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INTERPERSONAL DECEPTION THEORY

INTERPERSONAL DECEPTION THEORY. A Communication Perspective: Interpersonal Deception Theory. Views communicators as active and strategic rather than passive and reactive Focuses on communication processes as well as internal psychological influences Recognizes partner influence on behavior

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INTERPERSONAL DECEPTION THEORY

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  1. INTERPERSONAL DECEPTION THEORY MIS 429/529

  2. A Communication Perspective: Interpersonal Deception Theory • Views communicators as active and strategic rather than passive and reactive • Focuses on communication processes as well as internal psychological influences • Recognizes partner influence on behavior • Views communication as dynamic and iterative rather than static MIS 429/529

  3. ASSUMPTIONS OF IDT • about interpersonal communication • about deception MIS 429/529

  4. Interpersonal Communication Assumptions • Sender & receiver • Are active, not passive • Interdependent/mutually influencing • Communication is • goal-oriented & strategic • multifunctional, multidimensional, & multimodal • dynamic • adaptive • judged on credibility MIS 429/529

  5. Deception Assumptions • Deception is strategic • Deception is more cognitively demanding than truthtelling MIS 429/529

  6. INTERPERSONAL DECEPTION THEORY MODEL MIS 429/529

  7. PROPOSITIONS MIS 429/529

  8. Proposition 1: Role of Context Context features of deceptive interchanges that systematically affect sender and receiver cognitions and behaviors are (a) the interactivity of the medium and (b) the demands of the conversational task. MIS 429/529

  9. Proposition 2: Role of Relationship Deceiver and receiver thoughts, feelings, and behaviors vary systematically with: (a) relational familiarity and (b) relational valence. MIS 429/529

  10. Proposition 3: Strategic Activity Deceivers engage in both strategic and nonstrategic activity. Compared with truthtellers, deceivers exhibit (a) More strategic activity to manage (1) information content of messages (2) associated nonverbal behavior (3) overall image (b) Nonstrategic activity that reveals (1) arousal (2) negative or dampened affect (3) depressed involvement (4) impaired speech MIS 429/529

  11. Sample Strategic Verbal Manipulations QUESTION: How many brothers and sisters do you have? 100% TRUTHFUL: I have 3 brothers and 3 sisters. FABRICATION: I'm an only child. EQUIVOCATION: No matter how many of us were around, I always felt like an only child. CONCEALMENT: I have 3 brothers. MIS 429/529

  12. Sample Strategic Verbal Manipulations QUESTION: How strong are your computer skills? 100% TRUTHFUL: I used a computer only in my life to write a short letter. FABRICATION: I use a computer often to write letters, do accounting, and records. EQUIVOCATION: I suppose they are stronger than some people's but one can always learn more. CONCEALMENT: I have used a computer. MIS 429/529

  13. Example of Strategic and Nonstrategic Activity What are her goals here? What does she do that might qualify as strategic? What nonstrategic behavior does she exhibit? Notice her gestures (e.g., the shrug gesture), her voice (.e.g., response latencies, nonfluencies, softness, rising intonation, glottal fry) , word choice MIS 429/529

  14. Strategic Information management—deceivers modify: • Message content • less truthful • less complete • less clear • less relevant • Language style • more qualifiers • less immediacy • Syntax • Discourse • repeated questions MIS 429/529

  15. Strategic behavior management—deceivers modify: • Apparent normalcy • Follow conversational norms • Avoid deviant or unusual behavior • Submissiveness • Involvement • Suppression of nervousness MIS 429/529

  16. Strategic image management—deceivers modify: • Apparent culpability • Pleasantness • Overall credibility of demeanor MIS 429/529

  17. Proposition 4: Effects of Interactivity The more interactive the communication context, the more deceivers increase strategic activity and reduce nonstrategic activity over time. MIS 429/529

  18. Proposition 5: Expectations of Truthfulness Higher expectations that a sender is truthful are positively associated with (a) Interactive contexts and (b) positively toned relationships. MIS 429/529

  19. Proposition 6: Fear of Detection • Deceivers’ fear of detection is inversely related to • higher expectations that a sender is truthful • amount of strategic activity. MIS 429/529

  20. Proposition 7: Goals & Motivations Goals and motivations moderate strategic and nonstrategic behavior. (a) Senders deceiving for self-gain exhibit more strategic and non-strategic behavior than deceiving for other-benefit. (b) Receivers’ initial behavior is influenced by (1) their priorities among instrumental, relational and identity goals (2) their initial intent to uncover deceit. MIS 429/529

  21. Proposition 8: Role of Familiarity • As receivers’ informational, behavioral and relational familiarity increase • (a) Deceiver fear of detection increases • (b) Deceiver strategic information, behavior and image management increases • (c) Deceiver nonstrategic activity increases MIS 429/529

  22. Proposition 9: Role of Skill • Relative to unskilled deceivers, skilled deceivers better convey a truthful demeanor by controlling • strategic activity • nonstrategic leakage MIS 429/529

  23. Examples of the Effects of Social Skill on Demeanor and Credibility MT 810 MIS 429/529

  24. Proposition 10: Credibility Deceivers are seen as more credible when (a) receivers hold truth biases, (b) contexts are more interactive, (c) senders are more skilled communicators, and (d) senders deviate less from expected communication patterns. MIS 429/529

  25. Proposition 11: Accuracy Receivers are more accurate in detecting deception when (a) receivers do not hold truth biases, (b) contexts are noninteractive, (c) senders are unskilled encoders, (d) receivers are familiar with senders, (e) receivers are skilled decoders, and (f) senders deviate from expected communication patterns. MIS 429/529

  26. Proposition 12: Suspicion Receivers reveal their suspicions through (a) strategic and (b) nonstrategic behavior. MIS 429/529

  27. Proposition 13: Awareness of Suspicion Senders perceive suspicion when it is present through (a) deviations from expected receiver behavior (b) receiver signals of suspicion (c) receiver uncertainty (d) receivers seeking more information MIS 429/529

  28. Proposition 14: Effects of Suspicion on Sender Behavior • Suspicion (perceived or actual) increases sender • strategic activity • nonstrategic activity MIS 429/529

  29. Proposition 15: Temporal Changes Deception and suspicion displays change over time. MIS 429/529

  30. Sample of Behavior Pattern Changes over Time MIS 429/529

  31. Sample of Behavior Pattern Changes over Time MIS 429/529

  32. Summing Up—The Major Principles MIS 429/529

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