Deception in the marketplace: the psychology of deceptive persuasion and consumer self-protection
Gespeichert in:
| Hauptverfasser: | , , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York [u.a.]
Routledge
2009
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | Incl. bibliogr. references |
| Beschreibung: | XV, 241 S. |
| ISBN: | 9780805860863 9780805860870 |
Internformat
MARC
| LEADER | 00000nam a2200000zc 4500 | ||
|---|---|---|---|
| 001 | BV035446693 | ||
| 003 | DE-604 | ||
| 005 | 20100813 | ||
| 007 | t | ||
| 008 | 090422s2009 xxu |||| 00||| eng d | ||
| 010 | |a 2008043548 | ||
| 020 | |a 9780805860863 |c hardback : acidfree paper |9 978-0-8058-6086-3 | ||
| 020 | |a 9780805860870 |c pbk. : acidfree paper |9 978-0-8058-6087-0 | ||
| 035 | |a (OCoLC)611038625 | ||
| 035 | |a (DE-599)BVBBV035446693 | ||
| 040 | |a DE-604 |b ger |e aacr | ||
| 041 | 0 | |a eng | |
| 044 | |a xxu |c US | ||
| 049 | |a DE-521 |a DE-188 | ||
| 050 | 0 | |a HF5827.8 | |
| 082 | 0 | |a 659.101/9 | |
| 084 | |a QP 631 |0 (DE-625)141917: |2 rvk | ||
| 100 | 1 | |a Boush, David M. |d 1952- |e Verfasser |0 (DE-588)139675736 |4 aut | |
| 245 | 1 | 0 | |a Deception in the marketplace |b the psychology of deceptive persuasion and consumer self-protection |c David M. Boush ; Marian Friestad ; Peter Wright |
| 264 | 1 | |a New York [u.a.] |b Routledge |c 2009 | |
| 300 | |a XV, 241 S. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Incl. bibliogr. references | ||
| 650 | 4 | |a Deceptive advertising |z United States | |
| 650 | 4 | |a Marketing |z United States | |
| 650 | 4 | |a Consumer protection |z United States | |
| 650 | 0 | 7 | |a Verbraucherverhalten |0 (DE-588)4062644-1 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Täuschung |0 (DE-588)4125622-0 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Marktpsychologie |0 (DE-588)4140888-3 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Selbstschutz |0 (DE-588)4153197-8 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Marketing |0 (DE-588)4037589-4 |2 gnd |9 rswk-swf |
| 651 | 4 | |a USA | |
| 651 | 7 | |a USA |0 (DE-588)4078704-7 |2 gnd |9 rswk-swf | |
| 689 | 0 | 0 | |a USA |0 (DE-588)4078704-7 |D g |
| 689 | 0 | 1 | |a Marketing |0 (DE-588)4037589-4 |D s |
| 689 | 0 | 2 | |a Täuschung |0 (DE-588)4125622-0 |D s |
| 689 | 0 | 3 | |a Verbraucherverhalten |0 (DE-588)4062644-1 |D s |
| 689 | 0 | 4 | |a Selbstschutz |0 (DE-588)4153197-8 |D s |
| 689 | 0 | 5 | |a Marktpsychologie |0 (DE-588)4140888-3 |D s |
| 689 | 0 | |5 DE-188 | |
| 700 | 1 | |a Friestad, Marian |e Verfasser |0 (DE-588)138684138 |4 aut | |
| 700 | 1 | |a Wright, Peter E. |e Verfasser |4 aut | |
| 856 | 4 | 2 | |m HBZ Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=017366827&sequence=000004&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-017366827 | ||
Datensatz im Suchindex
| _version_ | 1804138895850340352 |
|---|---|
| adam_text | Titel: Deception in the marketplace
Autor: Boush, David Mallory
Jahr: 2009
Contents
Preface xj
The Authors xv
1 Deception in the Marketplace 1
Deception in the Modern Marketplace 3
Misleading and Deceptive: Defining Marketplace Deception 6
Legalistic Definitions 8
Marketplace Deception Is Persuasion 11
Deceptions Are Context Bound 13
A Deception Agent s Definition: It Is Deception if Persuasion Targets
Perceive It as Such 14
Ethics and Morality 15
Marketplace Deception Is a Special Domain of Societal Deception 16
A Framework for Examining Marketplace Deception 17
The Scope of This Book 18
2 Theoretical Perspectives on Deceptive Persuasion 21
Deception Theory 22
Persuasion Theory 29
Dual-Process Models of Persuasion 29
Social Influence and Persuasion Tactics 30
Resistance to Persuasion 31
The Persuasion Knowledge Model 32
Metacognition and Deception Protection 34
Protection Motivation Theory and Regulatory Focus Theory 35
Aversion to Feeling Duped 37
3 Marketplace Deception Tactics I 39
Overview of Marketplace Deception Strategy 40
Types of Deception Tactics 43
Distraction and Camouflage 45
Corrupted and Subverted Persuasion Tactics 49
Suppressing Deception-Protection Motivation and Opportunity 52
VII
viii Contents
The Run-Around 55
Omissions 56
4 Marketplace Deception Tactics II 59
Simulation 59
Deceptive Framings 62
Impersonation 64
Language That Misleads and Avoids Responsibility 65
Exploiting Automatized Inferencing Tendencies 67
Verbal and Visual Misrepresentation 68
Exploiting Limited Numeracy, Research, and Statistical Understanding 70
Rhetorical Deception: Visual and Verbal Figures of Speech 73
Marketing Bullshit 74
5 How Deception-Minded Marketers Think 79
A Mental Model of a Professional Deception Planner 79
Social Engineering 86
The Mind of a Telescammer 88
Marketing Managers Deception Decisions 90
6 How People Cope With Deceptiveness: Prior Research 95
Uncertainty and Suspicion 96
Suspicion Effects on Processing of Subsequent Persuasion Attempts 100
Omissions, Misleading Inferences, and Message Tactics 102
The Heard-lt-Before Truth Effect 111
The Use of Marketplace Persuasion Knowledge 114
Detecting Deceptions 117
7 Marketplace Deception Protection Skills 123
Deception Protection Skills: Detection, Neutralization, Resistance 124
Proactive Coping Skills: Preparing for Battle Before It Begins 131
Resource Management Skills 133
Marketplace Deception Protection Self-Efficacy 136
8 Developing Deception Protection Skills in Adolescence
and Adulthood 143
Growing Up Targeted 145
Children s Beliefs About Television Advertising 146
Developing Persuasion Knowledge 149
Developmental Psychology and Theory of Mind 154
Domain Specific Skills and Cross-Context Transfers 156
Adolescence and Marketplace Deception-Protection Skills 160
Contents ix
9 Teaching Marketplace Deception Protection Skills: Prior Research 163
Coping With Implied Claims 164
Coaching Consumers to Detect Omitted Information 166
Coaching Consumers to Detect and Resist Corrupted
Persuasion Tactics 168
Coaching Adolescents to Cope With Deceptive
Alcohol Advertising 175
Coaching Adolescents to Cope With Deceptive
Cigarette Advertising 178
The Off the Hook Program to Reduce Participation in
Telemarketing Fraud 181
10 Societal Perspectives: Regulatory Frontiers, Societal Trust,
and Deception Protection Education 187
Changes in Communication Technology 187
Regulatory Protections 190
Deception s Effects on Societal and Marketplace Trust 197
Societal Education on Deception Protection 201
References 209
Author Index 227
Subject Index 233
|
| any_adam_object | 1 |
| author | Boush, David M. 1952- Friestad, Marian Wright, Peter E. |
| author_GND | (DE-588)139675736 (DE-588)138684138 |
| author_facet | Boush, David M. 1952- Friestad, Marian Wright, Peter E. |
| author_role | aut aut aut |
| author_sort | Boush, David M. 1952- |
| author_variant | d m b dm dmb m f mf p e w pe pew |
| building | Verbundindex |
| bvnumber | BV035446693 |
| callnumber-first | H - Social Science |
| callnumber-label | HF5827 |
| callnumber-raw | HF5827.8 |
| callnumber-search | HF5827.8 |
| callnumber-sort | HF 45827.8 |
| callnumber-subject | HF - Commerce |
| classification_rvk | QP 631 |
| ctrlnum | (OCoLC)611038625 (DE-599)BVBBV035446693 |
| dewey-full | 659.101/9 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 659 - Advertising and public relations |
| dewey-raw | 659.101/9 |
| dewey-search | 659.101/9 |
| dewey-sort | 3659.101 19 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Book |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>02347nam a2200577zc 4500</leader><controlfield tag="001">BV035446693</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">20100813 </controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">090422s2009 xxu |||| 00||| eng d</controlfield><datafield tag="010" ind1=" " ind2=" "><subfield code="a">2008043548</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9780805860863</subfield><subfield code="c">hardback : acidfree paper</subfield><subfield code="9">978-0-8058-6086-3</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9780805860870</subfield><subfield code="c">pbk. : acidfree paper</subfield><subfield code="9">978-0-8058-6087-0</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)611038625</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV035446693</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">aacr</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="044" ind1=" " ind2=" "><subfield code="a">xxu</subfield><subfield code="c">US</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-521</subfield><subfield code="a">DE-188</subfield></datafield><datafield tag="050" ind1=" " ind2="0"><subfield code="a">HF5827.8</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">659.101/9</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QP 631</subfield><subfield code="0">(DE-625)141917:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Boush, David M.</subfield><subfield code="d">1952-</subfield><subfield code="e">Verfasser</subfield><subfield code="0">(DE-588)139675736</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Deception in the marketplace</subfield><subfield code="b">the psychology of deceptive persuasion and consumer self-protection</subfield><subfield code="c">David M. Boush ; Marian Friestad ; Peter Wright</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">New York [u.a.]</subfield><subfield code="b">Routledge</subfield><subfield code="c">2009</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">XV, 241 S.</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="500" ind1=" " ind2=" "><subfield code="a">Incl. bibliogr. references</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Deceptive advertising</subfield><subfield code="z">United States</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Marketing</subfield><subfield code="z">United States</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Consumer protection</subfield><subfield code="z">United States</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Verbraucherverhalten</subfield><subfield code="0">(DE-588)4062644-1</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Täuschung</subfield><subfield code="0">(DE-588)4125622-0</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Marktpsychologie</subfield><subfield code="0">(DE-588)4140888-3</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Selbstschutz</subfield><subfield code="0">(DE-588)4153197-8</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Marketing</subfield><subfield code="0">(DE-588)4037589-4</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="651" ind1=" " ind2="4"><subfield code="a">USA</subfield></datafield><datafield tag="651" ind1=" " ind2="7"><subfield code="a">USA</subfield><subfield code="0">(DE-588)4078704-7</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">USA</subfield><subfield code="0">(DE-588)4078704-7</subfield><subfield code="D">g</subfield></datafield><datafield tag="689" ind1="0" ind2="1"><subfield code="a">Marketing</subfield><subfield code="0">(DE-588)4037589-4</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="2"><subfield code="a">Täuschung</subfield><subfield code="0">(DE-588)4125622-0</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="3"><subfield code="a">Verbraucherverhalten</subfield><subfield code="0">(DE-588)4062644-1</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="4"><subfield code="a">Selbstschutz</subfield><subfield code="0">(DE-588)4153197-8</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="5"><subfield code="a">Marktpsychologie</subfield><subfield code="0">(DE-588)4140888-3</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-188</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Friestad, Marian</subfield><subfield code="e">Verfasser</subfield><subfield code="0">(DE-588)138684138</subfield><subfield code="4">aut</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Wright, Peter E.</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">HBZ Datenaustausch</subfield><subfield code="q">application/pdf</subfield><subfield code="u">http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=017366827&sequence=000004&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-017366827</subfield></datafield></record></collection> |
| geographic | USA USA (DE-588)4078704-7 gnd |
| geographic_facet | USA |
| id | DE-604.BV035446693 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-09T21:35:28Z |
| institution | BVB |
| isbn | 9780805860863 9780805860870 |
| language | English |
| lccn | 2008043548 |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-017366827 |
| oclc_num | 611038625 |
| open_access_boolean | |
| owner | DE-521 DE-188 |
| owner_facet | DE-521 DE-188 |
| physical | XV, 241 S. |
| publishDate | 2009 |
| publishDateSearch | 2009 |
| publishDateSort | 2009 |
| publisher | Routledge |
| record_format | marc |
| spelling | Boush, David M. 1952- Verfasser (DE-588)139675736 aut Deception in the marketplace the psychology of deceptive persuasion and consumer self-protection David M. Boush ; Marian Friestad ; Peter Wright New York [u.a.] Routledge 2009 XV, 241 S. txt rdacontent n rdamedia nc rdacarrier Incl. bibliogr. references Deceptive advertising United States Marketing United States Consumer protection United States Verbraucherverhalten (DE-588)4062644-1 gnd rswk-swf Täuschung (DE-588)4125622-0 gnd rswk-swf Marktpsychologie (DE-588)4140888-3 gnd rswk-swf Selbstschutz (DE-588)4153197-8 gnd rswk-swf Marketing (DE-588)4037589-4 gnd rswk-swf USA USA (DE-588)4078704-7 gnd rswk-swf USA (DE-588)4078704-7 g Marketing (DE-588)4037589-4 s Täuschung (DE-588)4125622-0 s Verbraucherverhalten (DE-588)4062644-1 s Selbstschutz (DE-588)4153197-8 s Marktpsychologie (DE-588)4140888-3 s DE-188 Friestad, Marian Verfasser (DE-588)138684138 aut Wright, Peter E. Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=017366827&sequence=000004&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Boush, David M. 1952- Friestad, Marian Wright, Peter E. Deception in the marketplace the psychology of deceptive persuasion and consumer self-protection Deceptive advertising United States Marketing United States Consumer protection United States Verbraucherverhalten (DE-588)4062644-1 gnd Täuschung (DE-588)4125622-0 gnd Marktpsychologie (DE-588)4140888-3 gnd Selbstschutz (DE-588)4153197-8 gnd Marketing (DE-588)4037589-4 gnd |
| subject_GND | (DE-588)4062644-1 (DE-588)4125622-0 (DE-588)4140888-3 (DE-588)4153197-8 (DE-588)4037589-4 (DE-588)4078704-7 |
| title | Deception in the marketplace the psychology of deceptive persuasion and consumer self-protection |
| title_auth | Deception in the marketplace the psychology of deceptive persuasion and consumer self-protection |
| title_exact_search | Deception in the marketplace the psychology of deceptive persuasion and consumer self-protection |
| title_full | Deception in the marketplace the psychology of deceptive persuasion and consumer self-protection David M. Boush ; Marian Friestad ; Peter Wright |
| title_fullStr | Deception in the marketplace the psychology of deceptive persuasion and consumer self-protection David M. Boush ; Marian Friestad ; Peter Wright |
| title_full_unstemmed | Deception in the marketplace the psychology of deceptive persuasion and consumer self-protection David M. Boush ; Marian Friestad ; Peter Wright |
| title_short | Deception in the marketplace |
| title_sort | deception in the marketplace the psychology of deceptive persuasion and consumer self protection |
| title_sub | the psychology of deceptive persuasion and consumer self-protection |
| topic | Deceptive advertising United States Marketing United States Consumer protection United States Verbraucherverhalten (DE-588)4062644-1 gnd Täuschung (DE-588)4125622-0 gnd Marktpsychologie (DE-588)4140888-3 gnd Selbstschutz (DE-588)4153197-8 gnd Marketing (DE-588)4037589-4 gnd |
| topic_facet | Deceptive advertising United States Marketing United States Consumer protection United States Verbraucherverhalten Täuschung Marktpsychologie Selbstschutz Marketing USA |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=017366827&sequence=000004&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT boushdavidm deceptioninthemarketplacethepsychologyofdeceptivepersuasionandconsumerselfprotection AT friestadmarian deceptioninthemarketplacethepsychologyofdeceptivepersuasionandconsumerselfprotection AT wrightpetere deceptioninthemarketplacethepsychologyofdeceptivepersuasionandconsumerselfprotection |