Selected Academic Papers On the How, What and Why of Deceit

Central Intelligence Agency (CIA) research paper: Deception Maxims: Fact and Folklore

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The deceptions maxims discussed in this report represent the synthesis of a number of historical casestudies. These case studies are part of an ORD exploratory research program on deception. It is anticipated that these maxims and other results fromthis research will aid intelligence analysts in thinkingabout the problem of deception and in detecting,analyzing and evaluating foreign deception schemesrelevant to current intelligence problems.

Reviews Without a Purchase: Low Ratings, Loyal Customers, and Deception. Eric T. Anderson. Journal of Marketing Research

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Professors Eric T. Anderson, Kellogg School of Management, Northwestern University and Duncan I. Simester, MIT Sloan School of Management, Massachusetts Institute of Technology, document a fascinating phenomenon based on fake product reviews. Their research paper shows “that approximately 5% of product reviews on a large private label retailer’s website are submitted by customers with no record of ever purchasing the product they are reviewing.”

Detecting False Intent Using Eye Blink Measures. Frank M. Marchak. Frontiers in Psychology

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Frank M. Marchak of Veridical Research and Design Corporation describes a pair of experiments to test the long-held theory that eye blink measures can be diagnostic in detecting deception regarding past acts. Marchak examines: “across two experiments with increasing degrees of ecological validity — whether changes in eye blinking can be used to determine false intent regarding future actions.”

The Prevalence of Lying in America: Three Studies of Self-Reported Lies. Kim B. Serota. Human Communication Research

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Researchers Kim B. Serota, Timothy R. Levine, and Franklin J. Boster of Michigan State University examined the distribution of lying in a fascinating study of 1,000 U.S adults, in 2010. They found that 6 in 10 people reported telling no lies, while almost 50 percent of all lies are told by only 5 percent of subjects. As they note in their report, drawing conclusions of the lying behavior of the general population are questionable since it seems that the “prevalence [of lying] varies widely and most reported lies are told by a few prolific liars.”

Deception in Marketing Research: Ethical, Methodological, and Disciplinary Implications. Allan J. Kimmel. ESCP-EAP, Graduate School of Management

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Researchers Allan J. Kimmel or ESCP-EAP, Graduate School of Management and N. Craig Smith of London Business School research paper describes a conceptual starting point for developing a more complete understanding of deception in marketing research. As the researchers state: “Although marketing researchers often find it necessary to deceive their research participants, little attention has been given within marketing to the ethical issues underlying the use of deception or to the potential consequences of deceptive research practices.”