The Future of Motivated Deception

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The Future of Motivated Deception

• Analysis of the Motivation Impairment Effect

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We Try Harder.

• --Avis

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The Impact of Modality on Deception Detection

• Electronic communication may hinder detection
  because
• some nonverbal cues are not present to the
  receiver
• It fosters undue trust in technology
• It exacerbates the strong truth bias that already
  exists by promoting mindless information process
• Alternative Electronic communication may
  facilitate detection by removing misleading and
  distracting information

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What Is Motivation?
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The Impact of Motivation on Deception Detection

• As the stakes of a deception increase, the
  deceiver is more motivated to lie.
• Deception is an emotionally charged and arousing
  activity producing nonverbal leakage.
• Motivated deceivers lie better, to a point.
• Motivation can cause over-control in behavior,
  leading to an increase in leakage.

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The more people deliberately try to control
their nonverbal cues, the more out-of-control
those cues get.

• --DePaulo Kirkendol, 1989

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The MIE

• Dual hypothesis
• Lies of highly motivated senders will be more
  readily detected than lies of less motivated
  senders whenever nonverbal cues are available.
• Lies of highly motivated senders will be less
  readily detected when only verbal cues are
  available.

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Relevance to Electronic Communication

• What should be the predictions for
• text-based communication?
• Audio communication?
• E.g., voice mail messages
• E.g., cell phone conversations
• Video communication and video-based judgments?
• E.g., videoconferencing
• E.g., match.com

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Flaws with MIE

• Tests have focused on the judgment of the
  receiver, not the actual performance of the
  sender
• Motivation has not been measured
• Others?

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Alternative Communication Perspective

• Impact of motivation on performance generally
• Choking-under-pressure
• IDT and strategic v. nonstrategic communication

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Contrasts for Alternative Hypotheses

• Original MIE
• Choking under pressure
• Leakage hierachy

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Results of Original MIE Tests DePaulo, Lanier
Davis case study

• Deceptions and truths told to a panel of peers
• operationalizations of motivation was it a good
  one?
• Modalities used by judges
• Judgments of sincerity, not deceptiveness
• Results

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Results of DePaulo, Kirkendol, Tang OBrien

• Deceptions and truths told to a panel of peers
• Multiple operationalizations of motivation
  valid?
• Modalities used by judges
• Resultssee p. 72

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Results of Interactive Communication Tests