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The influence of media cue multiplicity on deceivers and those who are deceived
Xu, David Jingjun Cenfetelli, Ronald T. Aquino, Karl
Xu, David Jingjun
Cenfetelli, Ronald T.
Aquino, Karl
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Issue Date
2012-03
Type
Article
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Keywords
Cue multiplicity,Deception,Moral anger,Positive affect,Revenge,Interpersonal deception theory (IDT)
Subjects (LCSH)
Citation
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
Abstract
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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Publisher
Springer
Journal
Book Title
Series
Journal of Business Ethics;2012, v.106, no.3
Digital Collection
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PubMed ID
DOI
ISSN
0167-4544
1573-0697
1573-0697