Social and Behavioral Sciences Commons^™

Patterns Of Receptivity To The Influence Tactic Of Pseudo-Reasoning, Dennis Neal Mccarty

Doctoral Dissertations

The “bullshit” construct used within social influence involves presenting ambiguous message content as an ersatz substitute for missing reasoning. This pseudo-reasoning combines with clearer source or affect cues that drive the target toward a desired conclusion. Bullshit receptivity (BSR) has presented a popular focus of research, especially considering the use of pseudo-reasoning within viral disinformation (Van Bavel et al, 2020). Most BSR research has involved non-experimental correlational tests with trait-like, individual cognitive variables, their explanation of BSR’s cause remaining limited and inconsistent (Pennycook et al, 2015). However, influence tactics employing bullshit commonly derive their effects from fulfilling targets’ motivated needs …