IDEAS home Printed from https://ideas.repec.org/p/zbw/mpifgd/1013.html
   My bibliography  Save this paper

Blurring the lines: Strategic deception and self-deception in markets

Author

Listed:
  • Gruss, Laura
  • Piotti, Geny

Abstract

Building on the results of a participant observation in a Chinese IT-sector company located in the northern part of China, this paper aims to clarify the nature of deception in markets. Contrary to the position of information economics and game theoretical approaches to trust, the paper argues that deception is not reducible to a question of opportunism or sending signals in order to create trustworthiness. Deception, in fact, may coexist and even be strictly entangled with self-deception, which builds on the conception of an agent whose rationality can fail or whose cognition can be biased. This paper argues that rationality failures and cognitive biases are not driven by psychological mechanisms alone. They have to be related to the social structure in which economic actors operate. In particular, the paper focuses on anticipatory socialization as one source of self-deception and the deception of others. Both types of deception are associated with a gap between aspirations and the available resources necessary for attaining them.

Suggested Citation

  • Gruss, Laura & Piotti, Geny, 2010. "Blurring the lines: Strategic deception and self-deception in markets," MPIfG Discussion Paper 10/13, Max Planck Institute for the Study of Societies.
  • Handle: RePEc:zbw:mpifgd:1013
    as

    Download full text from publisher

    File URL: https://www.econstor.eu/bitstream/10419/43288/1/640705391.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Peter Fleming & Stelios C. Zyglidopoulos, 2009. "Charting Corporate Corruption," Books, Edward Elgar Publishing, number 12882.
    2. ten Brink, Tobias, 2010. "Strukturmerkmale des chinesischen Kapitalismus," MPIfG Discussion Paper 10/1, Max Planck Institute for the Study of Societies.
    3. Herbert A. Simon, 1955. "A Behavioral Model of Rational Choice," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 69(1), pages 99-118.
    4. Higgins, Richard S & Rubin, Paul H, 1986. "Counterfeit Goods," Journal of Law and Economics, University of Chicago Press, vol. 29(2), pages 211-230, October.
    5. Barry Naughton, 2007. "The Chinese Economy: Transitions and Growth," MIT Press Books, The MIT Press, edition 1, volume 1, number 0262640643, April.
    6. George A. Akerlof, 1970. "The Market for "Lemons": Quality Uncertainty and the Market Mechanism," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 84(3), pages 488-500.
    7. Gene M. Grossman & Carl Shapiro, 1988. "Foreign Counterfeiting of Status Goods," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 103(1), pages 79-100.
    8. Cecilia Chaing & Lindsay McSweeney, 2010. "A Behavioral Model of Rational Choice," CPI Journal, Competition Policy International, vol. 6.
    9. Beckert, Jens, 2005. "Trust and the Performative Construction of Markets," MPIfG Discussion Paper 05/8, Max Planck Institute for the Study of Societies.
    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. Gomes, Orlando & Frade, João, 2019. "“Fool me once, …”: deception, morality and self-regeneration in decentralized markets," Journal of Economics, Finance and Administrative Science, Universidad ESAN, vol. 24(48), pages 312-326.

    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. Rizzello Salvatore, 2002. "Mind and choice in economics," CESMEP Working Papers 200206, University of Turin.
    2. Beckert, Jens, 2007. "The social order of markets," MPIfG Discussion Paper 07/15, Max Planck Institute for the Study of Societies.
    3. A. Norman & M. Aberty & K. Brehm & M. Drake & S. Gour & C. Govil & B. Gu & J. Hart & G. Kadiri & J. Ke & S. Keyburn & M. Kulkarni & N. Mehta & A. Robertson & J. Sanghai & V. Shah & J. Schieck & Y. Siv, 2008. "Can Consumer Software Selection Code for Digital Cameras Improve Consumer Performance?," Computational Economics, Springer;Society for Computational Economics, vol. 31(4), pages 363-380, May.
    4. Beckert, Jens & Wehinger, Frank, 2011. "In the shadow illegal markets and economic sociology," MPIfG Discussion Paper 11/9, Max Planck Institute for the Study of Societies.
    5. Xujin Pu & Huanzhen Zhang, 2016. "Voluntary Certification of Agricultural Products in Competitive Markets: The Consideration of Boundedly Rational Consumers," Sustainability, MDPI, vol. 8(9), pages 1-13, September.
    6. Giuseppe Pernagallo & Benedetto Torrisi, 2020. "A theory of information overload applied to perfectly efficient financial markets," Review of Behavioral Finance, Emerald Group Publishing Limited, vol. 14(2), pages 223-236, October.
    7. Piotti, Geny, 2007. "Why do companies relocate? The German discourse on relocation," MPIfG Discussion Paper 07/14, Max Planck Institute for the Study of Societies.
    8. Marcin Dziubinski & Jaideep Roy, 2007. "Endogenous Selection of Aspiring and Rational rules in Coordination Games," CEDI Discussion Paper Series 07-14, Centre for Economic Development and Institutions(CEDI), Brunel University.
    9. Jen-Te Yao, 2005. "Counterfeiting and an Optimal Monitoring Policy," European Journal of Law and Economics, Springer, vol. 19(1), pages 95-114, January.
    10. Kumaraswamy Velupillai, 2003. "Economics and the complexity vision: chimerical partners or elysian adventurers," Department of Economics Working Papers 0307, Department of Economics, University of Trento, Italia.
    11. Kaye K. W. Lee, 2006. "Personality and Earnings," Economics Working Paper Archive wp_443, Levy Economics Institute.
    12. F. Knobloch & J. -F. Mercure, 2016. "The behavioural aspect of green technology investments: a general positive model in the context of heterogeneous agents," Papers 1603.06888, arXiv.org.
    13. Wieland, Cristian & Westerhoff, Frank H., 2005. "Exchange rate dynamics, central bank interventions and chaos control methods," Journal of Economic Behavior & Organization, Elsevier, vol. 58(1), pages 117-132, September.
    14. Kelly Shue & Erzo F. P. Luttmer, 2009. "Who Misvotes? The Effect of Differential Cognition Costs on Election Outcomes," American Economic Journal: Economic Policy, American Economic Association, vol. 1(1), pages 229-257, February.
    15. Staake, Thorsten & Thiesse, Frédéric & Fleisch, Elgar, 2012. "Business strategies in the counterfeit market," Journal of Business Research, Elsevier, vol. 65(5), pages 658-665.
    16. Frank J. van Rijnsoever & Carolina Castaldi, 2008. "Perceived technology clusters and ownership of related technologies: the case of consumer electronics," Innovation Studies Utrecht (ISU) working paper series 08-17, Utrecht University, Department of Innovation Studies, revised Jun 2008.
    17. Robin Maialeh, 2019. "Generalization of results and neoclassical rationality: unresolved controversies of behavioural economics methodology," Quality & Quantity: International Journal of Methodology, Springer, vol. 53(4), pages 1743-1761, July.
    18. Diego Lanzi, 2010. "Embedded choices," Theory and Decision, Springer, vol. 68(3), pages 263-280, March.
    19. Frank Westerhoff, 2006. "Samuelson's multiplier-accelerator model revisited," Applied Economics Letters, Taylor & Francis Journals, vol. 13(2), pages 89-92.
    20. Sergiy Gerasymchuk, 2007. "Mean-Variance Portfolio Selection with Reference Dependent Preferences," Working Papers 150, Department of Applied Mathematics, Università Ca' Foscari Venezia.

    More about this item

    NEP fields

    This paper has been announced in the following NEP Reports:

    Statistics

    Access and download statistics

    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:zbw:mpifgd:1013. 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: ZBW - Leibniz Information Centre for Economics (email available below). General contact details of provider: https://edirc.repec.org/data/mpigfde.html .

    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.