The influence of media cue multiplicity on deceivers and those who are deceived
Xu, David Jingjun
Cenfetelli, Ronald T.
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Xu, J., Cenfetelli, R.T., and Aquino, K. (2012), "The Influence of Media Cue Multiplicity on Deceivers and Those Who Are Deceived." Journal of Business Ethics, 106(3), pp. 337-352
We extend prior research of deceitful behavior by studying the reactions of those who are targets of deception and how a speciﬁc attribute of communication media, cue multiplicity, inﬂuences such reactions. We report on a laboratory experiment involving dyads asked to engage in a stock share purchase exercise. We ﬁnd that when a broker is perceived to act deceitfully by the buyer, the buyer reacts with negative affect (anger) which provokes subsequent acts of revenge against the broker. Importantly, we ﬁnd that media with higher cue multiplicity attenuate buyer anger as well as lessen the propensity for the buyer to seek retaliatory acts of revenge. We further ﬁnd that moral anger mediates the effect of buyers’ perceived deception on revenge.
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