The Influence of Media Cue Multiplicity on Deceivers and Those Who Are Deceived

Research output: Journal Publications and Reviews (RGC: 21, 22, 62)21_Publication in refereed journalNot applicablepeer-review

9 Scopus Citations
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Author(s)

Detail(s)

Original languageEnglish
Pages (from-to)337-352
Journal / PublicationJournal of Business Ethics
Volume106
Issue number3
Online published1 Sep 2011
Publication statusPublished - Mar 2012
Externally publishedYes

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.

Research Area(s)

  • Cue multiplicity, Deception, Interpersonal deception theory (IDT), Moral anger, Positive affect, Revenge

Citation Format(s)

The Influence of Media Cue Multiplicity on Deceivers and Those Who Are Deceived. / Xu, David Jingjun; Cenfetelli, Ronald T.; Aquino, Karl.

In: Journal of Business Ethics, Vol. 106, No. 3, 03.2012, p. 337-352.

Research output: Journal Publications and Reviews (RGC: 21, 22, 62)21_Publication in refereed journalNot applicablepeer-review