Whether they know it or not, firms interact with lying consumers on a daily basis. However, surprisingly little is known about consumer behavior and its role in service encounters. Based two empirical studies of 2,976 lies, the study sought to explore by developing testing comprehensive conceptual framework encompassing motives for lying, characteristics lie, outcomes consumers. Study 1 explore...

Lying is a common occurrence in social interactions, but what predicts whether an individual will tell a lie? While previous studies have focused on personality factors, here we asked whether lying tendencies might be transmitted through social networks. Using an international sample of 1,687 socially connected pairs, we investigated whether lying tendencies were related in socially connected i...

We quickly form first impressions about newly encountered people guiding our subsequent behaviour (approach, avoidance). Such instant judgments might be innate and automatic, being performed unconsciously and independently to other cognitive processes. Lying detection might be subject to such a modular process. Unfortunately, numerous studies highlighted problems with lying detection paradigms ...

Abstract In the current debate on lying-misleading distinction, many theorists distinguish between lying as insincere assertion and misleading through conveying an untruthful implicature. There is growing empirical evidence that average speakers count implicatures cases of lying. What matters for them (degree) commitment to Since conversational may arise with non-assertions, presuppositions are...