虚假投资受害消费者因何“被套路”？来自信任转移视角的实验证据及解释

• 作者： 李辉 ¹ 佘思颖 ¹
• 作者单位：
  1.  中国人民公安大学公安管理学院
• 通讯作者： 李辉 
• 发布时间：2024-08-27

摘要: 受害消费者对虚假投资产品的初始信任是其“被套路”的关键心理机制，但目前鲜有研究对生成的源头与内在机制进行清晰的解构。文章基于信任转移理论构建了虚假投资产品初始信任生成机制的理论模型，并运用情景实验法实证分析信息源操纵情景下初始信任的链式生成过程。实验结果表明：（1）受害消费者“被套路”的路径多元且相对复杂，虚假投资产品初始信任是影响其产生购买意愿的重要前因要素；（2）受害消费者的认知信任和情感信任分别会受到诈骗分子专业能力伪装和关系强度升级的显著正向影响，是其被骗的重要源头诱因；（3）受害消费者信息源感知（专业能力感知与关系强度感知）会首先通过受害消费者人际信任（认知信任与情感信任），然后再通过虚假投资产品信息可信度感知对虚假投资产品初始信任最终产生链式中介效应。上述结果揭示了受害消费者虚假投资产品初始信任的多重链式生成机制，并为实践中受害消费者避免盲目自信“自断”信任链以及政府和相关部门加大投资信息监管力度切断受害消费者信任链规避风险提供了针对性阻滞对策。

Abstract: The initial trust in fake investment products serves as a critical psychological mechanism for understanding why victimized consumers fall for such schemes. However, there is a scarcity of studies that have clearly explained the origins and intrinsic mechanisms of this trust. To address these research gaps, this study constructs a theoretical model of the mechanism of initial trust formation in fake investment products based on trust transfer theory. To empirically analyze the chain generation process of initial trust, the experimental vignette method (EVM) was employed to simulate situations where fraudsters manipulate information sources. The experiment results indicated that: (1) The pathways through which victimized consumers fall for fake investment were diverse and intricate. Initial trust in fake investment products was a crucial antecedent factor influencing their willingness to purchase. (2) The expertise camouflage and tie strength escalation exhibited by fraudsters were identified as significant factors influencing the cognitive trust and affective trust of victimized consumers, respectively. These two types of interpersonal trust were essential sources of triggers for victimized consumers to be scammed. (3) Victimized consumers’ information source perceptions (perception of fraudsters’ expertise and perception of tie strength) ultimately had a chain mediating effect on the initial trust of false investment products by first influencing the victimized consumers’ interpersonal trust (cognitive trust and affective trust) and then by influencing the perceived credibility of fake investment products information. These findings reveal the chain mechanism of initial trust formation in fake investment products. Based on this, this study proposes countermeasures for victimized consumers to avoid blind confidence and break the initial trust formation chain. Furthermore, this study offers targeted intervention strategies for the government and relevant departments to block the transfer of trust by enhancing supervision of investment information, thereby mitigating the risks arising from the generation of victimized consumers’ initial trust.

• 来自： 佘思颖
• 分类： 工商管理学 >> 企业管理
• 稿件状态： 未投稿
• 引用： PSSXiv:202408.01420 (或此版本 PSSXiv:202408.01420V1)
  DOI:10.12451/202408.01420
  CSTR:32012.36.PSSXiv.202408.01420
• 推荐引用方式： 李辉,佘思颖.虚假投资受害消费者因何“被套路”？来自信任转移视角的实验证据及解释.哲学社会科学预印本平台:https://zsyyb.cn/abs/202408.01420.[PSSXiv:202408.01420V1] (点此复制)