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Author: David M. Boush Publisher: Routledge ISBN: 1136648690 Category : Business & Economics Languages : en Pages : 258
Book Description
This is the first scholarly book to fully address the topics of the psychology of deceptive persuasion in the marketplace and consumer self-protection. Deception permeates the American marketplace. Deceptive marketing harms consumers’ health, welfare and financial resources, reduces people’s privacy and self-esteem, and ultimately undermines trust in society. Individual consumers must try to protect themselves from marketers’ misleading communications by acquiring personal marketplace deception-protection skills that go beyond reliance on legal or regulatory protections. Understanding the psychology of deceptive persuasion and consumer self-protection should be a central goal for future consumer behavior research. The authors explore these questions. What makes persuasive communications misleading and deceptive? How do marketing managers decide to prevent or practice deception in planning their campaigns? What skills must consumers acquire to effectively cope with marketers’ deception tactics? What does research tell us about how people detect, neutralize and resist misleading persuasion attempts? What does research suggest about how to teach marketplace deception protection skills to adolescents and adults? Chapters cover theoretical perspectives on deceptive persuasion; different types of deception tactics; how deception-minded marketers think; prior research on how people cope with deceptiveness; the nature of marketplace deception protection skills; how people develop deception protection skills in adolescence and adulthood; prior research on teaching consumers marketplace deception protection skills; and societal issues such as regulatory frontiers, societal trust, and consumer education practices. This unique book is intended for scholars and researchers. It should be essential reading for upper level and graduate courses in consumer behavior, social psychology, communication, and marketing. Marketing practitioners and marketplace regulators will find it stimulating and authoritative, as will social scientists and educators who are concerned with consumer welfare.
Author: David M. Boush Publisher: Routledge ISBN: 1136648682 Category : Business & Economics Languages : en Pages : 254
Book Description
This is the first scholarly book to fully address the topics of the psychology of deceptive persuasion in the marketplace and consumer self-protection. Deception permeates the American marketplace. Deceptive marketing harms consumers’ health, welfare and financial resources, reduces people’s privacy and self-esteem, and ultimately undermines trust in society. Individual consumers must try to protect themselves from marketers’ misleading communications by acquiring personal marketplace deception-protection skills that go beyond reliance on legal or regulatory protections. Understanding the psychology of deceptive persuasion and consumer self-protection should be a central goal for future consumer behavior research. The authors explore these questions. What makes persuasive communications misleading and deceptive? How do marketing managers decide to prevent or practice deception in planning their campaigns? What skills must consumers acquire to effectively cope with marketers’ deception tactics? What does research tell us about how people detect, neutralize and resist misleading persuasion attempts? What does research suggest about how to teach marketplace deception protection skills to adolescents and adults? Chapters cover theoretical perspectives on deceptive persuasion; different types of deception tactics; how deception-minded marketers think; prior research on how people cope with deceptiveness; the nature of marketplace deception protection skills; how people develop deception protection skills in adolescence and adulthood; prior research on teaching consumers marketplace deception protection skills; and societal issues such as regulatory frontiers, societal trust, and consumer education practices. This unique book is intended for scholars and researchers. It should be essential reading for upper level and graduate courses in consumer behavior, social psychology, communication, and marketing. Marketing practitioners and marketplace regulators will find it stimulating and authoritative, as will social scientists and educators who are concerned with consumer welfare.
Author: Paul Blumberg Publisher: Oxford University Press ISBN: 0198020805 Category : Social Science Languages : en Pages : 271
Book Description
Who knows more about a business's shady practices than the people who work there? In this pioneering study, Paul Blumberg examines a wide variety of evidence, including over 600 accounts written by workers who disclose in elaborate detail the deceptions their employers practiced on the public. Employed in a wide variety of business enterprises--supermarkets, restaurants, fish markets, department stores, gas stations, drug stores, pet stores, and many more--these workers pull back the curtain and reveal the hidden recesses of the American marketplace. Blumberg documents these deceptions in numerous vivid stories, providing readers with a trenchant handbook on survival in America. He tells of stores that routinely mark prices up before a sale; gas stations that sell regular gas as high test; auto mechanics who spray-paint customers' old car parts and then charge them for new parts (in one gas stations, the workers claimed that the mechanic's best tool was his paint can); and pharmacists who sell generic drugs and charge name-brand prices. But equally important, he provides an insightful analysis of why deception pervades the American marketplace. Though at times amusing, The Predatory Society is also frequently disturbing for what it says about private capitalism: how dishonesty is all but built into the American marketplace, and how this dishonesty has potentially disastrous effects on trust and community in our society.
Author: David M. Boush Publisher: Routledge ISBN: 1136648690 Category : Business & Economics Languages : en Pages : 258
Book Description
This is the first scholarly book to fully address the topics of the psychology of deceptive persuasion in the marketplace and consumer self-protection. Deception permeates the American marketplace. Deceptive marketing harms consumers’ health, welfare and financial resources, reduces people’s privacy and self-esteem, and ultimately undermines trust in society. Individual consumers must try to protect themselves from marketers’ misleading communications by acquiring personal marketplace deception-protection skills that go beyond reliance on legal or regulatory protections. Understanding the psychology of deceptive persuasion and consumer self-protection should be a central goal for future consumer behavior research. The authors explore these questions. What makes persuasive communications misleading and deceptive? How do marketing managers decide to prevent or practice deception in planning their campaigns? What skills must consumers acquire to effectively cope with marketers’ deception tactics? What does research tell us about how people detect, neutralize and resist misleading persuasion attempts? What does research suggest about how to teach marketplace deception protection skills to adolescents and adults? Chapters cover theoretical perspectives on deceptive persuasion; different types of deception tactics; how deception-minded marketers think; prior research on how people cope with deceptiveness; the nature of marketplace deception protection skills; how people develop deception protection skills in adolescence and adulthood; prior research on teaching consumers marketplace deception protection skills; and societal issues such as regulatory frontiers, societal trust, and consumer education practices. This unique book is intended for scholars and researchers. It should be essential reading for upper level and graduate courses in consumer behavior, social psychology, communication, and marketing. Marketing practitioners and marketplace regulators will find it stimulating and authoritative, as will social scientists and educators who are concerned with consumer welfare.
Author: Paul Ekman Publisher: W. W. Norton & Company ISBN: 0393081745 Category : Psychology Languages : en Pages : 404
Book Description
From breaking the law to breaking a promise, how do people lie and how can they be caught? In this revised edition, Paul Ekman, a renowned expert in emotions research and nonverbal communication, adds a new chapter to present his latest research on his groundbreaking inquiry into lying and the methods for uncovering lies. Ekman has figured out the most important behavioral clues to deceit; he has developed a one-hour self-instructional program that trains people to observe and understand "micro expressions"; and he has done research that identifies the facial expressions that show whether someone is likely to become violent—a self-instructional program to train recognition of these dangerous signals has also been developed. Telling Lies describes how lies vary in form and how they can differ from other types of misinformation that can reveal untruths. It discusses how a person’s body language, voice, and facial expressions can give away a lie but still fool professional lie hunters?even judges, police officers, drug enforcement agents, and Secret Service agents.
Author: Paul Ekman Publisher: W. W. Norton & Company ISBN: 9780393321883 Category : Psychology Languages : en Pages : 402
Book Description
Paul Ekman, a renowned expert in emotions research and nonverbal communication, has now updated his groundbreaking inquiry into lying and methods for uncovering lies. From the deception strategies of international public figures, such as Adolf Hitler and Richard Nixon, to the deceitful behavior of private individuals, including adulterers and petty criminals, Ekman shows that a successful liar most often depends on a willfully innocent dupe. His study describes how lies vary in form and can differ from other types of misinformation, as well as how a person's body language, voice, and facial expressions can give away a lie but still escape the detection of professional lie hunters'udges, police officers, drug enforcement agents, Secret Service agents, and others. Photographs and line drawings.
Author: Warren Grant Magnuson Publisher: ISBN: Category : Consumer protection Languages : en Pages : 264
Book Description
"The scope of the book's indictment is broad, laying bare the prevailing schemes and devices for parting victims from their money-schemes that operate within the law, without the law and, most appalling, with the law as an accomplice. It catalogues the needless product hazards threatening rich and poor alike-from babies' receiving blankets which burn to ashes in seconds, to callously made cigarettes. It documents the manipulation of credit terms and prices; the brutality of collection techniques; the secrets of space age charlatans, and the gaps remaining in the fabric of protection laws."--Dust jacket.
Author: George A. Akerlof Publisher: Princeton University Press ISBN: 1400873266 Category : Business & Economics Languages : en Pages : 291
Book Description
Why the free-market system encourages so much trickery even as it creates so much good Ever since Adam Smith, the central teaching of economics has been that free markets provide us with material well-being, as if by an invisible hand. In Phishing for Phools, Nobel Prize–winning economists George Akerlof and Robert Shiller deliver a fundamental challenge to this insight, arguing that markets harm as well as help us. As long as there is profit to be made, sellers will systematically exploit our psychological weaknesses and our ignorance through manipulation and deception. Rather than being essentially benign and always creating the greater good, markets are inherently filled with tricks and traps and will "phish" us as "phools." Phishing for Phools therefore strikes a radically new direction in economics, based on the intuitive idea that markets both give and take away. Akerlof and Shiller bring this idea to life through dozens of stories that show how phishing affects everyone, in almost every walk of life. We spend our money up to the limit, and then worry about how to pay the next month's bills. The financial system soars, then crashes. We are attracted, more than we know, by advertising. Our political system is distorted by money. We pay too much for gym memberships, cars, houses, and credit cards. Drug companies ingeniously market pharmaceuticals that do us little good, and sometimes are downright dangerous. Phishing for Phools explores the central role of manipulation and deception in fascinating detail in each of these areas and many more. It thereby explains a paradox: why, at a time when we are better off than ever before in history, all too many of us are leading lives of quiet desperation. At the same time, the book tells stories of individuals who have stood against economic trickery—and how it can be reduced through greater knowledge, reform, and regulation.
Author: Michael Pettit Publisher: University of Chicago Press ISBN: 0226923754 Category : History Languages : en Pages : 323
Book Description
During the late nineteenth and early twentieth centuries, Americans were fascinated with fraud. P. T. Barnum artfully exploited the American yen for deception, and even Mark Twain championed it, arguing that lying was virtuous insofar as it provided the glue for all interpersonal intercourse. But deception was not used solely to delight, and many fell prey to the schemes of con men and the wiles of spirit mediums. As a result, a number of experimental psychologists set themselves the task of identifying and eliminating the illusions engendered by modern, commercial life. By the 1920s, however, many of these same psychologists had come to depend on deliberate misdirection and deceitful stimuli to support their own experiments. The Science of Deception explores this paradox, weaving together the story of deception in American commercial culture with its growing use in the discipline of psychology. Michael Pettit reveals how deception came to be something that psychologists not only studied but also employed to establish their authority. They developed a host of tools—the lie detector, psychotherapy, an array of personality tests, and more—for making deception more transparent in the courts and elsewhere. Pettit’s study illuminates the intimate connections between the scientific discipline and the marketplace during a crucial period in the development of market culture. With its broad research and engaging tales of treachery, The Science of Deception will appeal to scholars and general readers alike.
Author: David M. Boush
Author: David M. Boush
Author: Paul Blumberg
Author: David M. Boush
Author: Paul Ekman
Author: Paul Ekman
Author: Warren Grant Magnuson
Author: J. Scott Armstrong
Author: American National Metric Council
Author: George A. Akerlof
Author: Michael Pettit