| Abstract: | Two laboratory experiments demonstrate the effectiveness of the 1‐in‐5 prize tactic for perpetrating telemarketing fraud crimes. Across these experiments, the 1‐in‐5 prize tactic (securing acquiescence to a request by misleading a person to believe that he or she has won a valuable prize) resulted in a 5‐fold increase in compliance, including 100% yielding in conditions most similar to those used by fraudulent telemarketers. Possible psychological mechanisms underlying the tactic (including phantom fixation) are discussed. |
