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| Author: | Grazioli, S. |
| Title: | Where did they go wrong? An analysis of the failure of knowledgeable Internet consumers to detect deception over the Internet |
| Journal: | Group Decision and Negotiation
2004 : MAR, VOL. 13:2; p. 149-172 |
| Index terms: | Consumer behaviour Cognitive processes Internet Fraud Models USA |
| Freeterms: | WWW |
| Language: | eng |
| Abstract: | This paper uses an information-processing model of deception (hereafter as: decp.) detection (here as: detn.) to understand the reasons underlying Internet consumers' success and failure at detecting forms of intentional decp. on the Internet. 80 MBA students visited either a real commercial site or a deceptive copycat site. The deceptive site was identical to the clean site except that it contained six deceptive manipulations (e.g. forged favourable quotes from authoritative sources). This study compares the information processing behaviour of four groups of subjects: those who detected the decp, those who missed it, those who correctly identified the real site as non-deceptive, and those who incorrectly believed that the real site was deceptive. It was found that 1. priming subjects to generate the hypothesis of decp. weakly facilitates detn. success, 2. competence at evaluating the hypothesis of decp. is a strong differentiator btw. successful and unsuccessful detectors, and 3. successful detectors rely on "assurance" cues and heavily discount "trust" cues while unsuccessful detectors do the opposite. |
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