The Labor of Lies
How Lying for Material Rewards Polarizes Consumers' Outcome Satisfaction
Bibliographic Data
| ID | 2222792 |
|---|---|
| Authors | Christina I Anthony (0000-0002-4772-3148), Elizabeth Cowley (0000-0003-0815-5552) |
| Year | 2012 |
| Volume | 39 |
| Issue | 3 |
| Pages | 478-492 |
| Publication date | 2012-10-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Consumer Research (JOURNAL) |
| Journal identifiers | ISSN: 0093-5301 • E-ISSN: 1537-5277 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1086/663824 |
| OpenAlex | W2108336718 |
| Language | EN |
| Citations received | 6 |
| References cited | 96 |
Consumers often find themselves in situations in which they are tempted to lie in order to obtain otherwise unattainable material rewards or financial benefits (e.g., when refunding or exchanging a product, qualifying for discounts and promotions, negotiating with a salesperson, etc.). This research examines how lying during an interaction with a service provider influences the consumer's outcome satisfaction. Six studies demonstrate that because lying interferes with the ability to use diagnostic cues to update outcome expectations, liars are less prepared for the final outcome. This reduced outcome preparedness, in turn, leads to more polarized satisfaction judgments. These findings suggest that lying may not only have financial ramifications but that there are evaluative consequences as well
Economics · Lying · Microeconomics · Outcome (game theory) · Sociology · Deception detection and forensic psychology · Emotions and Moral Behavior · Medicine · Psychology · Psychology of Social Influence
The Belief in a Just World
Vocal communication of emotion
Evidence for the Distinctness of Embarrassment, Shame, and Guilt
Verbal and Nonverbal Communication of Deception
Norm theory
A Neural Basis for Social Cooperation
Customer delight
Decision Affect Theory
The Dishonesty of Honest People
The simulation heuristic
Nonverbal Leakage and Clues to Deception †
The Neural Basis of Altruistic Punishment
Anticipated Emotions as Guides to Choice
Vengefulness
Composure at Any Cost? The Cognitive Consequences of Emotion Suppression
Emotion-based choice.
Regret and Elation Following Action and Inaction
Cognitive, social, and physiological determinants of emotional state.
Behavioral Adaptation, Confidence, and Heuristic-Based Explanations of the Probing Effect
Who can catch a liar
Who can catch a liar
The social consequences of expressive suppression
Interpersonal Deception Theory
Lying in negotiations
Blessed are those who expect nothing
Appearing truthful generalizes across different deception situations
Thinking backward
Reversing roles
Social anxiety, state dependence, and the next-in-line effect
Expectations and emotions of Olympic athletes
Excitation transfer in communication-mediated aggressive behavior
When are social judgments made? Evidence for the spontaneousness of trait inferences
Truth and investment
Influence and inference
Everyday lies in close and casual relationships
Causal chunking
On the spontaneity of trait attribution
Emotion regulation and memory
Lying in everyday life
Overattribution and unit formation
The preoccupational hazards of social life
When moderation is mediated and mediation is moderated
How automatic are social judgments
Impact of context on spontaneous trait and situational attributions
Memory deficits and memory surfeits
Why introverts can't always tell who likes them
The cognitive consequences of secrecy
On cognitive busyness
Seeing less and knowing more
The ability to detect deceit generalizes across different types of high-stake lies
Judgments under uncertainty
Maxims for Studying Conversations
The Schachter theory of emotion
Cues to deception
Linking Love and Lies
A Critical Analysis of the Behavioral Adaptation Explanation of the Probing Effect
Training Lie Detectors to Use Nonverbal Cues Instead of Global Heuristics
Come to Think of It
Are White Lies as Innocuous as We Think
Gaming Emotions in Social Interactions
Social Comparison Theory and Deception in the Interpersonal Exchange of Consumption Information
When Do Fair Beliefs Influence Bargaining Behavior? Experimental Bargaining in Japan and the United States
| Unique citing works | 6 |
|---|---|
| Citations per year | 0,67 |
| Citation span | 2017 - 2024 (8) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 6 |