Searchable Title

Susceptibility to Persuasion - II (appears in: We Will Make You Like Our Research: The Development of a Susceptibility-to-Persuasion Scale). Copyright: Creative Commons License.

Searchable Authors

D Modic
R J Anderson
J Palomaki

Reference Type

Journal Article

Authors, Section

Modic, D.; Anderson, R.; Palomaki, J.

Title, Section

Susceptibility to Persuasion - II (appears in: We Will Make You Like Our Research: The Development of a Susceptibility-to-Persuasion Scale). Copyright: Creative Commons License.

Publication Year

2018

Journal Title

PLoS One

Volume

13

Issue

3

Pages

e0194119

Availability

online

PMID

PMID: 29543845

DOI

10.1371/journal.pone.0194119

Abstract

Full text appears in S1 Appendix on the article webpage. 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.

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