam: Marketing communications. Executive Program, Corporate Communications Centre. October 2004, Switzerland: Advertising management. Executive Program, University of Lugano. June 2004, Rotterdam: Marketing communications. Executive Program, Corporate Communications Centre. October 2003, Switzerland: Advertising management. Executive program, University of Lugano. June 2003, Rotterdam: Marketing communications. Executive program. Corporate Communications Centre. May 2003, Switzerland: Advertising management. Executive program. University of Lugano. October 2002, Atlanta: A new procedure for scale development in marketing. Round-table seminar, Association for Consumer Research Conference.

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October 2002, Berlin: Advertising effects and advertising effectiveness. Keynote address, German Advertising Research Society Conference, Technical University of Berlin. June 2002, Rotterdam: Marketing communications. Executive program, Corporate Communications Centre. May 2002, Sydney: Advertising pre-testing and tracking. Seminar, George Patterson Bates Advertising Agency. September 2001, Wollongong: How to make your ads more effective. Executive seminar, University of Wollongong. September 2001, Sydney: Fear appeals and segmentation in social marketing. Seminar, Public Health Association of Australia. July 2001, Canberra: The applicability of commercial advertising theory to social marketing campaigns. Seminar with S.C. Jones, AMI Government Marketing Conference, Australian Marketing Institute. April 2001, Perth: Fear appeals in social marketing. Seminar, Australian Health Promotion Association. April 2001, Perth: Construct measurement in marketing. Invited presentation, NFO Donovan Research. October 2000, Rotterdam: Brain imaging detection of visual scene encoding in long-term memory for TV commercials. Research seminar, Erasmus Research Institute of Management, Rotterdam School of Management. May 2000, Rotterdam: Visual integration of advertising campaigns. CMC 2000 Program, Rotterdam School of Management. March 2000, Gold Coast: Cognitive, emotional and hard-core behaviorism as theoretical paradigms for consumer behavior. Keynote address, Asia Pacific Association for Consumer Research Conference. October 1999, Tilburg, The Netherlands: Construct measurement in marketing. Seminar, Department of Marketing, Tilburg University. December 1998, Sydney: Construct measurement in marketing: The Primacy of Validity and the Irrelevance of Reliability. Seminar, Australian Graduate School of Management. October 1998, Sydney: Alpha, schmalpha! Use and mis-use of multi-item measures. Seminar, Department of Psychology, University of New South Wales. September 1998: Qualitative research. Ph.D. seminar, School of Marketing, School of Marketing, University of New South Wales. May 1998, Stockholm: Creative and effective advertising: a closer look at how ads work. Executive seminar, Stockholm School of Economics.

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May 1998, Stockholm: Measures of cultural values as used in consumer behavior studies, focusing on the Chinese (Confucian) culture. Seminar, Stockholm School of Economics. November 1997, Stockholm: New directions in advertising: implications for managers, agencies, and research. Executive seminar, Stockholm School of Economics. November 1997, Stockholm: The RAM-Conveyor model for generating creative and effective ads. Executive seminar, Stockholm School of Economics. November 1997, Stockholm: Qualitative research. Seminar, Stockholm School of Economics. September 1997, Sydney: Qualitative research. Seminar, Department of Marketing, Faculty of Economics, University of Sydney. September 1996, Sydney: Positioning models. Media strategy. Twin seminars, George Patterson Bates and OPTUS Communications. July 1996, Sydney: Advertising management. Seminar, Australia Post.

May 1996, Amsterdam: Advertising communications and promotions management. Seminar to Netherlands Marketing Executives, VU Amsterdam.

May 1996, London: Integrated marketing communications. Seminar, London Business School.

March 1996, Copenhagen: The theory of random creativity. Seminar, Copenhagen Business School.

March 1996, Copenhagen: Update of Rossiter and Percy’s theory. Seminar, Copenhagen Business School.

March 1996, Odense, Denmark: Integrated marketing communications. Seminar, Odense University.

February 1996, Rotterdam: Media strategy: reach patterns and MEF estimation. Seminar, Marketing Management Faculty, Rotterdam School of Management.

November 1995, Rotterdam: Positioning strategies for brands: the X-YZ/I-D-U/a-b-e model. Presentation at Corporate and Product Branding Conference, Rotterdam.

November 1995, Rotterdam: Brands and positioning. Seminar to the Advertising Management Group, Rotterdam. November 1995, Leuven, Belgium: An experimental test of Rossiter and Percy’s advertising presenter model. Seminar with A. Smidts, Katholik University of Leuven.

October 1995, Dublin: Store atmosphere effects. Seminar with R.J. Donovan, Marketing Faculty, University College, Dublin.

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October 1995, Dublin: A new 3-stage model of brand positioning. Seminar, Marketing Faculty, University College, Dublin.

October 1995, Rotterdam: The RAM-Conveyor model of creativity in advertising. Seminar, Economics Faculty, Erasmus University. March 1995, Sydney: Persuasion tactics in advertising. Seminar, Department of Psychology, University of Sydney. September 1994, Sydney: Advertising planning. Seminar, Australian Tourist Commission. June 1994, Melbourne: Advertising planning. Seminar, ANZ Bank. May 1994, Brisbane: Advertising strategy and advertising research. Workshop, Golden Casket Art Union. May 1994, Brisbane: Update on the Rossiter and Percy advertising planning grid. Public Seminar, Australian Marketing Institute. February 1994, Auckland, New Zealand: New directions in advertising research. Seminar, Market Research Society, Auckland. February 1994, Auckland, New Zealand: Issues in advertising and promotion management. Seminar, University of Auckland. February 1994, Rockhampton, Australia: The Rossiter and Percy advertising model - updated theory. Faculty seminar, Marketing Department, University of Central Queensland. February 1994, Sydney: Advertising strategy and media planning. Seminar, Smith’s Snackfood Company. July 1993, London: Advertising’s success rate: estimation and evidence of short-term and long-term effects. Seminar, Centre for Marketing and Communications, London Business School. May 1993, France: The theory of random creativity. Seminar, Marketing Department, ESSEC, Cergy Pontoise. April 1993, Leuven, Belgium: The theory of random creativity. Seminar, Marketing Workshop, KUL, Leuven. November 1992, Perth: How to position the brand in advertising. Public seminar, Graduate School of Management, University of Western Australia. November 1992, Sydney: Brand equity. Seminar, Lintas. November 1992, Sydney: New directions in media. Seminar, McCann-Erickson. July 1992, Minneapolis: The Rossiter-Percy grid. Seminar, Campbell-Mithun-Esty.

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July 1992, London: Empirical generalization in marketing. Panel discussion, Marketing Science Conference, London Business School. July 1992, London: Armstrong’s critique of consumer behavior. Public seminar, London Business School. June 1992, Leuven, Belgium: Benefit selection in advertising. Public seminar, Catholic University of Louvain (KUL). June 1992, Germany: Benefit selection in advertising. Seminar, Institute for Consumer and Behavioral Research, University of the Saarland. June 1992, Holland: Brand benefit selection in advertising. Public seminar, Economic Psychology Group, Erasmus University, Rotterdam. May 1992, Sydney: Psychology and advertising. Seminar, Applied Psychology Masters’ Program, University of New South Wales. March 1992, Sydney: The critical steps in advertising research. National Advertising Seminar, Market Research Society of Australia. January 1992, Adelaide: Advertising research. Seminar, Kodak Australasia Pty. Ltd., Adelaide. October 1991, Minneapolis: Levels of benefit selection in advertising. Seminar, Carlson School of Management, University of Minnesota. September 1991, State College, PA: Selecting levels of benefits in advertising. Seminar, College of Business Administration, Pennsylvania State University. September 1991, Minneapolis: The Rossiter-Percy grid. Seminar, Carlson School of Management, University of Minnesota. July 1991, Melbourne: International developments in research on advertising effectiveness. National Advertising Seminar, Market Research Society of Australia. July 1991, Sydney: International developments in research on advertising effectiveness. National Advertising Seminar, Market Research Society of Australia. May 1991, Sydney: Applications of psychological concepts in advertising. Seminar, Psychology Department, University of New South Wales. March 1991, Sydney: Marketing communications and advertising. Seminar, Philips Australia Pty. Ltd. January 1991, Sydney: Advertising management. Executive program, International Marketing Institute. November 1990, Melbourne: Advertising research – new techniques from the U.S.A. and Australia. Workshop, Market Research Society of Australia, Victorian Division. October 1990, Sydney: Analysis of current insurance company advertising. Seminar,

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Insurance Institute of N.S.W. September 1990, Los Angeles: Brainstorming principles to produce creative ideas. Public seminar, School of Business Administration, California State University. July 1990, Sydney: Brainstorming principles to produce creative ideas. Seminar, Market Research Society of Australia, N.S.W. Division. July 1990, New Zealand: International advertising. Seminar, Faculty of Business, University of Auckland. May 1990, Sydney: International advertising. Seminar, AUSTRADE. February 1990, Sydney: Advertising management. Executive program, International Marketing Institute. February 1990, Perth: Pre-testing advertising. Public seminar, Donovan Research. July 1989, Ann Arbor: New topics in advertising. Seminar, Graduate School of Business, University of Michigan. April 1989, Rotterdam: How to select benefits in advertising. Public seminar, Erasmus University. March 1989, Sydney: Ad testing. Seminar, Commonwealth Bank. December 1988, Melbourne: Advertising campaign evaluation. Seminar, Telecom. October 1988, Sydney: Advertising campaign evaluation and tracking. Seminar, Market Research Department, Qantas. August 1988, Melbourne: Ad testing. Seminar, Nicholas Kiwi Pty. Ltd. June 1988, West Germany: Advertising research. Workshop, Institute for Consumer Research, University of the Saarland. March 1987, Sydney: The advertising plan. Seminar, McCann-Erickson Advertising Agency. March 1987, Sydney: Strategic planning for advertising. Seminar, Market Research Society. February 1987, Perth: New directions in advertising research. Seminar, Market Research Society of Australia, W.A. Division. January 1987, Perth: Models for advertising planners. Seminar, Ogilvy & Mather Advertising Agency. October 1986, Canada: Advertising communication models. Seminar, McGill University, Faculty of Management, Montreal. September 1986, Sydney: Advertising communication models and media models.

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Seminar, George Patterson Advertising Agency. August 1986, Melbourne: The advertising plan. Seminar, ICI Pty. Ltd. May 1986, Sydney: New directions in advertising research from the U.S.A. National Advertising Seminar, Market Research Society of Australia. July 1985, Sydney: Media strategy. Seminar, Ogilvy & Mather. July 1985, Melbourne: Market segmentation: an evaluation of alternative approaches. Seminar, Market Research Society of Australia, Victorian Division. July 1985, Melbourne: Advertising objectives and strategies. Seminar, ICI Pty. Ltd. May 1985, Sydney: Advertising objectives and strategies. Seminar, Samuel Taylor, Marketing Division. January 1985, Perth: Advertising communication models and implications for ad testing. Public seminar. June 1984, Sydney: Advertising research. Seminar, Lederle Laboratories, Consumer Products Division. May 1984, Sydney: Target audience definition. Seminar, Johnson & Johnson, Marketing Division. July 1982, Perth: What’s new in ad testing in the U.S.A.: the PACT principles. Seminar, Market Research Society of Australia, W.A. Division. July 1982, Perth: Using visual imagery for more effective advertising. Seminar, Market Research Society of Australia, W.A. Division. June 1982, Melbourne: What’s new in ad testing in the U.S.A: the PACT principles. Seminar, Market Research Society of Australia. May 1982, Sydney: Why use market research and how to ensure value for money. National Advertising Seminar, Market Research Society of Australia. April 1982, Melbourne: Using visual imagery for more effective advertising. Seminar, Market Research Society of Australia, Victorian Division. November 1980, New York: Qualitative research. Executive program in Marketing Research, Columbia University. May 1980, Sydney: Children’s TV advertising and public policy. Seminars delivered to industry and government policymakers. December 1978, Philadelphia: Consumerism. President’s Commission on Government-Business Exchange. October 1978, Boston: Children’s TV advertising and public policy. Inaugural seminar in the John F. Kennedy School of Government Evaluation Seminars, Harvard

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University. November 1978, Philadelphia: Advertising management. Wharton Lifelong Education Program. June 1978, Philadelphia: Sales force management. Wharton/Nantes Executive Program (in French). March 1978, Boston : Advertising management. Wharton Lifelong Education Program. Business Experience 1982 – present: Consultant, marketing and advertising research (Australia) Clients have included: American Express, Ansett, Bacardi International, Beecham, Cottees/General Foods, 3M (all through Ogilvy & Mather Australia Pty. Ltd.), Advertising Federation of Australia, AT&T, ANZ Bank, Coopers & Lybrand (Hong Kong), ICI, Woolworth’s, George Patterson Bates, McCann-Erickson, Nestle, Kodak, Digital Equipment Corporation, Telecom Australia, State Bank Victoria, Australian Wool Corporation, Edgell-Birds Eye, National (previously Bond) Brewing (through Sutherland Smith Pty. Ltd.), Australian Tourist Commission (now Tourism Australia), Australia Post, Trade Indemnity Pty. Ltd., Case Corporation, BSH Advertising, and Simplot Australia. Advisory Consultant, Illawarra Regional Information Services (IRIS). 1997 – present: Consultant, marketing and advertising research (Europe) Clients have included: Cussons (U.K.), Unilever (The Netherlands). 1974 – present: Consultant, marketing and advertising research (U.S.A.) Clients have included: H.J. Heinz Company, Intel, Stouffer Foods, Rockwell International, National Potato Promotion Board (all through Ketchum, MacLeod and Grove, Pittsburgh), General Foods, Inc. (independent), Wilmington Trust Bank, National Central Bank, Wellington Management Company, Reliance Insurance Company, Insurance Company of North America, Union Oil Company, Atlantic Richfield Company (all through Parker/Allen, Inc., Abington, Pa.), The Flying Tiger Line (independent), Ralston Purina, Anheuser-Busch (through Gardner Advertising Company, St. Louis), Computerized Automotive Retrieval Systems, Philadelphia Bar Association (independent), Hearst Corporation, Chef Pierre, Inc., Stouffer Foods (through HBM/Creamer Inc. Advertising, Pittsburgh and New York), Lintas: USA (independent). 1972 – 1973: Part-time researcher with Parker/Allen, Inc., Abington, Pa. 1967 – 1971: Researcher with Associates for Research in Behavior, Philadelphia, Pa.