| Autor: |
Anthony R. Pratkanis, Todd Horvitz |
| Rok vydání: |
2002 |
| Předmět: |
|
| Zdroj: |
Journal of Applied Social Psychology. 32:310-317 |
| ISSN: |
0021-9029 |
| DOI: |
10.1111/j.1559-1816.2002.tb00217.x |
| Popis: |
Two laboratory experiments demonstrate the effectiveness of the 1-in-5 prize tactic for perpetrating telemarketing fraud crimes. Across these experiments, the 1-in-5 prize tactic (securing acquiescence to a request by misleading a person to believe that he or she has won a valuable prize) resulted in a 5-fold increase in compliance, including 100% yielding in conditions most similar to those used by fraudulent telemarketers. Possible psychological mechanisms underlying the tactic (including phantom fixation) are discussed. |
| Databáze: |
OpenAIRE |
| Externí odkaz: |
|
Plný text