IDEAS home Printed from https://ideas.repec.org/a/plo/pone00/0194119.html
   My bibliography  Save this article

We will make you like our research: The development of a susceptibility-to-persuasion scale

Author

Listed:
  • David Modic
  • Ross Anderson
  • Jussi Palomäki

Abstract

Psychological and other persuasive mechanisms across diverse contexts are well researched, with many studies of the effectiveness of specific persuasive techniques on distinct types of human behaviour. In the present paper, our specific interest lies in the development of a generalized modular psychometric tool to measure individuals’ susceptibility to persuasion. The scale is constructed using items from previously developed and validated particulate scales established in the domains of social psychology and behavioural economics. In the first study we establish the Susceptibility to Persuasion–II (StP-II) scale, containing 54 items, 10 subscales and further 6 sub-sub scales. In Study 2 we establish the scale’s construct validity and reconfirm its reliability. We present a valid and reliable modular psychometric tool that measures general susceptibility to persuasive techniques. Since its inception, we have successfully implemented the StP-II scale to measure susceptibility to persuasion of IT security officers, the role of psychology of persuasion in cybercrime victims and general persuadability levels of Facebook users; these manuscripts are in preparation. We argue that the StP-II scale shows promise in measuring individual differences in susceptibility to persuasion, and is applicable across diverse contexts such as Internet security and cybercrime.

Suggested Citation

  • David Modic & Ross Anderson & Jussi Palomäki, 2018. "We will make you like our research: The development of a susceptibility-to-persuasion scale," PLOS ONE, Public Library of Science, vol. 13(3), pages 1-21, March.
    • Handle: RePEc:plo:pone00:0194119
    DOI: 10.1371/journal.pone.0194119
    as

    Download full text from publisher

    File URL: https://journals.plos.org/plosone/article?id=10.1371/journal.pone.0194119
    Download Restriction: no
    File URL: https://journals.plos.org/plosone/article?id=10.1371/journal.pone.0194119&type=printable
    Download Restriction: no
    File URL: https://libkey.io/10.1371/journal.pone.0194119?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Bearden, William O & Netemeyer, Richard G & Teel, Jesse E, 1989. "Measurement of Consumer Susceptibility to Interpersonal Influence," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(4), pages 473-481, March.
    2. Joshua D. Angrist & Jörn-Steffen Pischke, 2009. "Mostly Harmless Econometrics: An Empiricist's Companion," Economics Books, Princeton University Press, edition 1, number 8769.
    3. Ruty Keinan & Yoella Bereby-Meyer, 2012. ""Leaving it to chance"-Passive risk taking in everyday life," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 7(6), pages 705-715, November.
    4. Daniel Kahneman & Amos Tversky, 2013. "Prospect Theory: An Analysis of Decision Under Risk," World Scientific Book Chapters, in: Leonard C MacLean & William T Ziemba (ed.), HANDBOOK OF THE FUNDAMENTALS OF FINANCIAL DECISION MAKING Part I, chapter 6, pages 99-127, World Scientific Publishing Co. Pte. Ltd..
    5. Ann-Renée Blais & Elke U. Weber, 2006. "A Domain-Specific Risk-Taking (DOSPERT) scale for adult populations," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 1, pages 33-47, July.
    6. repec:cup:judgdm:v:1:y:2006:i::p:33-47 is not listed on IDEAS
    7. Folkes, Valerie S & Martin, Ingrid M & Gupta, Kamal, 1993. "When to Say When: Effects of Supply on Usage," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 20(3), pages 467-477, December.
    8. Tian, Kelly Tepper & Bearden, William O & Hunter, Gary L, 2001. "Consumer's Need for Uniqueness: Scale Development and Validation," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 28(1), pages 50-66, June.
    9. repec:cup:judgdm:v:7:y:2012:i:6:p:705-715 is not listed on IDEAS
    10. Thakor, Mrugank V. & Goneau-Lessard, Karine, 2009. "Development of a scale to measure skepticism of social advertising among adolescents," Journal of Business Research, Elsevier, vol. 62(12), pages 1342-1349, December.
    11. Thomas Kramer & Ryall Carroll, 2009. "The effect of incidental out-of-stock options on preferences," Marketing Letters, Springer, vol. 20(2), pages 197-208, June.
    12. Robert M. Bond & Christopher J. Fariss & Jason J. Jones & Adam D. I. Kramer & Cameron Marlow & Jaime E. Settle & James H. Fowler, 2012. "A 61-million-person experiment in social influence and political mobilization," Nature, Nature, vol. 489(7415), pages 295-298, September.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Sabrina Stöckli & Doris Hofer, 2020. "Susceptibility to social influence predicts behavior on Facebook," PLOS ONE, Public Library of Science, vol. 15(3), pages 1-20, March.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Sabrina Stöckli & Doris Hofer, 2020. "Susceptibility to social influence predicts behavior on Facebook," PLOS ONE, Public Library of Science, vol. 15(3), pages 1-20, March.
    2. Heinz Welsch, 2024. "Household Sector Carbon Pricing, Revenue Rebating, and Subjective Well-Being: A Dollar is not a Dollar," Working Papers V-444-24, University of Oldenburg, Department of Economics, revised Apr 2024.
    3. Felici, Marco & Kenny, Geoff & Friz, Roberta, 2023. "Consumer savings behaviour at low and negative interest rates," European Economic Review, Elsevier, vol. 157(C).
    4. Ostovan, Nima & Khalili Nasr, Arash, 2022. "The manifestation of luxury value dimensions in brand engagement in self-concept," Journal of Retailing and Consumer Services, Elsevier, vol. 66(C).
    5. Mutlu, Asli & Roy, Debraj & Filatova, Tatiana, 2023. "Capitalized value of evolving flood risks discount and nature-based solution premiums on property prices," Ecological Economics, Elsevier, vol. 205(C).
    6. Yann Algan & Quoc-Anh Do & Nicolò Dalvit & Alexis Le Chapelain & Yves Zenou, 2015. "How Social Networks Shape Our Beliefs: A Natural Experiment among Future French Politicians," Working Papers hal-03459820, HAL.
    7. repec:spo:wpmain:info:hdl:2441/78vacv4udu92eq3fec89svm9uv is not listed on IDEAS
    8. Jana Eßer & Manuel Frondel & Stephan Sommer, 2023. "Soziale Normen und der Emissionsausgleich bei Flügen: Evidenz für deutsche Haushalte [Social Norms and Flight Emission Offsets: Evidence for German Households]," AStA Wirtschafts- und Sozialstatistisches Archiv, Springer;Deutsche Statistische Gesellschaft - German Statistical Society, vol. 17(1), pages 71-99, March.
    9. Yuho Chung & Yiwei Li & Jianmin Jia, 2021. "Exploring embeddedness, centrality, and social influence on backer behavior: the role of backer networks in crowdfunding," Journal of the Academy of Marketing Science, Springer, vol. 49(5), pages 925-946, September.
    10. Florian Heine & Martin Sefton, 2018. "To Tender or Not to Tender? Deliberate and Exogenous Sunk Costs in a Public Good Game," Games, MDPI, vol. 9(3), pages 1-28, June.
    11. Athanasios Votsis & Adriaan Perrels, 2016. "Housing Prices and the Public Disclosure of Flood Risk: A Difference-in-Differences Analysis in Finland," The Journal of Real Estate Finance and Economics, Springer, vol. 53(4), pages 450-471, November.
    12. Marike Venter & Richard Chinomona & Tinashe Chuchu, 2016. "Factors Influencing Fashion Adoption among the Youth in Johannesburg, South Africa," Journal of Economics and Behavioral Studies, AMH International, vol. 8(4), pages 92-108.
    13. Filiz Gülal & Adam Ayaita, 2020. "The Impact of Minimum Wages on Well-Being: Evidence from a Quasi-experiment in Germany," Journal of Happiness Studies, Springer, vol. 21(7), pages 2669-2692, October.
    14. Sommer, Stephan & Mattauch, Linus & Pahle, Michael, 2022. "Supporting carbon taxes: The role of fairness," Ecological Economics, Elsevier, vol. 195(C).
    15. Donald R. Lehmann & Jeffrey R. Parker, 2017. "Disadoption," AMS Review, Springer;Academy of Marketing Science, vol. 7(1), pages 36-51, June.
    16. Goldsmith, Ronald E. & Reinecke Flynn, Leisa & Clark, Ronald A., 2014. "The etiology of the frugal consumer," Journal of Retailing and Consumer Services, Elsevier, vol. 21(2), pages 175-184.
    17. Andor, Mark A. & Fels, Katja M., 2018. "Behavioral Economics and Energy Conservation – A Systematic Review of Non-price Interventions and Their Causal Effects," Ecological Economics, Elsevier, vol. 148(C), pages 178-210.
    18. Dee, Thomas S., 2011. "Conditional cash penalties in education: Evidence from the Learnfare experiment," Economics of Education Review, Elsevier, vol. 30(5), pages 924-937, October.
    19. Diriwaechter, Patric & Shvartsman, Elena, 2018. "The anticipation and adaptation effects of intra- and interpersonal wage changes on job satisfaction," Journal of Economic Behavior & Organization, Elsevier, vol. 146(C), pages 116-140.
    20. Shumpei Goke & Gabriel Y. Weintraub & Ralph Mastromonaco & Sam Seljan, 2021. "Bidders' Responses to Auction Format Change in Internet Display Advertising Auctions," Papers 2110.13814, arXiv.org, revised Jan 2022.
    21. Khare, Adwait & Labrecque, Lauren I. & Asare, Anthony K., 2011. "The Assimilative and Contrastive Effects of Word-of-Mouth Volume: An Experimental Examination of Online Consumer Ratings," Journal of Retailing, Elsevier, vol. 87(1), pages 111-126.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:plo:pone00:0194119. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: plosone (email available below). General contact details of provider: https://journals.plos.org/plosone/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.