Date of Award
Spring 6-8-2018
Degree Type
Dissertation
Degree Name
Doctor of Philosophy (PhD)
Department
Psychology
First Advisor
Jessica Choplin, PhD
Second Advisor
Tim Cole, PhD
Third Advisor
Ralph Eber, PhD
Abstract
Understanding why consumers fall prey to fraud and scams is a critically important area of research. Yet few comprehensive models of fraud victimization exist. The Elaboration Likelihood Model of Persuasion (ELM; Petty & Cacioppo, 1986) is a possible exception (e.g., Rusch, 1999; Langenderfer & Shimp, 2001; Lea et al., 2009), but the predictions of ELM remain to be empirically tested in a fraud-related decision context. Here, four experiments testing the predictions of ELM in a predatory student lending scenario are presented. Although results only partially supported the predictions of ELM, it is suggested that ELM can continue to serve as a useful framework to better understand consumers’ vulnerability to fraud. With 44 million student loan borrowers in the U.S. today owing a collective $1.48 trillion, it is critical that research continues to focus on better understanding disadvantageous decision-making in this context.
Recommended Citation
Pytel, Lauren M., "Sold a dream: An experimental test of the predictions of the Elaboration Likelihood Model of Persuasion in a predatory student lending scenario" (2018). College of Science and Health Theses and Dissertations. 270.
https://via.library.depaul.edu/csh_etd/270
SLP Collection
no