Paper Number
ECIS2026-2178
Paper Type
SP
Abstract
Relational online scams, such as investment scams, exploit interpersonal trust and emotional dependence to manipulate victims. Drawing on 37 scam manuals collected from social media channels between 2022 and 2024, this study presents preliminary findings on the strategies scammers use to orchestrate relational influence. We identify five core strategies: timing control, conversational integrity maintenance, persona and identity maintenance, emotional bonding and influence, and investment-oriented value brainwashing. Our analysis highlights how digital communication technologies enable precise temporal and interactive manipulations, and how psychological techniques are applied in relational contexts. These findings advance understanding of cyber-enabled social engineering and provide a foundation for developing preventive interventions. As a work-in-progress, this study will continue to refine the framework, expand data collection, and explore theoretical contributions to the dynamics of trust, compliance, and emotional manipulation in online relational scams.
Recommended Citation
Guan, Bowen; Tatić, Dejan; and Schirrmacher, Nina-Birte, "Constructing Belief Over Time: Relational Scam Strategies In The Case Of Cyber Trading" (2026). ECIS 2026 Proceedings. 17.
https://aisel.aisnet.org/ecis2026/security/security/17
Constructing Belief Over Time: Relational Scam Strategies In The Case Of Cyber Trading
Relational online scams, such as investment scams, exploit interpersonal trust and emotional dependence to manipulate victims. Drawing on 37 scam manuals collected from social media channels between 2022 and 2024, this study presents preliminary findings on the strategies scammers use to orchestrate relational influence. We identify five core strategies: timing control, conversational integrity maintenance, persona and identity maintenance, emotional bonding and influence, and investment-oriented value brainwashing. Our analysis highlights how digital communication technologies enable precise temporal and interactive manipulations, and how psychological techniques are applied in relational contexts. These findings advance understanding of cyber-enabled social engineering and provide a foundation for developing preventive interventions. As a work-in-progress, this study will continue to refine the framework, expand data collection, and explore theoretical contributions to the dynamics of trust, compliance, and emotional manipulation in online relational scams.