Interpersonal deception: III. Effects of deceit on perceived communication and nonverbal behavior dynamics

Much past research on deception has examined it individually and noninteractively. Here we argue for broadening our understanding of deception by examining it as a dyadic and interactive event. Assumptions of an interpersonal perspective, articulated in Interpersonal Deception Theory, are advanced. These include recognizing the agency of both parties to interpersonal exchanges, examining such exchanges at multiple levels, incorporating measures of communicationrelated perceptions and interpretations as well as behaviors, recognizing that behaviors may be strategic as well as nonstrategic, and viewing such behavior as dynamic rather than static. An experiment reflecting this orientation is presented in which pairs of participants, half friends and half strangers, conducted interviews during which interviewees (EEs) either lied or told the truth to interviewers (ERs) who were induced to be highly, moderately, or not suspicious. Dependent measures included participant (EE and ER) perceptions, interpretations, and evaluations of EE behaviors and trained coders' ratings of actual nonverbal behaviors. Consistent with the theory, deceivers were more uncertain and vague, more nonimmediate and reticent, showed more negative affect, displayed more arousal and non-composure, and generally made a poorer impression than truthtellers. Their behaviors also connoted greater formality and submissiveness. Also consistent with the theory's premise that deceptive interactions are dynamic, deceivers' kinesic relaxation and pleasantness changed over time, in line with a behavior and image management interpretation, and degree of reciprocity between EE and ER nonverbal behaviors was affected by the presence of deception and suspicion.Portions of this paper were presented to the annual meeting of the International Communication Association, San Francisco, May 1989. This project was funded by the U.S. Army Research Institute (Contract #MDA903-90-K-0113). The views, opinions, and/or findings in this report are those of the authors and should not be construed as an official Department of the Army position, policy, or decision.     

The ultimate deception: childhood sexual abuse in the church

Childhood sexual abuse is a serious problem. Significant evidence exists that victims experience both short-term and long-term emotional and psychological problems related to the abuse. Childhood sexual abuse committed by clergy or other adults affiliated with the church may have additional ramifications because of deep violations of trust, honesty, and love. In addition, it can create spiritual distress in victims. Child and adolescent mental health nurses need to actively promote risk-reduction strategies to help prevent the abuse from occurring in their communities.     

The evolution of deception

Deception has evolved under natural selection, as has the capacity to detect deceit. In this article, we describe the adaptive significance of deception in plants, fireflies, octopi, chimpanzees, andHomo sapiens. We review behavior genetic research to find that heredity affects human deceptiveness and theorize that genetically-transmitted anatomical features prefigure human success at deceit.     

Paradigm shift of employee communication: The effect of management communication on trusting relationships

Even though normative contention suggests that a favorable organizational climate leads to efficient job performance, empirical research has not addressed the trusting relationship as a variable mediating organizational climate and job satisfaction or performance.Supportive oral communication relates positively to individuals’ perceptions of management's supportiveness and friendliness. Perceived support creates trust that the organization will fulfill its exchange obligations by rewarding employee efforts. The survey results indicated that trusting relationship was positively related to measures of communication management, suggesting that those employees receiving positive communication are more likely to be motivated to form trusting relationships with the management level.     

The ethics of deception in social research: A case study

Using data from a study on courtship through personal advertisements, I argue that Kai Erikson's classic case against disguised observation is flawed. Certain kinds of deception are necessary to gather certain data in certain settings. I placed bogus ads in a personal column to obtain and analyze responses. The data would have remained inaccessible—indeed, many of the responses would not have existed in the first place—without some measure of deception. While deception was used, no risk whatsoever was posed to respondents. I further argue that several of Erikson's criteria of risk do not separate ethical from empirical questions; informants use very different criteria in evaluating the risk of harm to them posed by social research that sociologists use. The question of exploitation is more complex, since it has to be weighed against how much of an effort my respondents made and hence, what it is exactly that I took from them. A “panel of judges” decided that most of my male (but not my female) respondents would not have gotten dates with my hypothetical ad placers, and that the research method I used was not especially unethical.     

Detection of deception in familiar and unfamiliar persons: The effects of information restriction

The present paper investigated the effects of the familiarity between the detector and deceiver and the amount of information available on the detection of deception. It was hypothesized that limiting the amount of information available to the lie detector would increase detection accuracy when the deceiver was familiar and, alternatively, would decrease accuracy when the deceiver was unfamiliar. In Study 1, participants attempted to detect the deceptions of familiar and unfamiliar persons with and without visual cues. The results supported the hypothesis. The deceptions of familiar persons were more likely to be detected when visual cues were withheld and the deceptions of strangers were more likely to be detected when visual cues were not withheld. In Study 2 procedures similar to Study 1 were used. However, in Study 2 the presence or absence of auditory cues was manipulated instead of manipulating the presence or absence of visual cues. The results of Study 2 replicated those of Study 1.     

Sexual deception as a social-exchange process: development of a behavior-based sexual deception scale

The use of deception in association with sexual encounters may take many forms, ranging from outright lies to more subtle, evasive manipulations. To address such deceptions, a behavior-based sexual deception scale was developed utilizing social exchange theory. Participants were 267 individuals associated with two large universities who were surveyed regarding different aspects of their sexual deceptive behaviors. In addition, items addressing sexually related behaviors and attitudes were assessed for validation purposes. Principal components analysis identified three components of sexual deception, labeled Blatant Lying, Self-Serving, and Avoiding Confrontation. Confirmatory factor analysis verified the resulting structure, and promising validity was noted. In general, those using any of these deceptions reported more sexual partners and one-night stands. Those telling blatant lies to have sex were more likely to report greater needs for sex, while those using self-serving lies or having sex to avoid confrontation experienced greater worry about partner loss. Men were more likely to use blatant lies to have sex, while women were more likely to have sex to avoid confrontation. Results support sexual deception as an exchange process, with sex for pleasure and positive relationship outcomes acting as rewards, and unwanted sex and deception consequences as costs. Implications for health interventions and primary prevention applications are discussed.     

Replications, Significance Tests and Confidence in Findings in Survey Research

It is now common for survey researchers to use comparable datafrom two or more surveys in studies which have no temporal dimension.However, they rarely do independent replications with the datafrom the different samples, in spite of the greater confidencein findings that testing the significance of statistics froma series of replications affords. A simple method of combiningprobabilities from two or more replications is described andillustrated, and a table of critical values to facilitate itsuse is provided.     

The anatomy of a deception: Fraud and finesse in the Mock Auction sales ‘con’

In this paper we analyze recordings of the Mock Auction sales con and describe the various rhetorical and performative strategies employed by the seller/deceiver to accomplish sales success. Two features that distinguish this con from others are that sales are obtained from a crowd of shoppers and that the victims rarely complain after they have been deceived. We outline the principal skills that are brought into play by these salespeople to obtain sales and to manage the audiences' quietude. We show that the Mock Auction is, fundamentally, a social and interactional accomplishment.     

Decoding deception: A look at the process

This study examined the effects of sex and response format on the process of decoding deceptive messages. A videotape was made containing 32 items (16 honest and 16 dishonest) in which encoders described a person they liked and a person they disliked both honestly and deceptively. Two response formats were used: (1) the rating of items on a six-point liking scale and a six-point deception scale and (2) a forced choice format whereby subjects had to choose between the four types of items. Decoders were given five sets of scores: (a) accuracy scores, (b) awareness of deception scores, (c) confidence scores, (d) cues scores, which were the number of items on which they mentioned using a particular type of cue (verbal, nonverbal, or both combined), and (e) a measure of response time for each item. In the accuracy analyses, there were so significant main effects for sex for either format. However, when decoding males, females (relative to males) tended to read the overt rather than the covert, affect. Females, however, were more aware of the possibility of deception but did not differentiate between honest and dishonest items. Males were more confident and took less time than females to make a decision. Females mentioned the use of cues more than males did. There were no significant correlations between accuracy and the process variables although for males, but not females, there were significant correlations among the process variables for both honest items and dishonest items.An earlier version of this paper was presented at the International Applied Psychology Congress (IAAP), Jerusalem, Israel, July, 1986.     

The motivational foundation of social networks

The origins of motivations for network behavior are found in modern theories of early childhood development. There are two types of early motivations: safety on the one hand and efficacy on the other. Safety corresponds to and is generated by networks of cohesion, while efficacy comes about from separation and corresponds to networks with structural holes and is typical of brokerage situations. Both cohesion and brokerage are necessarily involved in any network situation as a matter of fundamental theoretical necessity, but they occur under different circumstances in individual and organizational action. Studies are reviewed that show that effective relations both within and between organizations require both cohesive bases and brokerage between otherwise not well connected units.     

Emergency management communication: The paradox of the positive in public communication for preparedness

Government emergency management agencies use public communication to inform and educate around risks such as floods, fires, storms, and earthquakes with the aim to help communities understand how to prepare for these emergency events. This study of government communication relating to emergency management preparedness examines an Australian context to understand the types of messages preparing community members for natural hazards. Findings suggest that agencies employ a two-track approach combining warranting and engagement messages. Yet a deeper look at the messages suggests a “paradox of the positive” that overemphasizes the capacity of local agencies to respond to crises and underemphasizes citizen shared responsibility. Implications for the paradox of the positive in other national contexts and public relations theory building are also discussed.     

Third-person effect in the context of public relations and corporate communication

Inaccurate perceptions of audience can cause public relations practitioners to overreact or underreact to a situation, which brings about unintended consequences. We draw on the third-person effect research to identify examples and outline the conditions when the overestimation or underestimation of media effects can motivate key players to engage in restrictive, corrective, promotional, and resistance behaviors. Then, we recommend approaches that can help public relations practitioners better reflect and manage corporate communication. In short, the approaches involve: (a) determining the nature of the presumed effect from the audience perspective and going beyond the categorical positive/negative message, (b) assessing the level of the presumed effect and considering also the possibility of the first- as well as the second-person effect, and (c) assessing the influence of the perceived effect on behaviors that have the potential to directly as well as indirectly affect the company.     

Service gratuities and tipping: A motivational framework

In many countries around the world, consumers leave voluntary payments of money (called “tips”) to service workers who have served them. Since tips are an expense that consumers are free to avoid, tipping is an anomalous behavior that many economists regard as “irrational” or “mysterious”. In this paper, I present a motivational framework that offers plausible explanations for: (1) why people tip, (2) how tipping norms came into existence and evolve over time, (3) why tipping varies across individuals and situations, (4) why tipping is more common for some occupations than others, and (5) why tipping varies across nations. Many hypotheses generated from this framework are supported by existing research, but many other implications of the framework have yet to be adequately tested. Thus, the framework provides a promising and much needed theoretical guide for future research on a fascinating consumer behavior.     

Public space as 'context' in assistive information and communication technologies for people with cognitive impairment

This paper examines emergent issues of 'context' raised by the application of information and communication technologies for people with cognitive impairment. The issue of the development and application of cognitive prostheses for this group provides an opportunity to examine assumptions and issues emerging from this area pertaining to understandings of the term 'context' in these applications. In this sense the paper takes these assumptions and issues as a point of departure for the development of a 'problematic' that can contribute to the study of the experience of cognitive impairment. The paper specifically addresses recent concerns about the lack of knowledge of these experiences in public spaces such as shopping centres, given that this is a critical site for the civic participation of this group. We argue that this participation should be understood in terms of the 'meeting of two histories': the history of contemporary requirements governing participation in public space and the habitus of people with cognitive impairment with regard to this participation. The paper proposes that the salience of cognitive impairment in these spaces turns on what it means for individuals to inhabit them as complex 'Container Technologies' (Sofia) and underlines the importance of understanding their efforts to attain a sense of normality (Goffman) in these contexts. We propose that this approach can inform research contributing to the development of a 'pattern language', informing applications that make cognition a system property in networks that operate between humans, machines and their contexts.     

Corporate apology and crisis communication: The effect of responsibility admittance and sympathetic expression on public's anger relief

An online experiment was constructed as a 2 × 2 factorial design of independent variables (active-passive responsibility admittance vs. high-low sympathetic expression) on public's anger relief with between-subjects comparison. An apology statement with active responsibility was more likely to relieve public anger than an apology statement with passive responsibility. There was no difference on public anger relief between a highly sympathetic apology statement and its counterpart. In the organization-public relationship, people may not show the same mercy to the organization as they do to other people.     

The transnational sphere of justice: disability praxis and the politics of impairment

In this paper, my aim is to elaborate disability movement praxis so that transnational struggles for justice over the production of impairment emerging from the Global South can be represented within the transnational frame of disability politics. The paper seeks to explore the potential of deepening socio-political understandings of impairment as a means to radically democratize disability movement politics at the transnational scale to encompass pluralist, yet subaltern, collective claims for justice. I am guided by the question: if impairment is the place that makes visible invisible debts, can the global disability rights movement begin a process of re-identification to open the boundaries of disability justice claims and develop a strategic orientation which recognizes those collective justice claims for geopolitically produced impairments?     

Research on deception in marketing communications: Its relevance to the study of nonverbal behavior

Marketing researchers have used a variety of approaches in studies of deception and related subjects. This literature is selectively reviewed here, with emphasis on findings relevant to the study of nonverbal behavior. Topics covered include: (a) deception-detection experiments involving advertising, bargaining, and selling; (b) ways of deceiving by implication, while avoiding literal falsehoods; (c) cues conveying the impression of truthfulness, as predicted by attribution and economic theories; (d) circumstances under which lower credibility may be associated with stronger persuasion; (e) individual differences in disbelief in marketing communications; and (f) corporate analogies to individual nonverbal behavior.I would like to thank Jacob Jacoby for serving as guest editor for this paper and three anonymous reviewers for their helpful comments.     

The role of corporate image and extension similarity in service brand extensions

In this article we examine the role of corporate image in extending service brands to new and traditional markets in the telecommunications sector. With regards to corporate image, service brand extensions are primarily associated with innovation-related attributes, such as order of entry (i.e., pioneers versus followers). Increasingly, firms are extending their services to markets that are beyond the markets that they traditionally have been active in. The results of an experimental study show that consumers evaluate service extensions by providers with an innovative late mover image more favourably that service extensions by companies with a pioneer image in terms of perceived corporate credibility and expected service quality. With regards to these evaluation criteria, it was also found that consumers prefer service brand extensions to related rather than unrelated markets. In addition we find that the relative distance between service providers with an innovative late mover image and pioneers is larger in related markets.