Deception In The Marketplace: The Psychology of Deceptive Persuasion and Consumer Self-Protection PDF
Preview Deception In The Marketplace: The Psychology of Deceptive Persuasion and Consumer Self-Protection
Deception in the Marketplace RT21171.indb 1 4/7/09 9:37:26 AM RT21171.indb 2 4/7/09 9:37:27 AM Deception in the Marketplace The Psychology of Deceptive Persuasion and Consumer Self-Protection (cid:37)(cid:66)(cid:87)(cid:74)(cid:69)(cid:1)(cid:46)(cid:15)(cid:1)(cid:35)(cid:80)(cid:86)(cid:84)(cid:73)(cid:1)(cid:116)(cid:1)(cid:46)(cid:66)(cid:83)(cid:74)(cid:66)(cid:79)(cid:1)(cid:39)(cid:83)(cid:74)(cid:70)(cid:84)(cid:85)(cid:66)(cid:69)(cid:1)(cid:116)(cid:1)(cid:49)(cid:70)(cid:85)(cid:70)(cid:83)(cid:1)(cid:56)(cid:83)(cid:74)(cid:72)(cid:73)(cid:85) New York London RT21171.indb 3 4/7/09 9:37:27 AM Routledge Routledge Taylor & Francis Group Taylor & Francis Group 270 Madison Avenue 27 Church Road New York, NY 10016 Hove, East Sussex BN3 2FA © 2009 by Taylor and Francis Group, LLC Routledge is an imprint of Taylor & Francis Group, an Informa business Printed in the United States of America on acid-free paper 10 9 8 7 6 5 4 3 2 1 International Standard Book Number: 978-0-8058-6086-3 (Hardback) 978-0-8058-6087-0 (Paperback) For permission to photocopy or use material electronically from this work, please access www. copyright.com (http://www.copyright.com/) or contact the Copyright Clearance Center, Inc. (CCC), 222 Rosewood Drive, Danvers, MA 01923, 978-750-8400. CCC is a not-for-profit organiza- tion that provides licenses and registration for a variety of users. For organizations that have been granted a photocopy license by the CCC, a separate system of payment has been arranged. Trademark Notice: Product or corporate names may be trademarks or registered trademarks, and are used only for identification and explanation without intent to infringe. Library of Congress Cataloging-in-Publication Data Boush, David M. Deception in the marketplace : the psychology of deceptive persuasion and consumer self protection / David M. Boush, Marian Friestad, Peter Wright. p. cm. Includes bibliographical references. ISBN 978-0-8058-6086-3 (hardback : acid-free paper) – ISBN 978-0-8058-6087-0 (pbk. : acid-free paper) 1. Deceptive advertising--United States. 2. Marketing--United States. 3. Consumer protection--United States. I. Friestad, Marian. II. Wright, Peter. III. Title. HF5827.8.B68 2009 659.101’9--dc22 2008043548 Visit the Taylor & Francis Web site at http://www.taylorandfrancis.com and the Psychology Press Web site at http://www.psypress.com RT21171.indb 4 4/7/09 9:37:28 AM Dedication We dedicate this book to our grandchildren. v RT21171.indb 5 4/7/09 9:37:28 AM RT21171.indb 6 4/7/09 9:37:29 AM Contents Preface xi The Authors xv 1 Deception in the Marketplace 1 Deception in the Modern Marketplace 3 Misleading and Deceptive: Defining Marketplace Deception 6 Legalistic Definitions 8 Marketplace Deception Is Persuasion 1 1 Deceptions Are Context Bound 1 3 A Deception Agent’s Definition: It Is Deception if Persuasion Targets Perceive It as Such 1 4 Ethics and Morality 1 5 Marketplace Deception Is a Special Domain of Societal Deception 1 6 A Framework for Examining Marketplace Deception 1 7 The Scope of This Book 18 2 Theoretical Perspectives on Deceptive Persuasion 2 1 Deception Theory 2 2 Persuasion Theory 2 9 Dual-Process Models of Persuasion 2 9 Social Influence and Persuasion Tactics 3 0 Resistance to Persuasion 3 1 The Persuasion Knowledge Model 3 2 Metacognition and Deception Protection 34 Protection Motivation Theory and Regulatory Focus Theory 3 5 Aversion to Feeling Duped 3 7 3 Marketplace Deception Tactics I 3 9 Overview of Marketplace Deception Strategy 4 0 Types of Deception Tactics 4 3 Distraction and Camouflage 4 5 Corrupted and Subverted Persuasion Tactics 4 9 Suppressing Deception-Protection Motivation and Opportunity 5 2 vii RT21171.indb 7 4/7/09 9:37:29 AM viii Contents The Run-Around 5 5 Omissions 5 6 4 Marketplace Deception Tactics II 5 9 Simulation 5 9 Deceptive Framings 6 2 Impersonation 6 4 Language That Misleads and Avoids Responsibility 6 5 Exploiting Automatized Inferencing Tendencies 6 7 Verbal and Visual Misrepresentation 6 8 Exploiting Limited Numeracy, Research, and Statistical Understanding 7 0 Rhetorical Deception: Visual and Verbal Figures of Speech 73 Marketing Bullshit 7 4 5 How Deception-Minded Marketers Think 7 9 A Mental Model of a Professional Deception Planner 7 9 Social Engineering 8 6 The Mind of a Telescammer 88 Marketing Managers’ Deception Decisions 9 0 6 How People Cope With Deceptiveness: Prior Research 9 5 Uncertainty and Suspicion 9 6 Suspicion Effects on Processing of Subsequent Persuasion Attempts 100 Omissions, Misleading Inferences, and Message Tactics 102 The Heard-It-Before “Truth Effect” 111 The Use of Marketplace Persuasion Knowledge 114 Detecting Deceptions 117 7 Marketplace Deception Protection Skills 123 Deception Protection Skills: Detection, Neutralization, Resistance 124 Proactive Coping Skills: Preparing for Battle Before It Begins 131 Resource Management Skills 133 Marketplace Deception Protection Self-Efficacy 136 8 Developing Deception Protection Skills in Adolescence and Adulthood 143 Growing Up Targeted 145 Children’s Beliefs About Television Advertising 146 Developing Persuasion Knowledge 149 Developmental Psychology and Theory of Mind 154 Domain Specific Skills and Cross-Context Transfers 156 Adolescence and Marketplace Deception-Protection Skills 160 RT21171.indb 8 4/7/09 9:37:30 AM Contents ix 9 Teaching Marketplace Deception Protection Skills: Prior Research 163 Coping With Implied Claims 164 Coaching Consumers to Detect Omitted Information 166 Coaching Consumers to Detect and Resist Corrupted Persuasion Tactics 168 Coaching Adolescents to Cope With Deceptive Alcohol Advertising 175 Coaching Adolescents to Cope With Deceptive Cigarette Advertising 178 The “Off the Hook” Program to Reduce Participation in Telemarketing Fraud 181 10 Societal Perspectives: Regulatory Frontiers, Societal Trust, and Deception Protection Education 187 Changes in Communication Technology 187 Regulatory Protections 190 Deception’s Effects on Societal and Marketplace Trust 197 Societal Education on Deception Protection 201 References 209 Author Index 227 Subject Index 233 RT21171.indb 9 4/7/09 9:37:30 AM
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