RT Article
T1 The Influence of Media Cue Multiplicity on Deceivers and Those Who Are Deceived
JF Journal of business ethics
VO 106
IS 3
SP 337
OP 352
A1 Xu, Jingjun
A1 Cenfetelli, Ronald T.
A1 Aquino, Karl
A2 Cenfetelli, Ronald T.
A2 Aquino, Karl
LA English
YR 2012
UL https://ixtheo.de/Record/1785644416
AB 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.
K1 Interpersonal deception theory (IDT)
K1 Revenge
K1 Positive Affect
K1 Moral anger
K1 Deception
K1 Cue multiplicity
DO 10.1007/s10551-011-1000-0