The influence of media cue multiplicity on deceivers and those who are deceived

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Authors
Xu, David Jingjun
Cenfetelli, Ronald T.
Aquino, Karl
Advisors
Issue Date
2012-03
Type
Article
Keywords
Cue multiplicity , Deception , Moral anger , Positive affect , Revenge , Interpersonal deception theory (IDT)
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Journal Issue
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
PubMed ID
DOI
ISSN
0167-4544
1573-0697
EISSN