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Consumer Fraud and the Aging Mind

Authors: Denise C. Park, University of Illinois at Urbana Champaign Publication: Scientific Testimony Presented to The Senate Special Committee on Aging Year: 2005 Focus Area: Prevention, Decision Making Relevance: The author outlines the vulnerabilities associated with a gradually degenerating mind and some of the communication strategies that can help marketers, public policy makers, and advocacy […]

Consumer decision making and aging: Current knowledge and future directions

Authors: Carolyn Yoon, University of Michigan; Catherine A. Cole, University of Iowa; Michelle P. Lee, Singapore Management University Publication: Journal of Consumer Psychology Year: 2009 Focus Area: Decision making, Aging Relevance: Understanding of the effects of age on consumer decision making is necessary to understand what leads older consumers to accept fraud and what methods […]

Amygdala Responses to Emotionally Valenced Stimuli in Older and Younger Adults

Authors: Mara Mather, University of California, Santa Cruz; Turhan Canli, State University of New York, Stony Brook; Tammy English, Sue Whitfield, Peter Wais, Kevin Ochsner, John D.E. Gabreli, and Laura Carstensen, Stanford University Publication: Psychological Science Year: 2003 Focus Area: Aging, Emotion, Memory Relevance: Focusing on the positive and forgetting the negative emotional content of […]

Aging and Emotional Memory: The Forgettable Nature of Negative Images for Older Adults

Authors: Susan Turk Charles, University of California, Irvine; Mara Mather, University of California, Santa Cruz; Laura Carstensen, Stanford University Publication: Journal of Experimental Psychology Year: 2003 Focus Area: Emotion, Memory, Aging Relevance: Understanding what information is most likely to be retained by different population segments helps explain why older adults may be more likely to […]

Affective Forecasting: Knowing What to Want

Authors: Timothy D. Wilson, University of Virginia; Daniel T. Gilbert, Harvard University Publication: Current Directions in Psychological Science Year: 2005 Focus Area: Decision Making, Emotion, Prevention Relevance: Poor financial decisions, such as falling for a scam, may in part result from a person’s inability to accurately forecast what will make them happy.  If we first […]

Putting Time in Perspective: A Valid, Reliable Individual-Differences Metric

Authors: Philip G. Zimbardo, Stanford University; John N. Boyd, Stanford University Publication: Journal of Personality and Social Psychology Year: 1999 Focus Area: Profile, Prevention, Emotion, Decision Making Relevance: An accurate assessment of time perspective, a process that influences decision making, could help identify characteristics of fraud victims that make them particularly vulnerable to scams. This […]

Feeling and Thinking: Preferences Need No Inferences

Authors: R.B. Zajonc, University of Michigan Publication: American Psychologist Year: 1980 Focus Area: Decision making, Persuasion, Prevention Relevance: Emotions are difficult to untangle from decision making processes, so it is essential to understand their influences, both conscious and subconscious. For example, people make rapid decisions about whether they like or trust a new acquaintance using […]

Spent Resources: Self-Regulatory Resource Availability Affects Impulse Buying

Authors: Kathleen D. Vohs, University of Minnesota; Ronald J. Faber, University of Minnesota Publication: Journal of Consumer Research Year: 2007 Focus Area: Persuasion, Prevention, Decision Making Relevance: If victimization by fraud is seen as a type of impulse purchase, people who tend to make impulse purchases may be uniquely vulnerable to scams. The concept of […]

Can Insight Breed Callousness? The Impact of Learning about the Identifiable Victim Effect on Sympathy

Authors: Deborah A. Small, University of Pennsylvania; George Loewenstein, Carnegie Mellon University; Paul Slovic, Decision Research Year: 2005 Focus Area: Persuasion, Prevention, Emotion, Decision Making Relevance: Frauds may take advantage of sympathy to extract money from their targets – yet another example of the emotional component of decision making. Fraud prevention programs may also use […]

The Affect Heuristic

Authors: Paul Slovic, Decision Research; Melissa Finucane, Decision Research; Ellen Peters, Decision Research; Donald G. MacGregor, Decision Research Publication: T. Gilovich, D. Griffin, & D. Kahneman, (Eds.), Intuitive Judgment: Heuristics and Biases. Cambridge University Press Year: 2003 Focus Area: Decision making, Emotion Relevance: Affective preferences guide decision making and can be deeply entrenched. The reliance […]