ArticleBrain and behavior2021
Compliance with mass marketing solicitation: The role of verbatim and gist processing.
Article in Brain and behavior, 2021. The graph could read no effect estimate from its abstract, so it casts no vote on the map. Cited by 3 papers.
What it found
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Who cites it
3 citing papers in PubMed.
- The Scammers' Psychological Warfare: A Call to Arms.Psychological science in the public interest : a journal of the American Psychological Society · 2025Article
- Compliance with mass marketing solicitation: The role of verbatim and gist processing.Brain and behavior · 2021Article
- Susceptibility to COVID-19 Scams: The Roles of Age, Individual Difference Measures, and Scam-Related Perceptions.Frontiers in psychology · 2021Article
Corrections and comments
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Authors and funding
4 authors.
Funding
No grant is acknowledged in the PubMed record.
Abstract
introductionMass 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.
methodsSeven 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).
resultsAs 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.
conclusionsOverall, message perceptions and prior susceptibility, rather than experimental manipulations, mattered in predicting scam susceptibility.
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