Degree Granting Department
Mark Taylor, Ph.D.
Paul Spector, Ph.D.
Mauricio Palmeira, Ph.D.
Deception, Fraud, Heuristics, Mental Biases, Scam, System Mind
Fraud schemes exploit the complex interplay that results from utilizing deceptive appeals to activate underlying cognitive influences. This study was designed, first, to identify the deceptive appeals present in the messaging of fraudulent schemes and, second, to identify the underlying cognitive influences being exploited by the deceptive appeals utilized. Findings reveal that effectively used deceptive appeals work to keep viewers’ mental processes in a state of cognitive ease. This state allows cognitive influences--such as heuristics, cognitive biases, and the System 1 mind--to remain in control of mental processing; however, System 1 is prone to accept deceptive beliefs. The results of this study demonstrate a significant interplay and linkage between the use of deceptive appeals and the activation of underlying cognitive influences to propagate the fraud schemes analyzed in this study.
Scholar Commons Citation
Toledo, Rafael J., "Deceptive Appeals and Cognitive Influences Used in Fraudulent Scheme Sales Pitches" (2022). USF Tampa Graduate Theses and Dissertations.
Behavioral Disciplines and Activities Commons, Finance and Financial Management Commons, Social and Behavioral Sciences Commons