IDEAS home Printed from https://ideas.repec.org/a/spr/grdene/v13y2004i2d10.1023_bgrup.0000021839.04093.5d.html
   My bibliography  Save this article

Where Did They Go Wrong? An Analysis of the Failure of Knowledgeable Internet Consumers to Detect Deception Over the Internet

Author

Listed:
  • Stefano Grazioli

    (McIntire School of Commerce at the University of Virginia)

Abstract

This paper uses an information-processing model of deception detection to understand the reasons underlying Internet consumers' success and failure at detecting forms of intentional deception that occur on the Internet. Eighty MBA students visited either a real commercial site or a deceptive copycat (“page-jacking”) site. The deceptive site was identical to the clean site except that it contained six deceptive manipulations (e.g., forged favorable quotes from authoritative sources). This study compares the information processing behavior of four groups of subjects: those who detected the deception, 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 deception weakly facilitates detection success, (2) competence at evaluating the hypothesis of deception is a strong differentiator between successful and unsuccessful detectors, and (3) successful detectors rely on “assurance” cues and heavily discount “trust” cues. Unsuccessful detectors do the opposite.

Suggested Citation

  • Stefano Grazioli, 2004. "Where Did They Go Wrong? An Analysis of the Failure of Knowledgeable Internet Consumers to Detect Deception Over the Internet," Group Decision and Negotiation, Springer, vol. 13(2), pages 149-172, March.
    • Handle: RePEc:spr:grdene:v:13:y:2004:i:2:d:10.1023_b:grup.0000021839.04093.5d
    DOI: 10.1023/B:GRUP.0000021839.04093.5d
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1023/B:GRUP.0000021839.04093.5d
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1023/B:GRUP.0000021839.04093.5d?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Marinus J. Bouwman, 1983. "Human Diagnostic Reasoning by Computer: An Illustration from Financial Analysis," Management Science, INFORMS, vol. 29(6), pages 653-672, June.
    2. Johnson, Paul E. & Grazioli, Stefano & Jamal, Karim, 1993. "Fraud detection: Intentionality and deception in cognition," Accounting, Organizations and Society, Elsevier, vol. 18(5), pages 467-488, July.
    3. Richard L. Daft & Robert H. Lengel, 1986. "Organizational Information Requirements, Media Richness and Structural Design," Management Science, INFORMS, vol. 32(5), pages 554-571, May.
    4. Alan R. Dennis & Susan T. Kinney, 1998. "Testing Media Richness Theory in the New Media: The Effects of Cues, Feedback, and Task Equivocality," Information Systems Research, INFORMS, vol. 9(3), pages 256-274, September.
    5. Johnson, Paul E. & Grazioli, Stefano & Jamal, Karim & Zualkernan, Imran A., 1992. "Success and failure in expert reasoning," Organizational Behavior and Human Decision Processes, Elsevier, vol. 53(2), pages 173-203, November.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Bo Xiao & Izak Benbasat, 2015. "Designing Warning Messages for Detecting Biased Online Product Recommendations: An Empirical Investigation," Information Systems Research, INFORMS, vol. 26(4), pages 793-811, December.
    2. Sirkka L. Jarvenpaa & Ann Majchrzak, 2010. "Research Commentary ---Vigilant Interaction in Knowledge Collaboration: Challenges of Online User Participation Under Ambivalence," Information Systems Research, INFORMS, vol. 21(4), pages 773-784, December.
    3. Yang, Jinbi & Sia, Choon Ling & Ou, Carol, 2015. "Identify the antecedents of distrust in a website," Other publications TiSEM 27db9390-f2e0-4006-ab0c-9, Tilburg University, School of Economics and Management.
    4. Kim Kaivanto, 2014. "The Effect of Decentralized Behavioral Decision Making on System‐Level Risk," Risk Analysis, John Wiley & Sons, vol. 34(12), pages 2121-2142, December.
    5. Ryan Wright & Suranjan Chakraborty & Asli Basoglu & Kent Marett, 2010. "Where Did They Go Right? Understanding the Deception in Phishing Communications," Group Decision and Negotiation, Springer, vol. 19(4), pages 391-416, July.
    6. Xin Wen & Liang Xu & Jie Wang & Yuan Gao & Jiaming Shi & Ke Zhao & Fuyang Tao & Xiuying Qian, 2022. "Mental States: A Key Point in Scam Compliance and Warning Compliance in Real Life," IJERPH, MDPI, vol. 19(14), pages 1-16, July.
    7. Jeanne Logsdon & Karen Patterson, 2009. "Deception in Business Networks: Is It Easier to Lie Online?," Journal of Business Ethics, Springer, vol. 90(4), pages 537-549, December.
    8. Gontar, Patrick & Homans, Hendrik & Rostalski, Michelle & Behrend, Julia & Dehais, Frédéric & Bengler, Klaus, 2018. "Are pilots prepared for a cyber-attack? A human factors approach to the experimental evaluation of pilots' behavior," Journal of Air Transport Management, Elsevier, vol. 69(C), pages 26-37.
    9. Isabel Riquelme & Sergio Román, 2014. "The Influence of Consumers’ Cognitive and Psychographic Traits on Perceived Deception: A Comparison Between Online and Offline Retailing Contexts," Journal of Business Ethics, Springer, vol. 119(3), pages 405-422, February.
    10. Liuchang Xu & Jie Wang & Dayu Xu & Liang Xu, 2022. "Integrating Individual Factors to Construct Recognition Models of Consumer Fraud Victimization," IJERPH, MDPI, vol. 19(1), pages 1-12, January.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. David Xu & Ronald Cenfetelli & Karl Aquino, 2012. "The Influence of Media Cue Multiplicity on Deceivers and Those Who Are Deceived," Journal of Business Ethics, Springer, vol. 106(3), pages 337-352, March.
    2. Ofir Turel & Catherine E. Connelly, 2012. "Team Spirit: The Influence of Psychological Collectivism on the Usage of E-Collaboration Tools," Group Decision and Negotiation, Springer, vol. 21(5), pages 703-725, September.
    3. Zhenhui (Jack) Jiang & Cheng Suang Heng & Ben C. F. Choi, 2013. "Research Note —Privacy Concerns and Privacy-Protective Behavior in Synchronous Online Social Interactions," Information Systems Research, INFORMS, vol. 24(3), pages 579-595, September.
    4. Stefan Hoffmann & Tom Joerß & Robert Mai & Payam Akbar, 2022. "Augmented reality-delivered product information at the point of sale: when information controllability backfires," Journal of the Academy of Marketing Science, Springer, vol. 50(4), pages 743-776, July.
    5. Graciela Corral de Zubielqui & Noel Lindsay & Wendy Lindsay & Janice Jones, 2019. "Knowledge quality, innovation and firm performance: a study of knowledge transfer in SMEs," Small Business Economics, Springer, vol. 53(1), pages 145-164, June.
    6. Aros, Susan K. & Gibbons, Deborah E., 2018. "Exploring communication media options in an inter-organizational disaster response coordination network using agent-based simulation," European Journal of Operational Research, Elsevier, vol. 269(2), pages 451-465.
    7. John R. Carlson & Joey F. George & Judee K. Burgoon & Mark Adkins & Cindy H. White, 2004. "Deception in Computer-Mediated Communication," Group Decision and Negotiation, Springer, vol. 13(1), pages 5-28, January.
    8. Denk, Maximilian & Khabyuk, Olexiy, "undated". "Wie relevant sind Chatbots als Kommunikations- und Marketinginstrument für Hochschulen? Konzeption und Akzeptanz eines Chatbot-Prototyps für den Master-Studiengang „Kommunikations-, Multimedia- und Ma," Duesseldorf Working Papers in Applied Management and Economics 52, Duesseldorf University of Applied Sciences.
    9. Roma, Paolo & Aloini, Davide, 2019. "How does brand-related user-generated content differ across social media? Evidence reloaded," Journal of Business Research, Elsevier, vol. 96(C), pages 322-339.
    10. Naim Zierau & Christian Hildebrand & Anouk Bergner & Francesc Busquet & Anuschka Schmitt & Jan Marco Leimeister, 2023. "Voice bots on the frontline: Voice-based interfaces enhance flow-like consumer experiences & boost service outcomes," Journal of the Academy of Marketing Science, Springer, vol. 51(4), pages 823-842, July.
    11. Taekyung Kim & Hwirim Jo & Yerin Yhee & Chulmo Koo, 2022. "Robots, artificial intelligence, and service automation (RAISA) in hospitality: sentiment analysis of YouTube streaming data," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(1), pages 259-275, March.
    12. Jeanine Warisse Turner & N. Lamar Reinsch, 2010. "Successful and unsuccessful multicommunication episodes: Engaging in dialogue or juggling messages?," Information Systems Frontiers, Springer, vol. 12(3), pages 277-285, July.
    13. Giuseppe Crapa & Maria Elena Latino & Paolo Roma, 2024. "The performance of green communication across social media: Evidence from large‐scale retail industry in Italy," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 31(1), pages 493-513, January.
    14. Michele Griessmair & Sabine T. Koeszegi, 2009. "Exploring the Cognitive-Emotional Fugue in Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 213-234, May.
    15. Lionel P. Robert & Alan R. Dennis & Manju K. Ahuja, 2008. "Social Capital and Knowledge Integration in Digitally Enabled Teams," Information Systems Research, INFORMS, vol. 19(3), pages 314-334, September.
    16. Josef Windsperger & Nina Gorovaia, 2011. "Knowledge attributes and the choice of knowledge transfer mechanism in networks: the case of franchising," Journal of Management & Governance, Springer;Accademia Italiana di Economia Aziendale (AIDEA), vol. 15(4), pages 617-640, November.
    17. Bryant, Stephanie M. & Albring, Susan M. & Murthy, Uday, 2009. "The effects of reward structure, media richness and gender on virtual teams," International Journal of Accounting Information Systems, Elsevier, vol. 10(4), pages 190-213.
    18. Yue Wu & Qianling Jiang & Hui’e Liang & ShiYu Ni, 2022. "What Drives Users to Adopt a Digital Museum? A Case of Virtual Exhibition Hall of National Costume Museum," SAGE Open, , vol. 12(1), pages 21582440221, March.
    19. Grant, Stephanie M. & Hodge, Frank D. & Sinha, Roshan K., 2018. "How disclosure medium affects investor reactions to CEO bragging, modesty, and humblebragging," Accounting, Organizations and Society, Elsevier, vol. 68, pages 118-134.
    20. Mareike Schoop & Frank Köhne & Dirk Staskiewicz & Markus Voeth & Uta Herbst, 2008. "The antecedents of renegotiations in practice—an exploratory analysis," Group Decision and Negotiation, Springer, vol. 17(2), pages 127-139, March.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:grdene:v:13:y:2004:i:2:d:10.1023_b:grup.0000021839.04093.5d. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.