Psychology and Law
2011. Vol. 1, no. 1
ISSN: 2222-5196 (online)
Psychological mechanisms of manipulation with consumers' behavior
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
- Bykova O. N. Jazykovoe manipulirovanie//Teoreticheskie i prikladnye aspekty rechevogo obwenija. Krasnojarsk, 1999.
- Kozlov V. V. Teoreticheskie i jeksperimental'nye osnovy intensivnyh integrativnyh psihotehnologij v social'noj psihologii: Diss. … dokt. psihol. nauk. Jaroslavl', 1999.
- Kroz M. V., Ratinova N. A., Oniwenko O. R. Kriminal'noe psihologicheskoe vozdejstvie. M., 2008.
- Kuzina O. E. Illjuzii racional'nosti: vlijanie kollektivnyh predstavlenij na investicionnoe povedenie vkladchikov «finansovyh piramid»//Voprosy sociologii. 1998. № 8.
- Samsonova G. O. Sistemnye psihofiziologicheskie mehanizmy afferentno-jefferentnogo vozdejstvija muzyki: Diss. … kand. biol. nauk. Tula, 2002.
- Sitkovskaja O. D. Ispol'zovanie psihologicheskih znanij v ugolovno-pravovom regulirovanii//Juridicheskaja psihologija: sbornik nauchnyh trudov/ pod red. A. R. Ratinova, G. H. Efremovoj. M., 1998.
- Fedorov A. Ju. Kriminal'noe manipulirovanie v sfere jekonomicheskoj dejatel'nosti: Kriminologicheskaja harakteristika i preduprezhdenie: Avtoref. diss. … kand. jurid. nauk. Omsk, 2006.
Information About the Authors
Metrics
Views
Total: 9010
Previous month: 80
Current month: 46
Downloads
Total: 3243
Previous month: 8
Current month: 3