Fraud

Weapons of influence

Name of theory Six weapons of influence Key reference Book: (Cialdini, 1993) Article: (Cialdini & Goldstein, 2002) Description Robert Cialdini was interested in the various ways in which people are persuaded to comply with a request. To investigate what methods expert persuaders (e.g., salespeople) use to sell products to customers, Read more…

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Barnum effect

Description The Barnum effect suggests that people are likely to believe statements about themselves (usually their personality) that are presented as if they are tailored to them, but that in fact cover generic statements that could apply to anyone. This was demonstrated by Forer, who gave people statements such as Read more…

By admin, ago