Engineering. September 20, 2011
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1 Psychological Principles in Social Engineering September 20, 2011
2 Introductions Joe Sechman, CISSP CISA CSSLP, Director of Attack and Penetration Testing Practice Robert Carr, CISSP OSCP, Senior Manager within Attack and Penetration Testing Practice 2
3 Presentation Goal Increase awareness regarding social engineering techniques by examining common psychological principles and real-world examples *Disclaimer* we are NOT psychologists or law enforcement 3
4 What is Social Engineering? Social engineering is the ability to manipulate people, by deception, into giving out information or performing an action.2 [1] Photo: Breaking Bad from AMCTV: [2] Mann, Ian (2008). Hacking the Human: Social Engineering Techniques and Security Countermeasures. Burlington,VT: Gower. 4
5 Psychological Principles Conformity (Solomon Asch) Obedience to Authority (Stanley Milgram) Ingratiation (J.S. Seiter) Influence/Persuasion (Robert Cialdini) 5
6 Conformity Conformity The act of matching attitudes, beliefs, and behaviors to what individuals perceive is normal of their society or social group. 6
7 Conformity Types Informational An individual seeks information from the group to come to a decision. Normative An individual changes their behavior in public to align with the group. 7
8 Conformity The Asch Experiment Tested whether individuals will conform with a group. All but one of the participants were confederates of the experiment. 8
9 Conformity The Asch Experiment Vision Tests 9
10 Conformity Vision Test Results 18 subjects 74% of subjects complied at least once. 32% of responses were compliant 10
11 Conformity Vision Test Further Observations None of the participants complied 100% Criticisms Societal Views What is compliant and what is polite? 11
12 Conformity Examples Cults Jonestown Massacre Led by Jim Jones November 18, victims Heavens Gate Led by Marshall Applewhite and Bonnie Nettles March 26, 1997 Leaving human existence for alien life (Hale-Bopp) 12
13 Conformity Social Engineering Examples Physical Tailgating a Group Phishing Group Inclusion/Pressure s Peer s to join fake/new social site or job focused site 13
14 Conformity Social Engineering Examples Phishing Example: Dear Target, There are currently 15 members of your company who have enrolled in CorporateLink.com. The following is a list of members from your company who joined CorporateLink.com today: Smith Jones Wright James Join now: CorporateLink Team 14
15 Obedience to Authority Milgram Experiment Three participants Teacher (volunteer) Learner (confederate) Experimenter 15
16 Obedience to Authority Milgram Experiment The Learner is setup with an electrode attached to his arm. The Teacher and Learner are in different rooms but can communicate with each other. The Teacher is shown equipment that will deliver electric shock to the Learner when a wrong answer is given. 16
17 Obedience to Authority Milgram Experiment Results Pre-test surveys predicted that 1-3/100 participants would deliver the 450 volt shock. 26/40 participants delivered the 450 volt maximum shock 17
18 Obedience to Authority Examples The Holocaust A motivating factor for the Milgram Experiment Nazi guards viewed atrocities as following orders and managed completely separate, and seemingly normal lives Objectification and increasingly horrendous atrocities enabled guards to become desensitized 18
19 Serial Killers Obedience / Authority Business Owners Recruited Victims John Wayne Gacy Wayne Williams Abuse of Authority Dennis Rader Ted Bundy 19
20 Obedience to Authority SE Examples Social Engineering Examples Hierarchy Jumping Phishing Phone Physical 20
21 Obedience to Authority SE Examples Social Engineering Examples Phishing Target, Our Audit team needs you to fill out the attached questionnaire immediately. Please open the attached document, answer the four questions in the space provided and click submit. Regards, Internal Audit 21
22 Ingratiation Ingratiation Becoming more likeable to a target 22
23 Ingratiation Seiter Ingratiation Experiment Food servers will receive significantly higher tips when they compliment their customers than when they do not. Servers complimented patrons on their order in about half of the cases. 23
24 Ingratiation Seiter Ingratiation Experiment Results Complimented Patrons Left 18.94% Gratuity Control Patrons Left 16.41% Gratuity 24
25 Ingratiation Examples Serial Killers Employ Ingratiation to claim victims Jeffrey Dahmer John Wayne Gacy Employ Ingratiation against investigators Inquire about details of the investigation, may also draw unnecessary suspicion 1996 Olympic Park Bombing Dennis Rader, BTK Killer 25
26 Ingratiation Social Engineering Examples Physical Compliments Knowledge Dress Age Based Phishing Compliments Performance Based Accolades of Public Material 26
27 Ingratiation Social Engineering Examples Phishing Dear Target, We noticed that you have obtained your CISSP, CISA and CSSLP. Congratulations, you must have worked very hard! We are looking to people like you who are accomplished within industry and model mentors to help students and recent graduates looking to establish a career in information security. Please take a few minutes to review our program as it won't require a large time investment and can help the next generation of professionals. Regards, Security Mentor Group 27
28 Influence/Persuasion Cialdini Weapons of Influence Reciprocity Commitment and Consistency Social Proof Authority Liking Scarcity 28
29 Influence/Persuasion Examples Scarcity Home Shopping Channels Offers are only available for a limited time Countdown is available on the screen Time frames are mentioned Time left to Christmas 29
30 Influence/Persuasion Examples Scarcity Physical Late for a meeting Electronic Phishing 24 hour deal 30
31 Influence/Persuasion Examples Phishing All, We are upgrading our server tonight at 3 a.m. EST. To ensure that you do not get locked out of your account and that you can continue to use your mobile device, you will need to login to our OWA server as soon as possible. Regards, IT 31
32 Predicting Behavior Criminal Profilers Robert Ressler John Douglas Roy Hazelwood 32
33 Criminal Profilers Pioneered the art of applying psychological principles to criminal investigations using detailed interviews with convicted serial killers By observing and comparing their findings, profilers were able to get into the mind of the serial killer and create guides to local law enforcement to track down killers These approaches are similar in concept to those used to understand and defend against experienced social engineering attacks 33
34 Robert Ressler Coined the term serial killer Key player in setting up the VICAP (Violent Criminal Apprehension Program) computer-based system Instrumental in organizing the original program to interview notorious serial killers 34
35 John Douglas / Roy Hazelwood Leading pioneers along with Robert Ressler in the field of criminal profiling Investigated multiple, high profile serial murder cases Atlanta child murders Green River Killer Alaskan serial killer Robert Hansen Douglas was the inspiration for Jack Crawford in Thomas Harris novels 35
36 In Conclusion Fundamental psychological principles are important in both executing and defending against social engineering attacks Examining extreme historical atrocities and behaviors provides an understanding of psychological principles An understanding of these principles allows for better defenses and pretexting exercises 36
37 References Mann, Ian (2008). Hacking the Human: Social Engineering Techniques and Security Countermeasures. Burlington, VT: Gower. Cialdini, Robert B (2006). Influence: The Psychology of Persuasion (Collins Business Essentials). New York, NY: Quill A&E Biography. (Director). (2000). Serial Killers: Profiling the Criminal Mind [DVD]. New York: A&E Television Networks & ABC News Productions. Friend, Ronald; Rafferty Yvonne; Bramel, Dana (1990). A puzzling misinterpretation of the Asch conformity study. European Journal of Social Psychology [1] Photo: Breaking Bad from AMCTV: and-the-meth-head [2] Photo: Vision Test Wikipedia.org: Wikipedia. Conformity Definition. Muzafer Sherif (1935). "A study of some social factors in perception: Chapter 3." Archives of Psychology 37
38 Questions? Thank you for watching our presentation. We can be reached at the following addresses: Joe Sechman, CISSP CSSLP CISA Director Robert Carr, MBA CISSP OSCP Sr. Manager You can also visit us at and our blog at security.sunera.com 38
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