Heightened Emotional States Increase Susceptibility to Fraud in Older Adults

6 Pages Posted: 9 Aug 2016

See all articles by Katharina Kircanski

Katharina Kircanski

Stanford University

Nanna Notthoff

Stanford University

Doug Shadel

AARP

Gary R. Mottola

Research Director FINRA Foundation

Laura L. Carstensen

Stanford University - Stanford Center on Longevity

Ian H. Gotlib

Stanford University

Date Written: May 5, 2016

Abstract

We examined the effects of both emotional arousal (excitement, anger, neutral) and age (older adults, younger adults) on ratings of advertisement credulity and purchase intention. Inducing both high-arousal positive and high-arousal negative emotions in older adults increased their susceptibility to misleading advertisements, leading them to indicate greater intention to purchase the falsely advertised items. arousal group. When we examined younger adults separately, we did not find these same effects. Implications are discussed.

Keywords: Financial fraud, fraud susceptibility, consumer fraud, survey design

JEL Classification: G2, H3

Suggested Citation

Kircanski, Katharina and Notthoff, Nanna and Shadel, Doug and Mottola, Gary R. and Carstensen, Laura L. and Gotlib, Ian H., Heightened Emotional States Increase Susceptibility to Fraud in Older Adults (May 5, 2016). Available at SSRN: https://ssrn.com/abstract=2815652 or http://dx.doi.org/10.2139/ssrn.2815652

Katharina Kircanski

Stanford University ( email )

Stanford, CA 94305
United States

Nanna Notthoff

Stanford University ( email )

Stanford, CA 94305
United States

Doug Shadel

AARP ( email )

601 E Street NW
Washington, DC 20049
United States

Gary R. Mottola (Contact Author)

Research Director FINRA Foundation ( email )

1735 K ST NW
Washington, DC 20006
United States

HOME PAGE: http://www.finrafoundation.org

Laura L. Carstensen

Stanford University - Stanford Center on Longevity

Stanford University
579 Serra Mall (Serra at Galvez) - Landau Building
Stanford, CA 94305-6053
United States

Ian H. Gotlib

Stanford University ( email )

Stanford, CA 94305
United States

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