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In this chapter, we introduce a new construct we call “Perceived Deception in Online Consumer Reviews” (PDOCR). Online reviews of products are very important to companies and customers, yet they are vulnerable to unethical representations. Even regardless of whether a deceptive review has been posted or not, we take the position that it is important to understand consumers’ perceptions of deception because it is a consumer’s perception that leads him or her to experience subsequent feelings and opinions and to consider follow-up actions. We draw on the literature and build on the Elaboration Likelihood Model and Cognitive Dissonance Theory to create an overarching framework of antecedents of PDOCR, consequences, and moderators. We also report findings from a sample of in-depth interviews with real consumers about their thoughts on these phenomena and related constructs. We use our framework and theories and the qualitative data to derive Research Questions that we hope will spur future research on these important issues.

With the widespread use of online communications, users are extremely vulnerable to a myriad of deception attempts. This study aims to extend the literature on deception in computer-mediated communication by investigating whether the manner in which popularity information (PI) is presented and media richness affects users’ judgments.

This study developed a randomized, within and 2 × 3 between-subject experimental design. This study analyzed the main effects of PI and media richness on the imitation magnitude of veracity judges and the effect of the interaction between PI and media richness on the imitation magnitude of veracity judges.

The manner in which PI is presented to people affects their tendency to imitate others. Media richness also has a main effect; text-only messages resulted in greater imitation magnitude than those viewed in full audiovisual format. The findings showed an interaction effect between PI and media richness.

The findings of this study contribute to the information systems literature by introducing the notion of herd behavior to judgments of truthfulness and deception. Also, the medium over which PI was presented significantly impacted the magnitude of imitation tendency: PI delivered through text-only medium led to a greater extent of imitation than when delivered in full audiovisual format. This suggests that media richness alters the degree of imitating others’ decisions such that the leaner the medium, the greater the expected extent of imitation.

Understanding when an individual is being deceptive is an important part of police and criminal investigations. While investigators have developed multiple methods, the research literature has yet to fully explore some of the newer applied techniques. This study aims to investigate statement analysis, a recent approach in forensic linguistic analysis that has been applied to criminal investigations.

Real-world statements of individuals exposed as deceptive or truthful were used in the analyses. A behaviour sequence analysis approach is used to provide a timeline analysis of the individuals’ statements.

Results indicate that sequential patterns are different in deceptive statements compared to truthful statements. For example, deceptive statements were more likely to include vague words and temporal lacunas, to convince investigators into believing that the suspect was not present when the crime occurred. The sample in this research did not use one deceptive indicator, instead, electing to frequently change the order of deceptive indicators. Gaps in deception were also noted, and there was common repetition found in both the deceptive and truthful statements. While gaps are predicted to occur in truthful statements to reflect an absence of deception, gaps occurring in the deceptive statements are likely due to cognitive load.

The current research provides more support for using statement analysis in real-world criminal cases.

The purpose of this paper is to define workplace victimization as any behavior that impairs employees’ basic psychological needs and explores the mutually interactive association between trait self-deception; emotional neglect, especially by supervisors, and workplace victimization.

Workplace victimization is identified as a pervasive problem in organization. This paper zeroes in on self-deception and emotional neglect as two possible antecedents of workplace victimization, explores the genesis of the two concepts and analyzes their conceptual relationship with each other and with workplace victimization. Based on the conceptual analysis, it identifies the lack of intentionality as a common element in both constructs and identifies a set of possible frameworks linking self-deception, emotional neglect and workplace victimization for future research.

This paper explores four possible frameworks to model the expected association while advocating for investigation of these given models to check whether one has considerable expository success than other by either connecting or disassociating these two constructs.

The amount of linkage between self-deception and emotional neglect at workplace is worth investigating, and this research paper presents several possible models that might help to focus and organize the future workplace investigations.

The current paper postulates that supervisors’ and subordinates’ ability to display appropriate leadership and follower behavior and interaction will be impaired if they are high in trait self-deception and have been the victim or perpetrators of emotional neglect.

In the workplace, self-deceptive individuals display behaviors such as conscientiousness, resilience, optimism and competitiveness that are considered characteristics of good employees and, hence, are more likely to be promoted to supervisory positions, where emotional neglect of others such as subordinates becomes more pertinent.

This paper aims to systematically compare the textbook‐based criminal justice and psychological literatures on detecting deception in field settings to determine the accuracy of the criminal justice literature in this area.

A total of 18 criminal justice textbooks covering detecting deception were systematically reviewed and coded. The alleged indicators of deception were then compared with the psychological literature on the valid indicators of deception.

Many criminal justice textbooks on interviewing, interrogation, and criminal investigation claim that there are numerous accurate indicators of deception which can be readily used in field settings. The comparison of these claims with the research in psychology indicates that a great deal of the information found in criminal justice textbooks is erroneous. Further review indicates that in controlled studies criminal justice practitioners rarely detect deception at levels greater than chance or comparison groups of non‐practitioners. It is exceedingly difficult to detect deception in field settings without the help of technology or complicated instruments or aids.

Much of the information in criminal justice textbooks on detecting deception is erroneous and may have negatively affected practitioners to the extent that they are unable to detect deception effectively. Textbooks on interviewing, interrogation, and criminal investigation should be circumspect regarding an individual's ability to detect deception in field settings. Texts should refrain from presenting deception detection as a simple and accurate science. Practitioners should be cautious when attempting to detect deception in field settings.

The criminal justice and psychological literatures on detecting deception have not been synthesized before. This information will be useful to criminal justice practitioners who seek to detect deception.

The study of deception and the theories, which have been developed have relied heavily on laboratory experiments in controlled environments, using American college students participating in mock scenarios. The purpose of this paper is to validate previous deception detection research in a real-world, high stakes environment where the unit of analysis is the question–response pair.

The study used previously confirmed linguistic and paralinguistic speech cues and the constructs of deception in an attempt to validate a leading deception theory, interpersonal deception theory (IDT). A combination of descriptive and predictive analysis was conducted to best understand the relationship between speech cues and changes in the subjects’ behavior.

The result validates IDT with mixed results on individual measures and their constructs. However, there is clear evidence across the 711 question-response pairs that not only was it possible to differentiate truth from deceptive behavior but also patterns of behavior can be seen over time.

Because of the real-world nature of the study, it is difficult to generalize the results to a larger population. However, one implication for future research is the development of methods to capture, process and prepare raw speech into data ready for analysis.

This paper attempts to fill the gap between the controlled mock scenarios and the harsh reality of real-world deception.

The study aims to examine the effects of ulterior motives in peer and expert supplementary online hotel reviews on consumers' perceived deception, dissatisfaction, and its downstream effects on altruistic response and repurchase intentions. The research also examines the moderating role of hotel attribute performance on perceived deception and its consequents.

This study used convenient non-probability sampling and collected data from 448 inbound tourists in China. It used partial least square structural equation modeling technique and SmartPLS 3.0 for analyzing the main and moderating effects of the variables.

The ulterior motives in peer and expert supplementary reviews significantly affect perceived deception, further leading to consumers' dissatisfaction and engagement in altruistic response. Noticeably, consumers' dissatisfaction is positively associated with repeat purchase intentions. Hotel attribute performance significantly moderates the relationship between the ulterior motives in supplementary reviews and consumers' perceived deception.

The study examines the key issue in online hotel reviews using the expectancy disconfirmation theory and identifies consumers' altruistic behavior because of their dissatisfaction, contributing to ethics and consumer behavior literature. Moreover, the research offers prolific implications for hotel and travel websites and hoteliers in the study context.

This study aims to formulate a new framework for identifying deception in consumer reviews through the lens of interpersonal deception theory (IDT) and the persuasion knowledge model (PKM). It evaluates variables contributing to consumer intentions to purchase after reading deceptive reviews and proposes deception identification cues to be incorporated into the interpersonal communication theoretical framework.

The first study is qualitative and quantitative, based on sentiment and lexical analysis of 1,000 consumer reviews. The second study uses the US national consumer survey with a partial least squares partial least squares-structural equation modeling and a process-based mediation–moderation analysis.

This study shows deceptive characteristics that cannot be dissimulated by reviewing consumers that represent review legitimacy based on review valence, authenticity, formalism and analytical writing. The results also support the central role of consumer suspicion of an ulterior motive, with a direct and mediation effect regarding consumer emotions and intentions, including brand trust and purchase intentions.

This paper presents a new framework for identifying deception in consumer reviews based on IDT and PKM, adding new theoretical elements that help adapt these theories to written digital communication specificities. This study clarifies the role of suspicion in a deceptive communication context and shows the variables contributing to consumers’ purchase intention after reading deceptive reviews. The results also emphasize the benefits of lexical analysis in identifying deceptive characteristics of reviews.

Companies can consider the vulnerability of certain generations based on lower levels of suspicions and different linguistic cues to detect deception in reviews. Long-term, marketers can also implement deception identification practices as potential new business models and opportunities.

Policymakers and regulators need to consider critical deception cues and the differences in suspicion levels among segments of consumers in the formulation of preventative and deception management measures.

This study contributes to the literature by formulating a new framework for identifying deception in consumer reviews, adapted to the characteristics of written digital communication. This study emphasizes deception cues in electronic word-of-mouth and provides additional opportunities for theorizing deception in electronic communication.

To function effectively, police must separate lies from truth. Police, ideally, would be experts at this task, yet there is debate surrounding whether expertise in detecting deception is possible. Drawing upon literature outside of deception detection, the purpose of this paper is to explore whether subjects making deception judgments can improve their performance.

The sample was 19 students from two graduate-level classes. Subjects viewed six sets of videos over eight weeks. The first five sets displayed individuals reporting whether they cheated on an exam. The sixth set displayed individuals reporting whether they had committed a (mock) robbery. After each video, subjects judged whether the videoed individual was truthful, and then the actual status was revealed.

Subjects’ accuracy improved consistently over the first five sets of videos; from about 69 percent accuracy to about 89 percent accuracy. However, the accuracy for the sixth set of videos dropped dramatically to 46 percent. The results indicate that expertise in deception detection may be possible, but is likely to be limited in terms of generalizability.

The actual environment of police investigations is more variable than the study’s setting. Future studies should integrate inaccurate and incomplete feedback, which are realistic characteristics of investigations.

The findings suggest that, like other areas of expertise, it may be possible to develop expertise in detecting deception through the use of deliberate practice with accurate feedback.

This study combines three literature-substantiated criteria for developing deception detection expertise. The study environment involved regularity. Subjects were deliberately practicing, and subjects received accurate feedback.

To influence consumer perceptions, firms often manipulate online product reviews on their own websites or third-party forums by anonymously adding positive reviews, deleting unfavorable reviews or offering rewards to encourage favorable reviews. This study aims to investigate consumer perceptions of online review deceptions and how these perceptions influence their subsequent purchase behavior. In particular, consumers’ awareness, suspicion and detection are studied and specific manipulation tactics are evaluated.

Both qualitative and quantitative studies are relied upon to understand consumer perceptions of online review deceptions. In-depth interviews with 16 experienced online shoppers were conducted to collect the illustrative accounts concerning consumer awareness of online review deceptions, their suspicion, detection and evaluation of different manipulation tactics. A survey of 199 consumers was then followed to validate and corroborate the findings from the qualitative study and generalize the interview results onto the general public.

The results from in-depth interviews suggest that consumers take a negative view toward online review deceptions, but the degree of negativity varies across different manipulation tactics. Moreover, different types of manipulations vary in terms of perceived deceptiveness, ease of detection and unethicality, as well as their effect on consumer purchase intention and perceived helpfulness of online product reviews. The findings from the survey further confirmed the qualitative findings.

The findings have a number of meaningful managerial implications for industry associations and policymakers on whether and how to regulate online review deceptions.

This study applies and extends information manipulation theory and deception detection literature to an online context to increase the richness of the relevant theories. It is among the first to empirically investigate online review deceptions from a consumer’s perspective, as opposed to a firm’s perspective as previous studies have done.