Deception In The Marketplace: The Psychology of Deceptive Persuasion and Consumer Self-Protection

260 Pages·2009·5.43 MB·English

by  David M. Boush

Deception
in the Marketplace
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Deception
in the Marketplace
The Psychology of Deceptive Persuasion
and Consumer Self-Protection
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New York London
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Routledge Routledge
Taylor & Francis Group Taylor & Francis Group
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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)
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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
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Dedication
We dedicate this book to our grandchildren.
v
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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
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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
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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
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