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Deception Performance in Online Group Negotiation and Decision Making: The Effects of Deception Experience and Deception Skill

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  • Lina Zhou

    (University of Maryland, Baltimore County)

  • Yu-wei Sung

    (University of Maryland, Baltimore County)

  • Dongsong Zhang

    (University of Maryland, Baltimore County)

Abstract

Deception in computer-mediated group Negotiation and decision making presents a variety of risks. Gaining a better understanding of online deception has important implications for both individuals and organizations. Despite the rapidly increasing number of online deception cases reported in recent years, extant deception research has not considered the context beyond individuals or small groups. Additionally, there has been a mismatch between the important role of individual characteristics of the deceiver in theory and the lack of empirical investigation of their impact in research. This study aims to assess deception performance in mid-sized online groups by building a model of individual differences in deception experience and deception skill. We conceptualize deception performance in terms of deception success and two other new constructs, namely survivability and productivity. The model has been tested with a dataset collected from a real-world online community. The results show that deception skill has a positive effect on deception success, but deception experience has a negative effect. Although deception experience and deception skill are found to have opposite effects on the success of deceivers, both contribute positively to the survivability of deceivers. The findings of this study have significant implications for future deception research in online group communication and negotiation.

Suggested Citation

  • Lina Zhou & Yu-wei Sung & Dongsong Zhang, 2013. "Deception Performance in Online Group Negotiation and Decision Making: The Effects of Deception Experience and Deception Skill," Group Decision and Negotiation, Springer, vol. 22(1), pages 153-172, January.
    • Handle: RePEc:spr:grdene:v:22:y:2013:i:1:d:10.1007_s10726-012-9303-9
    DOI: 10.1007/s10726-012-9303-9
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