The psychology of deception in marketing: A conceptual framework for research and practice

Abstract

AbstractThe Federal Trade Commission's current policy statements on deceptive and unfair marketing practices are predicated primarily on economic considerations, ignoring the broader ramifications of trade policy for society as well as specific considerations with regard to the individual consumer. In part, this is due to the fact that research in this area has addressed only isolated aspects of the problem of deception in marketing. This article takes a pluralistic perspective on the issue in an attempt to stimulate research into hitherto unexplored avenues and provide a platform for future policy. The relevant psychological processes in consumer behavior are discussed in the light of product attributes and situational characteristics in a framework that takes into account the needs of the individual as well as the broader values of society. © 2001 John Wiley & Sons, Inc.