Psychological mechanisms of manipulation with consumers' behavior

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Abstract

This article presents the results of the study of psychological mechanisms for criminal manipulating in the fraud case of a financial pyramid-type closed business-club of a non-profit partnership N. The basic techniques and methods of psychological impact on consumers are discussed; technology of seminars organization at the non-profit partnership N is analyzed. The article provides detailed step-wise analysis of the manipulative activities of the organizers of the financial pyramid in terms of general, social and legal psychology. The analysis identified factors that reduce the quality of intellectual activity and facilitate the decision that contradicts the interests of a consumer under the influence of the group (high group cohesion, authoritarian style of leadership, isolation from other groups and high levels of stress). The main problems associated with manipulators’ psychological influencing on a consumer are described.

General Information

Keywords: manipulation, criminal manipulation, fraud, financial pyramid.

Journal rubric: Psychology of Deviant and Criminal Behavior

Article type: scientific article

For citation: Dvoryanchikov N.V., Tokarchuk Y.A. Psychological mechanisms of manipulation with consumers' behavior [Elektronnyi resurs]. Psikhologiya i pravo = Psychology and Law, 2011. Vol. 1, no. 1 (In Russ., аbstr. in Engl.)

References

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Information About the Authors

Nikolay V. Dvoryanchikov, PhD in Psychology, Docent, Dean, Faculty of Legal and Forensic Psychology, Moscow State University of Psychology & Education, Moscow, Russia, ORCID: https://orcid.org/0000-0003-1462-5469, e-mail: dvorian@gmail.com

Yulia A. Tokarchuk, Researcher of the Center for Interdisciplinary Research of Contemporary Childhood, Moscow State University of Psychology and Education, Moscow, Russia, ORCID: https://orcid.org/0000-0003-0690-0694, e-mail: lyusindus@gmail.com

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