Information manipulation and cognitive trust: an organizational replication and extension of IMT

Abstract

ABSTRACT This research lays out the theoretical foundations and rationale for conducting an experimentally designed replication and extension of research using information manipulation theory to explore the effects of deception on trust in a professional context. There are four Grice's maxims of conversation: quantity, quality, relation, and manner; and information manipulation theory (IMT) later included that intentional violation of the maxims of conversation to mislead another is a deceptive act, which is framed as information manipulation theory (IMT). This study (N = 195) measured perceptions of cognitive trust, message honesty, and message competency after deception had occurred in a context of a professional relationship. The findings suggest intentional violations of the maxim of quality will be perceived as least honest. Additional findings provide evidence to support central claims of IMT and Grice’s maxims, indicating that intentional violations of Grice’s maxims led to perception of dishonesty and incompetency. Implications to further research are discussed.