corner
Healthy Skepticism
Join us to help reduce harm from misleading health information.
Increase font size   Decrease font size   Print-friendly view   Print
Register Log in

Healthy Skepticism Library item: 20237

Warning: This library includes all items relevant to health product marketing that we are aware of regardless of quality. Often we do not agree with all or part of the contents.

 

Publication type: Journal Article

DePaulo PJ
Research on Deception in Marketing Communications: It's relevance to the study of nonverbal behaviour
Journal of Nonverbal Behaviour 1988; 12:(4):253-273
http://www.springerlink.com/content/t0661536617g0h2k/


Abstract:

Marketing researchers have used a variety of approaches in studies of deception and related subjects. This literature is selectively reviewed here, with emphasis on findings relevant to the study of nonverbal behavior. Topics covered include: (a) deception-detection experiments involving advertising, bargaining, and selling; (b) ways of deceiving by implication, while avoiding literal falsehoods; © cues conveying the impression of truthfulness, as predicted by attribution and economic theories; (d) circumstances under which lower credibility may be associated with stronger persuasion; (e) individual differences in disbelief in marketing communications; and (f) corporate analogies to individual nonverbal behavior.
I would like to thank Jacob Jacoby for serving as guest editor for this paper and three anonymous reviewers for their helpful comments.

 

  Healthy Skepticism on RSS   Healthy Skepticism on Facebook   Healthy Skepticism on Twitter

Please
Click to Register

(read more)

then
Click to Log in
for free access to more features of this website.

Forgot your username or password?

You are invited to
apply for membership
of Healthy Skepticism,
if you support our aims.

Pay a subscription

Support our work with a donation

Buy Healthy Skepticism T Shirts


If there is something you don't like, please tell us. If you like our work, please tell others.

Email a Friend