See No Evil The Effect of Communication Medium and Motivation on Deception Detection 看不到邪恶：沟通媒介和动机对欺骗检测的影响.pdf

Group Decis Negot (2010) 19:327–343 DOI 10.1007/s10726-009-9169-7 See No Evil: The Effect of Communication Medium and Motivation on Deception Detection Jeffrey T. Hancock · Michael T. Woodworth · Saurabh Goorha Published online: 15 July 2009 © Springer Science+Business Media B.V. 2009 Abstract The present study reports an experiment that examines the role of com- munication medium and liar motivation on deception detection. Participants were randomly assigned to one of two dyadic communication conditions, text-based, com- puter-mediated environment or face-to-face, and to one of two motivation conditions, high or low. Participants engaged in a discussion of four topics, in which one partici- pant was deceptive during two topics and truthful during the other two. No main effect of communication medium or motivation level was observed. However, an interac- tion effect suggests that highly motivated liars interacting in a text-based, computer- mediated environment were the most successful in deceiving their partners. The implications of these results are discussed both in terms of the elimination of non- verbal cues, as well as the potential advantages to the motivated liar offered by text- based media. Keywords Deception detection · Lying · Deception · Computer-mediated communication · Motivation · Interpersonal communication 1 Introduction In general, people are not very good at identifying deceptive behavior. In fact, the accu- racy of deception detection by non-experts tends to be at about, or only marginally J. T. Hancock ( ) · S. Goorha B Department of Communication and Faculty of Computing and Information Science, Cornell University, 320 Kennedy Hall, Ithaca, NY 14853, USA e-mail: jeff.hancock@ M. T. Woodworth University of British Columbia Okanagan, Kelowna, Canada 123 328