Heightened Emotional States Increase Susceptibility to Fraud in Older Adults

issue-brief1Fraudsters often attempt to evoke strong emotions in their target victims to convince them to pay money, and seniors may be particularly vulnerable to the effects of high-arousal emotions on decision-making. With funding from AARP and the FINRA Investor Education Foundation, psychologists at Stanford University conducted a study that found that inducing high-arousal emotions in older adults made them more susceptible to misleading advertisements, increasing their intention to buy the falsely advertised items.

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