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.