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Article
Publication date: 20 June 2022

Frieder Lempp and Maïs Testa

The purpose of this study is to explore the views of practicing negotiators on their experiences of deception and their strategies for detecting deceptive behavior. A…

Abstract

Purpose

The purpose of this study is to explore the views of practicing negotiators on their experiences of deception and their strategies for detecting deceptive behavior. A thematic analysis of interview data complements the existing experimental literature on deception and negotiation. The authors compare the experiences of practicing negotiators with the results found in experimental studies and provide practical recommendations for negotiators and managers regarding the detection of deception.

Design/methodology/approach

Data was collected from 19 practicing commercial negotiators in France by way of semi-structured interviews. The transcribed data was analyzed by way of thematic analysis using the software NVivo 12. Experiences and behaviors identified in the negotiation literature as key factors for the detection of deception acted as a coding framework.

Findings

A thematic analysis of the data revealed four themes related to the experience of deception that negotiators perceived as particularly important: the frequency, form, interpretation and consequences of deception. Further, the analysis revealed four factors that negotiators believed influenced their ability to detect deceptive communication: physical cues, such as body language and micro-expressions, and verbal cues, including contradictions and inconsistencies, emotional cues and environmental cues. Finally, the strategies described by negotiators to detect deception could be classified according to six themes: careful listening, asking questions, emotional intelligence, intuition, checking consistency and requesting evidence.

Research limitations/implications

This study elicited the views of commercial negotiators without collecting information from their negotiation counterparts. Hence, it was not possible to verify whether the reported detection of deceptive communication was accurate. Because of optimism bias, the participants in the sample were likely to overrate their ability to detect deception. In part, this was helpful because the negotiators spoke freely about their strategies for dealing with deceptive counterparts allowing the identification of techniques to improve the efficacy of detecting deceptive communication.

Practical implications

Participants overwhelmingly expressed that there is a lack of training on deception in negotiation. It is suggested that the results of this study inform the development of training courses on the detection of deception. In particular, it is recommended that training courses should cover the following topics: how to anticipate and avoid deceptive behavior; how to effectively respond to deceptive behavior; the role of emotional intelligence in detecting deceptive behavior; careful listening and asking questions; and the role of intuition in detecting deception.

Originality/value

Prior empirical studies on the detection of deception have not specifically investigated the range of self-reported strategies used by practicing negotiators to detect deceptive communication. This study addresses this gap. This study complements existing experimental works by widening the spectrum of potential variables that play a role in the effective detection of deceptive communication.

Details

International Journal of Conflict Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1044-4068

Keywords

Article
Publication date: 15 April 2022

Maria Petrescu, Philip Kitchen, Costinel Dobre, Selima Ben Mrad, Anca Milovan-Ciuta, Deborah Goldring and Anne Fiedler

This study aims to formulate a new framework for identifying deception in consumer reviews through the lens of interpersonal deception theory (IDT) and the persuasion…

Abstract

Purpose

This study aims to formulate a new framework for identifying deception in consumer reviews through the lens of interpersonal deception theory (IDT) and the persuasion knowledge model (PKM). It evaluates variables contributing to consumer intentions to purchase after reading deceptive reviews and proposes deception identification cues to be incorporated into the interpersonal communication theoretical framework.

Design/methodology/approach

The first study is qualitative and quantitative, based on sentiment and lexical analysis of 1,000 consumer reviews. The second study uses the US national consumer survey with a partial least squares partial least squares-structural equation modeling and a process-based mediation–moderation analysis.

Findings

This study shows deceptive characteristics that cannot be dissimulated by reviewing consumers that represent review legitimacy based on review valence, authenticity, formalism and analytical writing. The results also support the central role of consumer suspicion of an ulterior motive, with a direct and mediation effect regarding consumer emotions and intentions, including brand trust and purchase intentions.

Research limitations/implications

This paper presents a new framework for identifying deception in consumer reviews based on IDT and PKM, adding new theoretical elements that help adapt these theories to written digital communication specificities. This study clarifies the role of suspicion in a deceptive communication context and shows the variables contributing to consumers’ purchase intention after reading deceptive reviews. The results also emphasize the benefits of lexical analysis in identifying deceptive characteristics of reviews.

Practical implications

Companies can consider the vulnerability of certain generations based on lower levels of suspicions and different linguistic cues to detect deception in reviews. Long-term, marketers can also implement deception identification practices as potential new business models and opportunities.

Social implications

Policymakers and regulators need to consider critical deception cues and the differences in suspicion levels among segments of consumers in the formulation of preventative and deception management measures.

Originality/value

This study contributes to the literature by formulating a new framework for identifying deception in consumer reviews, adapted to the characteristics of written digital communication. This study emphasizes deception cues in electronic word-of-mouth and provides additional opportunities for theorizing deception in electronic communication.

Book part
Publication date: 19 September 2019

Sergio Román, Isabel P. Riquelme and Dawn Iacobucci

In this chapter, we introduce a new construct we call “Perceived Deception in Online Consumer Reviews” (PDOCR). Online reviews of products are very important to companies…

Abstract

In this chapter, we introduce a new construct we call “Perceived Deception in Online Consumer Reviews” (PDOCR). Online reviews of products are very important to companies and customers, yet they are vulnerable to unethical representations. Even regardless of whether a deceptive review has been posted or not, we take the position that it is important to understand consumers’ perceptions of deception because it is a consumer’s perception that leads him or her to experience subsequent feelings and opinions and to consider follow-up actions. We draw on the literature and build on the Elaboration Likelihood Model and Cognitive Dissonance Theory to create an overarching framework of antecedents of PDOCR, consequences, and moderators. We also report findings from a sample of in-depth interviews with real consumers about their thoughts on these phenomena and related constructs. We use our framework and theories and the qualitative data to derive Research Questions that we hope will spur future research on these important issues.

Article
Publication date: 4 December 2019

Sanket Sunand Dash and Lalatendu Kesari Jena

The purpose of this paper is to define workplace victimization as any behavior that impairs employees’ basic psychological needs and explores the mutually interactive…

Abstract

Purpose

The purpose of this paper is to define workplace victimization as any behavior that impairs employees’ basic psychological needs and explores the mutually interactive association between trait self-deception; emotional neglect, especially by supervisors, and workplace victimization.

Design/methodology/approach

Workplace victimization is identified as a pervasive problem in organization. This paper zeroes in on self-deception and emotional neglect as two possible antecedents of workplace victimization, explores the genesis of the two concepts and analyzes their conceptual relationship with each other and with workplace victimization. Based on the conceptual analysis, it identifies the lack of intentionality as a common element in both constructs and identifies a set of possible frameworks linking self-deception, emotional neglect and workplace victimization for future research.

Findings

This paper explores four possible frameworks to model the expected association while advocating for investigation of these given models to check whether one has considerable expository success than other by either connecting or disassociating these two constructs.

Research limitations/implications

The amount of linkage between self-deception and emotional neglect at workplace is worth investigating, and this research paper presents several possible models that might help to focus and organize the future workplace investigations.

Practical implications

The current paper postulates that supervisors’ and subordinates’ ability to display appropriate leadership and follower behavior and interaction will be impaired if they are high in trait self-deception and have been the victim or perpetrators of emotional neglect.

Originality/value

In the workplace, self-deceptive individuals display behaviors such as conscientiousness, resilience, optimism and competitiveness that are considered characteristics of good employees and, hence, are more likely to be promoted to supervisory positions, where emotional neglect of others such as subordinates becomes more pertinent.

Details

International Journal of Workplace Health Management, vol. 13 no. 1
Type: Research Article
ISSN: 1753-8351

Keywords

Article
Publication date: 1 June 2010

William R. King and Thomas M. Dunn

This paper aims to systematically compare the textbook‐based criminal justice and psychological literatures on detecting deception in field settings to determine the…

1846

Abstract

Purpose

This paper aims to systematically compare the textbook‐based criminal justice and psychological literatures on detecting deception in field settings to determine the accuracy of the criminal justice literature in this area.

Design/methodology/approach

A total of 18 criminal justice textbooks covering detecting deception were systematically reviewed and coded. The alleged indicators of deception were then compared with the psychological literature on the valid indicators of deception.

Findings

Many criminal justice textbooks on interviewing, interrogation, and criminal investigation claim that there are numerous accurate indicators of deception which can be readily used in field settings. The comparison of these claims with the research in psychology indicates that a great deal of the information found in criminal justice textbooks is erroneous. Further review indicates that in controlled studies criminal justice practitioners rarely detect deception at levels greater than chance or comparison groups of non‐practitioners. It is exceedingly difficult to detect deception in field settings without the help of technology or complicated instruments or aids.

Practical implications

Much of the information in criminal justice textbooks on detecting deception is erroneous and may have negatively affected practitioners to the extent that they are unable to detect deception effectively. Textbooks on interviewing, interrogation, and criminal investigation should be circumspect regarding an individual's ability to detect deception in field settings. Texts should refrain from presenting deception detection as a simple and accurate science. Practitioners should be cautious when attempting to detect deception in field settings.

Originality/value

The criminal justice and psychological literatures on detecting deception have not been synthesized before. This information will be useful to criminal justice practitioners who seek to detect deception.

Details

Policing: An International Journal of Police Strategies & Management, vol. 33 no. 2
Type: Research Article
ISSN: 1363-951X

Keywords

Article
Publication date: 19 February 2020

Joseph York Thomas and David P. Biros

The study of deception and the theories, which have been developed have relied heavily on laboratory experiments in controlled environments, using American college…

Abstract

Purpose

The study of deception and the theories, which have been developed have relied heavily on laboratory experiments in controlled environments, using American college students participating in mock scenarios. The purpose of this paper is to validate previous deception detection research in a real-world, high stakes environment where the unit of analysis is the question–response pair.

Design/methodology/approach

The study used previously confirmed linguistic and paralinguistic speech cues and the constructs of deception in an attempt to validate a leading deception theory, interpersonal deception theory (IDT). A combination of descriptive and predictive analysis was conducted to best understand the relationship between speech cues and changes in the subjects’ behavior.

Findings

The result validates IDT with mixed results on individual measures and their constructs. However, there is clear evidence across the 711 question-response pairs that not only was it possible to differentiate truth from deceptive behavior but also patterns of behavior can be seen over time.

Research limitations/implications

Because of the real-world nature of the study, it is difficult to generalize the results to a larger population. However, one implication for future research is the development of methods to capture, process and prepare raw speech into data ready for analysis.

Originality/value

This paper attempts to fill the gap between the controlled mock scenarios and the harsh reality of real-world deception.

Details

Journal of Criminal Psychology, vol. 10 no. 3
Type: Research Article
ISSN: 2009-3829

Keywords

Article
Publication date: 19 February 2020

Umar Iqbal Siddiqi, Jin Sun and Naeem Akhtar

The study aims to examine the effects of ulterior motives in peer and expert supplementary online hotel reviews on consumers' perceived deception, dissatisfaction, and its…

Abstract

Purpose

The study aims to examine the effects of ulterior motives in peer and expert supplementary online hotel reviews on consumers' perceived deception, dissatisfaction, and its downstream effects on altruistic response and repurchase intentions. The research also examines the moderating role of hotel attribute performance on perceived deception and its consequents.

Design/methodology/approach

This study used convenient non-probability sampling and collected data from 448 inbound tourists in China. It used partial least square structural equation modeling technique and SmartPLS 3.0 for analyzing the main and moderating effects of the variables.

Findings

The ulterior motives in peer and expert supplementary reviews significantly affect perceived deception, further leading to consumers' dissatisfaction and engagement in altruistic response. Noticeably, consumers' dissatisfaction is positively associated with repeat purchase intentions. Hotel attribute performance significantly moderates the relationship between the ulterior motives in supplementary reviews and consumers' perceived deception.

Originality/value

The study examines the key issue in online hotel reviews using the expectancy disconfirmation theory and identifies consumers' altruistic behavior because of their dissatisfaction, contributing to ethics and consumer behavior literature. Moreover, the research offers prolific implications for hotel and travel websites and hoteliers in the study context.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 33 no. 1
Type: Research Article
ISSN: 1355-5855

Keywords

Article
Publication date: 16 March 2015

J. Pete Blair, Timothy R. Levine and Bob E. Vasquez

To function effectively, police must separate lies from truth. Police, ideally, would be experts at this task, yet there is debate surrounding whether expertise in…

Abstract

Purpose

To function effectively, police must separate lies from truth. Police, ideally, would be experts at this task, yet there is debate surrounding whether expertise in detecting deception is possible. Drawing upon literature outside of deception detection, the purpose of this paper is to explore whether subjects making deception judgments can improve their performance.

Design/methodology/approach

The sample was 19 students from two graduate-level classes. Subjects viewed six sets of videos over eight weeks. The first five sets displayed individuals reporting whether they cheated on an exam. The sixth set displayed individuals reporting whether they had committed a (mock) robbery. After each video, subjects judged whether the videoed individual was truthful, and then the actual status was revealed.

Findings

Subjects’ accuracy improved consistently over the first five sets of videos; from about 69 percent accuracy to about 89 percent accuracy. However, the accuracy for the sixth set of videos dropped dramatically to 46 percent. The results indicate that expertise in deception detection may be possible, but is likely to be limited in terms of generalizability.

Research limitations/implications

The actual environment of police investigations is more variable than the study’s setting. Future studies should integrate inaccurate and incomplete feedback, which are realistic characteristics of investigations.

Practical implications

The findings suggest that, like other areas of expertise, it may be possible to develop expertise in detecting deception through the use of deliberate practice with accurate feedback.

Originality/value

This study combines three literature-substantiated criteria for developing deception detection expertise. The study environment involved regularity. Subjects were deliberately practicing, and subjects received accurate feedback.

Details

Policing: An International Journal of Police Strategies & Management, vol. 38 no. 1
Type: Research Article
ISSN: 1363-951X

Keywords

Article
Publication date: 13 June 2016

Ling Peng, Geng Cui, Mengzhou Zhuang and Chunyu Li

To influence consumer perceptions, firms often manipulate online product reviews on their own websites or third-party forums by anonymously adding positive reviews…

3424

Abstract

Purpose

To influence consumer perceptions, firms often manipulate online product reviews on their own websites or third-party forums by anonymously adding positive reviews, deleting unfavorable reviews or offering rewards to encourage favorable reviews. This study aims to investigate consumer perceptions of online review deceptions and how these perceptions influence their subsequent purchase behavior. In particular, consumers’ awareness, suspicion and detection are studied and specific manipulation tactics are evaluated.

Design/methodology/approach

Both qualitative and quantitative studies are relied upon to understand consumer perceptions of online review deceptions. In-depth interviews with 16 experienced online shoppers were conducted to collect the illustrative accounts concerning consumer awareness of online review deceptions, their suspicion, detection and evaluation of different manipulation tactics. A survey of 199 consumers was then followed to validate and corroborate the findings from the qualitative study and generalize the interview results onto the general public.

Findings

The results from in-depth interviews suggest that consumers take a negative view toward online review deceptions, but the degree of negativity varies across different manipulation tactics. Moreover, different types of manipulations vary in terms of perceived deceptiveness, ease of detection and unethicality, as well as their effect on consumer purchase intention and perceived helpfulness of online product reviews. The findings from the survey further confirmed the qualitative findings.

Practical implications

The findings have a number of meaningful managerial implications for industry associations and policymakers on whether and how to regulate online review deceptions.

Originality/value

This study applies and extends information manipulation theory and deception detection literature to an online context to increase the richness of the relevant theories. It is among the first to empirically investigate online review deceptions from a consumer’s perspective, as opposed to a firm’s perspective as previous studies have done.

Details

Journal of Consumer Marketing, vol. 33 no. 4
Type: Research Article
ISSN: 0736-3761

Keywords

Article
Publication date: 17 July 2019

Yang Li, Hefu Liu, Matthew Lee and Qian Huang

Previous studies have attempted to address online uncertainties from the relationship marketing perspective. The purpose of this paper is to argue that the integration of…

1263

Abstract

Purpose

Previous studies have attempted to address online uncertainties from the relationship marketing perspective. The purpose of this paper is to argue that the integration of media richness theory (MRT) and cognitive fit theory (CFT) can contribute a new perspective in addressing consumers’ transaction-specific uncertainties in online retailing.

Design/methodology/approach

On the basis of MRT and CFT, a research model was developed by correlating online channel media richness (OCMR), online–offline information integration (OOII), information privacy concern, perceived deception and online loyalty. The model was empirically examined based on survey data collected from 258 multi-channel consumers in China.

Findings

An analysis of structural equation model showed that OCMR is negatively associated with information privacy concern and perceived deception but is not significant to online loyalty. Information privacy concern has a negative influence on online loyalty, but the effect of perceived deception is not significant. Moreover, information privacy concern is positively related to perceived deception. The OOII strengthens the influence of OCMR but not the moderating effect of integrated promotion, product and price information on the relationship between OCMR and online loyalty.

Originality/value

This study contributes to the extant literature on online retailing by examining the effect of OCMR on online transaction uncertainties. Information integrity in the form of OOII was proposed to complement OCMR. Results have shown that OCMR is significant in reducing online uncertainties, and OOII strengthens this effect, thereby enhancing online loyalty.

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