Analytical reasoning reduces internet fraud susceptibility

Fake websites extract an enormous financial and psychological toll on consumers across the globe, with some estimates reaching billions of dollars each year. Yet, there is a paucity of empirical data on why some consumers respond to fake websites while others remain immune. In nine studies (6 in the main text, 3 in Supplemental Materials) we tested the hypothesis that analytical reasoning promotes the ability to discriminate real from fake versions of popular consumer websites. We found evidence in support of this hypothesis in individual difference studies using both convenience (Supplemental Studies 1-2) and representative samples (Study 1) with expertise as a boundary condition of this effect (Study 2). We also found evidence for this hypothesis experimentally by inducing time pressure (Study 3) and priming participants to engage System 2 (analytic) versus System 1 (intuitive) processes (Study 4). This latter experimental effect was bounded by expertise (Study 5). Finally, we showed that the link between analytical reasoning and discriminability is mechanistically driven by memory recall (Study 6). Collectively, these studies provide convergent evidence that analytical reasoning may protect individuals from Internet fraud by helping them detect fraudulent websites.

Automated summary

Fake websites cause significant financial and psychological damage to global consumers, resulting in billions of dollars in losses each year. However, there is limited empirical data on why some consumers fall for fake websites while others are immune. Through nine studies, we found that analytical reasoning enhances the ability to distinguish real and fake consumer websites. This effect was observed in both convenience and representative samples, with expertise acting as a boundary condition. Experimental manipulation of time pressure and cognitive processes further supported this hypothesis. Additionally, we demonstrated that the link between analytical reasoning and discriminability is driven by memory recall. These findings suggest that analytical reasoning can help individuals protect themselves from Internet fraud.