Compliance with mass marketing solicitation: The role of verbatim and gist processing

Abstract Introduction Mass marketing scams threaten financial and personal well‐being. Grounded in fuzzy‐trace theory, we examined whether verbatim and gist‐based risk processing predicts susceptibility to scams and whether such processing can be altered. Methods Seven hundred and one participants r...

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Autores principales:	Julia Nolte, Yaniv Hanoch, Stacey A. Wood, Valerie F. Reyna
Formato:	article
Lenguaje:	EN
Publicado:	Wiley 2021
Materias:	consumer fraud fuzzy‐trace mass marketing solicitation Neurosciences. Biological psychiatry. Neuropsychiatry RC321-571
Acceso en línea:	https://doaj.org/article/0d98c65b0b4e44edb09832360797332e
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spelling	oai:doaj.org-article:0d98c65b0b4e44edb09832360797332e2021-11-25T06:06:36ZCompliance with mass marketing solicitation: The role of verbatim and gist processing2162-327910.1002/brb3.2391https://doaj.org/article/0d98c65b0b4e44edb09832360797332e2021-11-01T00:00:00Zhttps://doi.org/10.1002/brb3.2391https://doaj.org/toc/2162-3279Abstract Introduction Mass marketing scams threaten financial and personal well‐being. Grounded in fuzzy‐trace theory, we examined whether verbatim and gist‐based risk processing predicts susceptibility to scams and whether such processing can be altered. Methods Seven hundred and one participants read a solicitation letter online and indicated willingness to call an “activation number” to claim an alleged $500,000 sweepstakes prize. Participants focused on the solicitation's verbatim details (hypothesized to increase risk‐taking) or its broad gist (hypothesized to decrease risk‐taking). Results As expected, measures of verbatim‐based processing positively predicted contact intentions, whereas measures of gist‐based processing negatively predicted contact intentions. Contrary to hypotheses, experimental conditions did not influence intentions (43% across conditions). Contact intentions were associated with perceptions of low risk, high benefit, and the offer's apparent genuineness, as well as self‐reported decision regret, subjective vulnerability to scams, and prior experience falling for scams. Conclusions Overall, message perceptions and prior susceptibility, rather than experimental manipulations, mattered in predicting scam susceptibility.Julia NolteYaniv HanochStacey A. WoodValerie F. ReynaWileyarticleconsumer fraudfuzzy‐tracemass marketing solicitationNeurosciences. Biological psychiatry. NeuropsychiatryRC321-571ENBrain and Behavior, Vol 11, Iss 11, Pp n/a-n/a (2021)
institution	DOAJ
collection	DOAJ
language	EN
topic	consumer fraud fuzzy‐trace mass marketing solicitation Neurosciences. Biological psychiatry. Neuropsychiatry RC321-571
spellingShingle	consumer fraud fuzzy‐trace mass marketing solicitation Neurosciences. Biological psychiatry. Neuropsychiatry RC321-571 Julia Nolte Yaniv Hanoch Stacey A. Wood Valerie F. Reyna Compliance with mass marketing solicitation: The role of verbatim and gist processing
description	Abstract Introduction Mass marketing scams threaten financial and personal well‐being. Grounded in fuzzy‐trace theory, we examined whether verbatim and gist‐based risk processing predicts susceptibility to scams and whether such processing can be altered. Methods Seven hundred and one participants read a solicitation letter online and indicated willingness to call an “activation number” to claim an alleged $500,000 sweepstakes prize. Participants focused on the solicitation's verbatim details (hypothesized to increase risk‐taking) or its broad gist (hypothesized to decrease risk‐taking). Results As expected, measures of verbatim‐based processing positively predicted contact intentions, whereas measures of gist‐based processing negatively predicted contact intentions. Contrary to hypotheses, experimental conditions did not influence intentions (43% across conditions). Contact intentions were associated with perceptions of low risk, high benefit, and the offer's apparent genuineness, as well as self‐reported decision regret, subjective vulnerability to scams, and prior experience falling for scams. Conclusions Overall, message perceptions and prior susceptibility, rather than experimental manipulations, mattered in predicting scam susceptibility.
format	article
author	Julia Nolte Yaniv Hanoch Stacey A. Wood Valerie F. Reyna
author_facet	Julia Nolte Yaniv Hanoch Stacey A. Wood Valerie F. Reyna
author_sort	Julia Nolte
title	Compliance with mass marketing solicitation: The role of verbatim and gist processing
title_short	Compliance with mass marketing solicitation: The role of verbatim and gist processing
title_full	Compliance with mass marketing solicitation: The role of verbatim and gist processing
title_fullStr	Compliance with mass marketing solicitation: The role of verbatim and gist processing
title_full_unstemmed	Compliance with mass marketing solicitation: The role of verbatim and gist processing
title_sort	compliance with mass marketing solicitation: the role of verbatim and gist processing
publisher	Wiley
publishDate	2021
url	https://doaj.org/article/0d98c65b0b4e44edb09832360797332e
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Compliance with mass marketing solicitation: The role of verbatim and gist processing

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