Notable quotes about advertising: Difference between revisions

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Advertising is the definitive engine of commercial visibility, functioning as the vital communication link between enterprise and consumer. More than mere promotion, effective advertising requires a sophisticated balance of creative rigor and strategic intent to penetrate the public consciousness. This resource organizes the fundamental philosophies of advertising into a coherent framework, tracing its trajectory from a basic economic necessity to a high-art form of persuasion and reputation management.
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| text = A good advertisement is one which sells the product without drawing attention to itself.<ref>{{cite book |last=Ogilvy |first=David |title=Confessions of an Advertising Man |publisher=Southbank Publishing |date=2011 |orig-year=1963 |isbn=9781904915379 |page=96}}</ref>
| author = David Ogilvy, Founder of Ogilvy & Mather {{David Ogilvy/attribution}}
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| text = Advertising is fundamentally persuasion and persuasion happens to be not a science, but an art.<ref>{{cite news |title=The Creative Revolutionist |url=https://www.nytimes.com/1982/10/03/obituaries/william-bernbach-is-dead-at-71.html |work=The New York Times |date=October 3, 1982 |access-date=December 19, 2025}}</ref>
| author = William Bernbach, Co-founder of DDB {{William Bernbach/attribution}}
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== The economic imperative of visibility ==
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| text = Marketing is no longer about the stuff that you make, but about the stories you tell.<ref>{{cite book |last=Godin |first=Seth |title=Tribes: We Need You to Lead Us |publisher=Portfolio/Penguin |date=2008 |isbn=978-1591842330 |pages=104}}</ref>
| author = {{Seth Godin/attribution}}
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| text = Doing business without advertising is like winking at a girl in the dark. You know what you are doing, but nobody else does.<ref>{{cite web |title=Stewart Henderson Britt |website=Oxford Reference |url=https://www.oxfordreference.com/display/10.1093/acref/9780191826719.001.0001/q-oro-ed4-00017262 |access-date=2025-12-21}}</ref>
| text = Dishonesty in advertising has proved very unprofitable.<ref>{{cite book |last=Burnett |first=Leo |title=100 Leo's: The Advertising Philosophy of Leo Burnett |publisher=Leo Burnett Company |date=1961 |pages=24 |chapter=The Task of the Advertising Agency}}</ref>
| author = Leo Burnett, Founder of Leo Burnett Worldwide {{Leo Burnett/attribution}}
| author = {{Steuart Henderson Britt/attribution}}
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| text = Make it simple. Make it memorable. Make it inviting to look at. Make it fun to read.<ref>{{cite web |title=The Leo Burnett Story |url=https://leoburnett.com/about |publisher=Leo Burnett Worldwide |access-date=December 19, 2025}}</ref>
| text = In good times people want to advertise; in bad times they have to.<ref>{{cite web |title=The Bruce Barton Letter |publisher=SOFII |date=1925 |url=https://sofii.org/case-study/the-bruce-barton-letter-the-classic-long-copy-letter-from-1925-that-pulled-a-100-per-cent-response |access-date=2025-12-21}}</ref>
| author = Leo Burnett, Founder of Leo Burnett Worldwide {{Leo Burnett/attribution}}
| author = {{Bruce Barton/attribution}}
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| text = Stopping advertising to save money is like stopping your watch to save time.<ref>{{cite book |last=Forbes |first=B.C. |title=The Forbes Scrapbook of Thoughts on the Business of Life |publisher=Forbes Inc. |date=1968 |isbn=9780883011317}}</ref>
| author = {{Henry Ford/attribution}}
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== The strategic art of persuasion ==
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| text = There is no advertisement as powerful as a positive reputation traveling fast.<ref>{{cite book |last=Koslow |first=Brian |title=365 Ways to Market Your Business |publisher=Dutton |date=1998 |isbn=978-0525944119}}</ref>
| author = Brian Koslow, Author {{Brian Koslow/attribution}}
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| text = A brand is no longer what we tell the consumer it is — it is what consumers tell each other it is.<ref>{{cite news |title=Marketing in the Age of Social Media |url=https://hbr.org/2011/12/marketing-is-dead |work=Harvard Business Review |date=December 2011 |access-date=December 19, 2025 |author=Scott Cook}}</ref>
| author = Scott Cook, Co-founder of Intuit {{Scott Cook/attribution}}
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}}


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| text = Tell the truth, but make the truth fascinating.<ref>{{cite book |last=Ogilvy |first=David |title=Confessions of an Advertising Man |publisher=Atheneum |date=1963 |isbn=978-0689102431 |pages=103}}</ref>
| text = A good advertisement is one which sells the product without drawing attention to itself.<ref>{{cite book |last=Ogilvy |first=David |title=Confessions of an Advertising Man |year=1963 |publisher=Atheneum}}</ref>
| author = David Ogilvy, Founder of Ogilvy & Mather {{David Ogilvy/attribution}}
| author = {{David Ogilvy/attribution}}
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| text = Advertising is the ability to sense, interpret... to put the very heart throbs of a business into type, paper and ink.<ref>{{cite book |last=Burnett |first=Leo |title=100 Leo's: The Advertising Philosophy of Leo Burnett |publisher=Leo Burnett Company |date=1961 |pages=12}}</ref>
| text = Make it simple. Make it memorable. Make it inviting to look at. Make it fun to read.<ref>{{cite book |title=100 LEO's: Wit and Wisdom from Leo Burnett |publisher=NTC Business Press |year=1995 |page=47}}</ref>
| author = Leo Burnett, Founder of Leo Burnett Worldwide {{Leo Burnett/attribution}}
| author = {{Leo Burnett/attribution}}
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| text = Content is king, but engagement is queen, and the lady rules the house!<ref>{{cite book |last=Smith |first=Mari |title=The New Relationship Marketing |publisher=Wiley |date=2011 |isbn=978-1118113912 |pages=158}}</ref>
| text = Advertising is the ability to sense, interpret... to put the very heart throbs of a business into type, paper and ink.<ref>{{cite book |last=Kufrin |first=Joan |title=Leo Burnett: Star Reacher |year=1995 |publisher=Leo Burnett Company, Inc. |page=54}}</ref>
| author = Mari Smith, Social Media Strategist {{Mari Smith/attribution}}
| author = {{Leo Burnett/attribution}}
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| text = People screen out a lot of commercials because they open with something dull...When you advertise fire-extinguishers, open with the fire.<ref>{{cite book |last=Ogilvy |first=David |title=Ogilvy on Advertising |year=1983 |publisher=Crown Publishers}}</ref>
| text = The secret to marketing success is no secret at all: Word of mouth is all that matters.<ref>{{cite web |title=Word of mouth is all that matters |url=https://seths.blog/2003/01/word_of_mouth_i/ |website=Seth's Blog |publisher=Seth Godin |access-date=December 19, 2025 |date=January 29, 2003 |author=Seth Godin}}</ref>
| author = Seth Godin, Author and Marketer {{Seth Godin/attribution}}
| author = {{David Ogilvy/attribution}}
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| text = Creative without strategy is called 'art.' Creative with strategy is called 'advertising.'<ref>{{cite news |title=Refining the Definition of Advertising |work=Journal of Advertising |date=2002 |author=Jef I. Richards |publisher=American Academy of Advertising}}</ref>
| text = Nobody reads ads. People read what interests them. Sometimes, it's an ad.<ref>{{cite book |last=Gossage |first=Howard Luck |title=The Book of Gossage |year=1995 |publisher=Copy Workshop}}</ref>
| author = Jef I. Richards, Professor of Advertising {{Jef I. Richards/attribution}}
| author = {{Howard Gossage/attribution}}
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| text = If dogs don't like your dog food, the packaging doesn't matter.<ref>{{cite book |last=Denny |first=Stephen |title=Killing Giants: 10 Strategies to Topple the Goliath in Your Industry |publisher=Portfolio |date=2011 |isbn=978-1591843849}}</ref>
| author = Stephen Denny, Business Strategist {{Stephen Denny/attribution}}
}}
}}


== The psychology of audience engagement ==
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| text = Doing business without advertising is like winking at a girl in the dark. You know what you are doing, but nobody else does.<ref>{{cite book |last=Shapiro |first=Fred R. |title=The Yale Book of Quotations |publisher=Yale University Press |date=2006 |isbn=978-0300107982 |pages=105}}</ref>
| author = Steuart Henderson Britt, Professor of Marketing {{Steuart Henderson Britt/attribution}}
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| text = An ad is finished only when you no longer can find a single element to remove.<ref>{{cite book |last=Baker |first=Stephen |title=The Art of Writing Advertising |publisher=Benjamin Company |date=1965 |pages=44}}</ref>
| text = Marketing is no longer about the stuff that you make, but about the stories you tell.<ref>{{cite book |last=Godin |first=Seth |title=All Marketers Are Liars: The Power of Telling Authentic Stories in a Low-Trust World |year=2005 |publisher=Portfolio}}</ref>
| author = Robert Fleege, Creative Director {{Robert Fleege/attribution}}
| author = {{Seth Godin/attribution}}
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| text = Advertising brings in the customers, but it is your job to keep them buying from you.<ref>{{cite book |last=Holmes |first=Chet |title=The Ultimate Sales Machine |publisher=Portfolio |date=2007 |isbn=978-1591842156 |pages=129}}</ref>
| text = Tell the truth, but make the truth fascinating.<ref>{{cite book |last=Ogilvy |first=David |title=Confessions of an Advertising Man |year=1963 |publisher=Atheneum}}</ref>
| author = Chet Holmes, Business Growth Strategist {{Chet Holmes/attribution}}
| author = {{David Ogilvy/attribution}}
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| text = Advertising is fundamentally persuasion and persuasion happens to be not a science, but an art.<ref>{{cite news |title=The Creative Revolutionist |url=https://www.nytimes.com/1982/10/03/obituaries/william-bernbach-is-dead-at-71.html |work=The New York Times |date=October 3, 1982 |access-date=December 19, 2025}}</ref>
| text = No one wakes up excited to see more advertising, no one goes to sleep thinking about the ads they'll see tomorrow.<ref>{{cite news |title=The CEO of WhatsApp Hates Advertising |url=https://www.businessinsider.com/the-ceo-of-whatsapp-hates-advertising-2014-2 |work=Business Insider |date=20 February 2014 |access-date=24 December 2025 |author=Jay Yarow}}</ref>
| author = William Bernbach, Co-founder of DDB {{William Bernbach/attribution}}
| author = {{Jan Koum/attribution}}
}}
}}

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| text = Good advertising does not just circulate information. It penetrates the public mind with desires and belief.<ref>{{cite book |last=Burnett |first=Leo |title=Communications of an Advertising Man |publisher=Privately printed |date=1961 |page=51}}</ref>
| author = Leo Burnett, Communications of an Advertising Man {{Leo Burnett/attribution}}
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| {{Quote
| text = A good advertisement is one which sells the product without drawing attention to itself.<ref>{{cite book |last=Ogilvy |first=David |title=Confessions of an Advertising Man |publisher=Atheneum |date=1963 |isbn=9780689102431 |pages=96}}</ref>
| text = If it doesn't sell, it isn't creative.<ref>{{cite book |last=Ogilvy |first=David |title=Ogilvy on Advertising |year=1983 |publisher=Crown Publishers}}</ref>
| author = David Ogilvy, Founder of Ogilvy & Mather {{David Ogilvy/attribution}}
| author = {{David Ogilvy/attribution}}
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| text = If it doesn't sell, it isn't creative.<ref>{{cite book |last=Ogilvy |first=David |title=Ogilvy on Advertising |publisher=Crown Publishers |date=1983 |page=7}}</ref>
| author = David Ogilvy, Ogilvy on Advertising {{David Ogilvy/attribution}}
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| text = Advertising must respect the intelligence of its audience and if it does not prompt them to think, it will be dismissed.<ref>{{cite book |last=Fallon |first=Ivan |title=The Brothers: The Rise and Rise of Saatchi & Saatchi |publisher=Hutchinson |date=1988 |isbn=978-0091708900}}</ref>
| text = Advertising tries to be a pyromaniac, igniting conflagrations of desires for instant gratification.<ref>{{cite news |last=Will |first=George F. |title=The Madison Legacy |newspaper=The Washington Post |date=1981-12-07}}</ref>
| author = Maurice Saatchi, The Saatchi & Saatchi Story {{Maurice Saatchi/attribution}}
| author = {{George Will/attribution}}
}}
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| text = It is flagrantly dishonest for an advertising agent to urge consumers to buy a product which he would not allow his own wife to buy.<ref>{{cite book |last=Ogilvy |first=David |title=Confessions of an Advertising Man |publisher=Atheneum |date=1963 |page=11}}</ref>
| text = Much of the messy advertising you see on television today is the product of committees. Committees can criticize advertisements, but they should never be allowed to create them.<ref>{{cite book |last=Ogilvy |first=David |title=Confessions of an Advertising Man |year=1963 |publisher=Atheneum}}</ref>
| author = David Ogilvy, Confessions of an Advertising Man {{David Ogilvy/attribution}}
| author = {{David Ogilvy/attribution}}
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| text = The best ideas come as jokes. Make your thinking as funny as possible.<ref>{{cite book |last=Ogilvy |first=David |title=Confessions of an Advertising Man |publisher=Atheneum |date=1963 |page=23}}</ref>
| text = If dogs don't like your dog food, the packaging doesn't matter.<ref>{{cite book |last=Denny |first=Stephen |title=Killing Giants: 10 Strategies to Topple the Goliath in Your Industry |year=2011 |publisher=Portfolio}}</ref>
| author = David Ogilvy, Confessions of an Advertising Man {{David Ogilvy/attribution}}
| author = {{Stephen Denny/attribution}}
}}
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}}
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| text = Nobody who bought a drill actually wanted a drill. They wanted a hole. Therefore, if you want to sell drills, you should advertise information about making holes – NOT information about drills!<ref>{{cite book |last=Marshall |first=Perry |title=80/20 Sales and Marketing |publisher=Entrepreneur Press |date=2013 |isbn=978-1599185057 |chapter=4}}</ref>
| author = Perry Marshall, 80/20 Sales and Marketing {{Perry Marshall/attribution}}
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== Ethics, testing, and professional rigor ==
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| text = Never write an advertisement which you wouldn't want your own family to read. You wouldn't tell lies to your own wife. Don't tell them to mine. Do as you would be done by. If you tell lies about a product, you will be found out.<ref>{{cite book |last=Ogilvy |first=David |title=Confessions of an Advertising Man |publisher=Atheneum |date=1963 |page=10}}</ref>
| author = David Ogilvy, Confessions of an Advertising Man {{David Ogilvy/attribution}}
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| text = Every single element in an advertisement – headline, subhead, photo, and copy – must be put there not because it looks good, not because it sounds good, but because testing has shown that it works best!<ref>{{cite book |last=Caples |first=John |title=Tested Advertising Methods |publisher=Prentice Hall |date=1997 |isbn=978-0130933607}}</ref>
| text = Every single element in an advertisement must be put there because testing has shown that it works best!<ref>{{cite book |last=Caples |first=John |title=Tested Advertising Methods |edition=5th |year=1997 |publisher=Prentice Hall |page=Chapter 2}}</ref>
| author = John Caples, Tested Advertising Methods {{John Caples/attribution}}
| author = {{John Caples/attribution}}
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| text = An ad should be an appetizer, not a buffet.<ref>{{cite web |title=The Creative Mind of Lee Clow |url=https://www.fastcompany.com |website=Fast Company |access-date=2025-12-19 |date=2012 |author=Fast Company Staff}}</ref>
| text = Regardless of the moral issue, dishonesty in advertising has proved very unprofitable.<ref>{{cite web |title=Q&A with Leo Burnett Strategy Head Joy Santos |publisher=Josiah Go |url=https://josiahgo.com/qa-with-leo-burnett-strategy-head-joy-santos/ |access-date=2025-12-21}}</ref>
| author = Lee Clow, Media Arts {{Lee Clow/attribution}}
| author = {{Leo Burnett/attribution}}
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| text = Much of the messy advertising you see on television today is the product of committees. Committees can criticize advertisements, but they should never be allowed to create them.<ref>{{cite book |last=Ogilvy |first=David |title=Confessions of an Advertising Man |publisher=Atheneum |date=1963 |page=31 |isbn=978-0860010180}}</ref>
| text = Never write an advertisement which you wouldn't want your own family to read. You wouldn't tell lies to your own wife. Don't tell them to mine.<ref>{{cite book |last=Ogilvy |first=David |title=Confessions of an Advertising Man |year=1963 |publisher=Atheneum}}</ref>
| author = David Ogilvy, Confessions of an Advertising Man {{David Ogilvy/attribution}}
| author = {{David Ogilvy/attribution}}
}}
}}

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| text = In good times people want to advertise; in bad times they have to.<ref>{{cite web |title=Bruce Barton Classic Quotations |url=http://www.ravintokirja.fi/T_Superlist.pdf |website=The Superlist |publisher=Christer Sundqvist |access-date=2025-12-19 |date=1955 |author=Barton, Bruce}}</ref>
| author = Bruce Barton, Public Address {{Bruce Barton/attribution}}
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| text = I've never found a client's business problem that could be solved solely through advertising.<ref>{{cite web |title=Art & Copy (2009) Documentary Quotes |url=https://www.imdb.com/title/tt1341071/ |website=IMDb |access-date=2025-12-19 |date=2009 |author=Pray, Doug}}</ref>
| author = Lee Clow, Art & Copy {{Lee Clow/attribution}}
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| text = People screen out a lot of commercials because they open with something dull...When you advertise fire-extinguishers, open with the fire.<ref>{{cite book |last=Ogilvy |first=David |title=Confessions of an Advertising Man |publisher=Atheneum |date=1963 |page=110}}</ref>
| author = David Ogilvy, Confessions of an Advertising Man {{David Ogilvy/attribution}}
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| text = I am one who believes that one of the greatest dangers of advertising is not that of misleading people, but that of boring them to death.<ref>{{cite book |last=Burnett |first=Leo |title=100 LEO'S: 100 Years of Leo Burnett |publisher=Leo Burnett Worldwide |date=2012}}</ref>
| author = Leo Burnett, Agency Address {{Leo Burnett/attribution}}
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| text = No one wakes up excited to see more advertising, no one goes to sleep thinking about the ads they'll see tomorrow.<ref>{{cite web |title=Why we don't sell ads |url=https://blog.whatsapp.com/why-we-dont-sell-ads |website=WhatsApp Blog |publisher=WhatsApp Inc. |access-date=2025-12-19 |date=2012-06-18 |author=Koum, Jan}}</ref>
| author = Jan Koum, Why We Don't Sell Ads {{Jan Koum/attribution}}
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| text = There is a great deal of advertising that is much better than the product. When that happens, all that the good advertising will do is put you out of business faster.<ref>{{cite book |last=Della Femina |first=Jerry |title=From Those Wonderful Folks Who Gave You Pearl Harbor |publisher=Simon & Schuster |date=1970 |isbn=0671205366}}</ref>
| text = There is a great deal of advertising that is much better than the product. When that happens, all that the good advertising will do is put you out of business faster.<ref>{{cite book |last=Della Femina |first=Jerry |title=From Those Wonderful Folks Who Gave You Pearl Harbor: Front-Line Dispatches from the Advertising War |year=1970 |publisher=Simon & Schuster}}</ref>
| author = Jerry Della Femina, Chairman of Della Femina Travisano & Partners {{Jerry Della Femina/attribution}}
| author = {{Jerry Della Femina/attribution}}
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| text = Nobody reads ads. People read what interests them. Sometimes, it's an ad.<ref>{{cite book |last=Gossage |first=Howard |title=The Book of Gossage |publisher=Copy Workshop |date=1995 |isbn=978-1887229210}}</ref>
| text = The best advertising is done by satisfied customers.<ref>{{cite book |last=Kotler |first=Philip |title=Marketing Management |edition=15th |year=2016 |publisher=Pearson}}</ref>
| author = Howard Gossage, The Book of Gossage {{Howard Gossage/attribution}}
| author = {{Philip Kotler/attribution}}
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| text = In advertising, not to be different is virtually suicidal.<ref>{{cite book |last=Bernbach |first=Bill |title=Bill Bernbach Said... |publisher=DDB Needham Worldwide |date=1987}}</ref>
| text = Content is king, but engagement is queen, and the lady rules the house!<ref>{{cite web |last=Smith |first=Mari |title=We Long to Belong – Why Community is the Last Great Marketing Strategy |publisher=BG5 Business |url=https://bg5business.com/we-long-to-belong-why-community-is-the-last-great-marketing-strategy/ |access-date=2025-12-21}}</ref>
| author = Bill Bernbach, Bill Bernbach Said... {{Bill Bernbach/attribution}}
| author = {{Mari Smith/attribution}}
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| text = A brand is no longer what we tell the consumer it is — it is what consumers tell each other it is.<ref>{{cite web |title=Building A Brand Campaign For Success: What Marketing Pros Should Know |publisher=Forbes Communications Council |date=2023-10-13 |url=https://www.forbes.com/councils/forbescommunicationscouncil/2023/10/13/building-a-brand-campaign-for-success-what-marketing-pros-should-know/ |access-date=2025-12-21}}</ref>
| text = The best advertising is done by satisfied customers.<ref>{{cite book |last=Kotler |first=Philip |title=Marketing Management: Millennium Edition |publisher=Prentice Hall |date=1999 |isbn=9780130122179 |page=433}}</ref>
| author = Philip Kotler, [[Marketing Management]] {{Philip Kotler/attribution}}
| author = {{Scott Cook/attribution}}
}}
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| text = Advertising tries to be a pyromaniac, igniting conflagrations of desires for instant gratification.<ref>{{cite book |last=Will |first=George F. |title=The Morning After: American Successes and Excesses, 1981-1986 |publisher=Free Press |date=1986 |isbn=9780029344507 |chapter=The Madison Legacy}}</ref>
| author = George Will, [[The Washington Post]] {{George Will/attribution}}
}}
}}


{{references}}
{{references}}

Latest revision as of 14:09, 25 December 2025

Advertising is the definitive engine of commercial visibility, functioning as the vital communication link between enterprise and consumer. More than mere promotion, effective advertising requires a sophisticated balance of creative rigor and strategic intent to penetrate the public consciousness. This resource organizes the fundamental philosophies of advertising into a coherent framework, tracing its trajectory from a basic economic necessity to a high-art form of persuasion and reputation management.

~*~

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The economic imperative of visibility

Doing business without advertising is like winking at a girl in the dark. You know what you are doing, but nobody else does.[1]

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In good times people want to advertise; in bad times they have to.[2]

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The strategic art of persuasion

A good advertisement is one which sells the product without drawing attention to itself.[3]

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Make it simple. Make it memorable. Make it inviting to look at. Make it fun to read.[4]

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Advertising is the ability to sense, interpret... to put the very heart throbs of a business into type, paper and ink.[5]

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People screen out a lot of commercials because they open with something dull...When you advertise fire-extinguishers, open with the fire.[6]

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Nobody reads ads. People read what interests them. Sometimes, it's an ad.[7]

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The psychology of audience engagement

Marketing is no longer about the stuff that you make, but about the stories you tell.[8]

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Tell the truth, but make the truth fascinating.[9]

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No one wakes up excited to see more advertising, no one goes to sleep thinking about the ads they'll see tomorrow.[10]

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If it doesn't sell, it isn't creative.[11]

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Advertising tries to be a pyromaniac, igniting conflagrations of desires for instant gratification.[12]

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Much of the messy advertising you see on television today is the product of committees. Committees can criticize advertisements, but they should never be allowed to create them.[13]

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If dogs don't like your dog food, the packaging doesn't matter.[14]

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Ethics, testing, and professional rigor

Every single element in an advertisement must be put there because testing has shown that it works best![15]

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Regardless of the moral issue, dishonesty in advertising has proved very unprofitable.[16]

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Never write an advertisement which you wouldn't want your own family to read. You wouldn't tell lies to your own wife. Don't tell them to mine.[17]

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There is a great deal of advertising that is much better than the product. When that happens, all that the good advertising will do is put you out of business faster.[18]

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The best advertising is done by satisfied customers.[19]

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Content is king, but engagement is queen, and the lady rules the house![20]

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A brand is no longer what we tell the consumer it is — it is what consumers tell each other it is.[21]

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References

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  4. ↑ {{#invoke:citation/CS1|citation |CitationClass=book }}
  5. ↑ {{#invoke:citation/CS1|citation |CitationClass=book }}
  6. ↑ {{#invoke:citation/CS1|citation |CitationClass=book }}
  7. ↑ {{#invoke:citation/CS1|citation |CitationClass=book }}
  8. ↑ {{#invoke:citation/CS1|citation |CitationClass=book }}
  9. ↑ {{#invoke:citation/CS1|citation |CitationClass=book }}
  10. ↑ {{#invoke:citation/CS1|citation |CitationClass=news }}
  11. ↑ {{#invoke:citation/CS1|citation |CitationClass=book }}
  12. ↑ {{#invoke:citation/CS1|citation |CitationClass=news }}
  13. ↑ {{#invoke:citation/CS1|citation |CitationClass=book }}
  14. ↑ {{#invoke:citation/CS1|citation |CitationClass=book }}
  15. ↑ {{#invoke:citation/CS1|citation |CitationClass=book }}
  16. ↑ {{#invoke:citation/CS1|citation |CitationClass=web }}
  17. ↑ {{#invoke:citation/CS1|citation |CitationClass=book }}
  18. ↑ {{#invoke:citation/CS1|citation |CitationClass=book }}
  19. ↑ {{#invoke:citation/CS1|citation |CitationClass=book }}
  20. ↑ {{#invoke:citation/CS1|citation |CitationClass=web }}
  21. ↑ {{#invoke:citation/CS1|citation |CitationClass=web }}

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