Perceived Deception: the Role of Perspective-Taking

Deception occurs when a seller deliberately provides a buyer false information that deviates from the facts. In five experiments, we examine to what extent such deviation influences the perceived deceptiveness of the seller. The results suggest that buyers have a comfort zone to tolerate small deviations, bounded by market norms and perspective-taking.


Guang-Xin Xie, Hua Chang, and Namika Sagara (2011) ,"Perceived Deception: the Role of Perspective-Taking", in AP - Asia-Pacific Advances in Consumer Research Volume 9, eds. Zhihong Yi, Jing Jian Xiao, and June Cotte and Linda Price, Duluth, MN : Association for Consumer Research, Pages: 322-322.


Guang-Xin Xie, University of Massachusetts Boston, USA
Hua Chang, Drexel University, USA
Namika Sagara , Duke University, USA


AP - Asia-Pacific Advances in Consumer Research Volume 9 | 2011

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