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137

Jeffrey L. Cruikshank and Arthur W. Schultz, The Man Who Sold America (Boston: Harvard Business Review Press, 2010), p. 17.

138

“The Personal Reminiscences of Albert Lasker,” American Heritage 6, no. 1 (December 1954), accessed May 21, 2015. .

139

Cruikshank and Schultz, The Man Who Sold America, pp. 31–32.

140

Cruikshank and Schultz, The Man Who Sold America, p. 33.

141

Более поздний вариант рекламы приведен в Cruikshank and Schultz, The Man Who Sold America, на с. 152–153.

142

Cruikshank and Schultz, The Man Who Sold America, p. 52.

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“The Propaganda for Reform,” Journal of the American Medical Association 61, no. 18 (November 1, 1913): 1648.

144

Claude Hopkins, My Life in Advertising and Scientific Advertising: Two Works by Claude C. Hopkins (New York: McGraw Hill, 1997), p. 20.

145

Claude Hopkins, My Life in Advertising and Scientific Advertising: Two Works by Claude C. Hopkins (New York: McGraw Hill, 1997), pp. 43–44.

146

Claude Hopkins, My Life in Advertising and Scientific Advertising: Two Works by Claude C. Hopkins (New York: McGraw Hill, 1997), pp. 46–47.

147

Claude Hopkins, My Life in Advertising and Scientific Advertising: Two Works by Claude C. Hopkins (New York: McGraw Hill, 1997), p. 61.

148

Cruikshank and Schultz, The Man Who Sold America, p. 95.

149

Cruikshank and Schultz, The Man Who Sold America, pp. 91–92.

150

Cruikshank and Schultz, The Man Who Sold America, p. 97.

151

Stephen R. Fox, The Mirror Makers: A History of American Advertising and Its Creators (Urbana: University of Illinois Press, 1984), p. 192.

152

Cruikshank and Schultz, The Man Who Sold America, p. 100.

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Cruikshank and Schultz, The Man Who Sold America, p. 106.

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В журнале Scientific Advertising Хопкинс описывает применение купонов и их научное обоснование в более широком контексте (My Life in Advertising and Scientific Advertising, pp. 215–16).

155

Cruikshank and Schultz, The Man Who Sold America, pp. 115–21.

156

David Ogilvy, Confessions of an Advertising Man (New York: Atheneum, 1988), p. 30.