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Unraveling the Misconception About Deception and Nervous Behavior.

ABSTRACT: In this article, we attempt to unravel the misconception about deception and nervous behavior. First we will cite research demonstrating that observers believe lie tellers display more nervous behaviors than truth tellers; that observers pay attention to nervous behaviors when they attempt to detect deception; and that lie tellers actually feel more nervous than truth tellers. This is all in alignment with a lie detection approach based on spotting nervous behaviors. We then will argue that the next, vital, step is missing: Research has found that lie tellers generally do not display more than truth tellers the nervous behaviors laypersons and professionals appear to focus on. If observers pay attention to nervous behaviors but lie tellers do not come across as being nervous, lie detection performance is expected to be poor. Research has supported this claim. We finally discuss ideas for research into lie detection based on non-verbal behaviors.

SUBMITTER: Vrij A

PROVIDER: S-EPMC7314921 | biostudies-literature | 2020

REPOSITORIES: biostudies-literature

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Unraveling the Misconception About Deception and Nervous Behavior.

Vrij Aldert A Fisher Ronald P RP

Frontiers in psychology 20200618

In this article, we attempt to unravel the misconception about deception and nervous behavior. First we will cite research demonstrating that observers believe lie tellers display more nervous behaviors than truth tellers; that observers pay attention to nervous behaviors when they attempt to detect deception; and that lie tellers actually feel more nervous than truth tellers. This is all in alignment with a lie detection approach based on spotting nervous behaviors. We then will argue that the ...[more]

PMID: 32625154

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Project description:BACKGROUND:Virtual stores can be used to identify influences on consumer shopping behavior. Deception is one technique that may be used to attempt to increase the realism of virtual stores. OBJECTIVE:The objective of the experiment was to test whether the purchasing behavior of participants in a virtual shopping task varied based on whether they were told that they would receive the products they selected in a virtual convenience store (a form of deception) or not. METHODS:We recruited a US national sample of 402 adult current smokers by email from an online panel of survey participants. They completed a fully automated randomized virtual shopping experiment with a US $15 or US $20 budget in a Web-based virtual convenience store. We told a random half of participants that they would receive the products they chose in the virtual store or the cash equivalent (intervention condition), and the other random half simply to conduct a shopping task (control condition). We tested for differences in demographics, tobacco use behaviors, and in-store purchases (outcome variable, assessed by questionnaire) by experimental condition. RESULTS:The characteristics of the participants (398/402, 99.0% with complete data) were comparable across conditions except that the intervention group contained slightly more female participants (103/197, 52.3%) than the control group (84/201, 41.8%; P=.04). We did not find any other significant differences in any other demographic variables or tobacco use, or in virtual store shopping behaviors, including purchasing any tobacco (P=.44); purchasing cigarettes (P=.16), e-cigarettes (P=.54), cigars (P=.98), or smokeless tobacco (P=.72); amount spent overall (P=.63) or on tobacco (P=.66); percentage of budget spent overall (P=.84) or on tobacco (P=.74); number of total items (P=.64) and tobacco items purchased (P=.54); or total time spent in the store (P=.07). CONCLUSIONS:We found that telling participants that they will receive the products they select in a virtual store did not influence their purchases. This finding suggests that deception may not affect consumer behavior and, as a result, may not be necessary in virtual shopping experiments.

Dataset Information

Unraveling the Misconception About Deception and Nervous Behavior.

Publications

Unraveling the Misconception About Deception and Nervous Behavior.

Similar Datasets

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