Information Manipulation Theory (IMT) (McCornack 1992) & (McCornack et al. 1992) is a theory of deceptive discourse production, rooted in H. Paul Grice's theory of conversational implicature. IMT argues that, rather than communicators producing "truths" and "lies," the vast majority of everyday deceptive discourse involves complicated combinations of elements that fall somewhere in between these polar opposites; with the most common form of deception being the editing-out of contextually problematic information (i.e., messages commonly known as "white lies"). More specifically, individuals have available to them four different ways of misleading others: playing with the amount of relevant information that is shared, including false information, presenting irrelevant information, and/or presenting information in an overly vague fashion. As long as such manipulations remain covert - that is, undetected by recipients - deception will succeed. Two of the most important practical implications of IMT are that deceivers commonly use messages that are composed entirely of truthful information to deceive; and that because this is the case, our ability to detect deception in real-world environments is extremely limited.
In the fall of 1987 and early spring of 1988, deception scholar Steven McCornack - then a doctoral student at the University of Illinois - collected data for his dissertation. Somewhat unwittingly McCornack employed a method not used by prior deception researchers. At that time, most deception researchers instructed study participants to either "lie" or "tell the truth." McCornack, however, gave participants in his study no such guidance. Instead, he placed them in situations that had provoked other people to lie, and asked them what they would say (he previously had gathered data on the kinds of situations that trigger lying amongst college students). Fully expecting to be able to code his data in terms of "truth" versus "falsity," McCornack was stunned to observe that the messages that had been generated defied such a dichotomy. The typical message in his data involved complex combinations of truthful and false elements. In his subsequent dissertation, McCornack argued that deceivers manipulate two primary dimensions when seeking to mislead others: the amount of information that is shared, and whether or not such information is distorted.
Two years later, while an assistant professor at Michigan State University, McCornack revisited his dissertation data. Dissatisfied with his dissertation's two-dimensional characterization of messages (i.e., "amount of information" and "distortion of information"), he sought the counsel of his doctoral advisor, Barbara O'Keefe, who recommended that he draw upon Paul Grice's theory of conversational implicature as the theoretical foundation. Reanalyzing his data from a four-dimensional Gricean perspective (see below), McCornack found an almost perfect goodness-of-fit, and authored a series of conference papers explicating his analysis.
In 1992, McCornack published two articles that are recognized as the seminal works in Information Manipulation Theory. In his first article, McCornack lays out the basic premise of IMT, namely that deception messages derive from covert violations of conversational maxims, and that “deceptive messages function deceptively because they violate the principles that govern conversational exchanges” (McCornack 1992). The second article, written in collaboration with noted deception scholar Timothy Levine (McCornack et al. 1992) provided an empirical test of the theory.
Prior work on deceptive discourse forms
Prior to the publication of Information Manipulation Theory, a handful of studies had examined the various ways people play with information when misleading others; although no collective theoretical framework had been posited connecting these works to one another. Most influential of these, in shaping McCornack's thinking, was a study by Turner, Edgley and Olmstead (1975) examining information control during important conversations. Turner et al. had participants record an important conversation, and then self-analyze how many of their utterances were completely honest, versus those that controlled information in significant ways. They observed several forms of information control, and described them in terms of categories, including “lies,” “exaggerations,” “half-truths,” “secrets,” and "diversionary responses." They also observed that the vast majority (61.5%) of utterances in important conversations were not completely honest, but controlled information in some fashion.
Other scholars also had posited taxonomies of deception types. In 1984, Hopper and Bell introduced a typology of deceptive types using English terms, including "fictions," "playings," "lies," "crimes," "masks," and "unlies." Within the relational communication literature, a conference paper presented in 1986 by Sandra Metts and her graduate student Helen Chronis was especially influential in shaping McCornack's conceptualization, as they posited deception as something that arises when communicators are faced with complicated contexts involving multiple and competing goals. Metts and Chronis depicted variation in deceptive discourse as varying on a continuum of covert to overt misrepresentation of information.
Theoretical foundation
As McCornack has frequently noted in various public presentations (see McCornack, 2022)[1] "to understand IMT one must first understand Grice." That is, IMT is rooted in the theory of conversational implicature posited by Paul Grice. Grice was a 20th-century philosopher of pragmatics, who was especially interested in how people convey meaning beyond that which is encoded in the words themselves, using non-conventionalized implications (i.e., conversational implicatures). Grice noted that in such situations, listeners do not start tabula rasa in making sense of speaker's utterances; but instead, have a huge advantage toward sense-making: the knowledge that speakers intend their utterances to be rational contributions to the conversational exchange. Grice framed this as his "Cooperative Principle," namely, "make your conversational contribution such as is required, at the stage at which it occurs, by the accepted purpose or direction of the talk exchange in which you are engaged" (Grice, 1975). As a consequence of this underlying presumption, listeners - when faced with utterances that appear to defy sense-making - can presume that in fact speakers mean such utterances to be dovetailed to the focal purpose of the exchange.
Grice considered four things to be "required" for conversational exchanges to be rational: speakers must share all relevant information ("Quantity"), must avoid false information ("Quality"), must make their information relevant ("Relation"), and must make their information clear and direct ("Manner"). Grice noted, in his discussion of ways in which speakers violate these presumptions, the possibility of covert violations. That is, in certain circumstances, speakers may surreptitiously violate these expectancies; and when they do, "they are liable to mislead" (Grice, 1975).[2] In authoring IMT, McCornack focused upon this single line of text from Grice regarding the potential for deceptiveness, and expanded it into an entire framework for describing deceptive discourse; arguing that deception constitutes a form of irrational and non-cooperative human exchange.
Major experimental findings
Initial experiments conducted by McCornack and Levine (1992) regarding Information Manipulation Theory confirmed that manipulations of information along the four dimensions posited by the theory do, indeed, result in greater perceptions of deceptiveness. They also observed that some violations were considered “more deceptive” than others; namely, violations of Quality.
Another significant experiment was performed to see if the results of McCornack's theory could be generalized outside of Western cultures. This was examined through the lens of the individualist vs. collectivist debate. These two cultural poles are regarded as the most overarching themes of cultural identity and perspective. With the U.S. regarded as being representative of the Individualist perspective, Hong Kong was chosen to represent the Collectivist perspective. The dimensions of quality and relevance were regarded as deceptive, but not the other dimensions. This experiment concluded that what is seen as 'truthful, what violations are acceptable, the motivation for those violations and what is understood to be a conversational maxim is dependent on cultural identity (Yeung, Levine, & Nishiyama 1999).
Another experiment performed by L. Zhou and S. Lutterbie followed the work of the aforementioned tests of IMT. This experiment concluded that the best way to apply the principles of IMT across cultures is to take a multi-directional, multi-prong approach. This subject of normative actions in conversation should be approached with a top-down and bottom-up approach (Zhou & Lutterbie 2005).
Criticisms of IMT
Two substantial criticisms have been leveled at IMT:
In 1996, communication scholar Scott Jacobs and his colleagues argued that McCornack misrepresented Paul Grice's work, in his (i.e., McCornack's) application of Grice's theory to deception. Specifically, they noted that whereas IMT examined information manipulations related to Gricean maxims, it failed to address the creation of deceptive implicatures. This issue was addressed in a critical rejoinder by McCornack et al. (1996).
In 1997, McCornack himself criticized IMT, arguing that it really "isn't a theory" (McCornack, 1997).[3] Over the last 20 years, in various public presentations, McCornack has noted that "although the original IMT provides a useful conceptual framework for describing deceptive discourse, it's not really a theory" (see McCornack, 2022). The fact that it doesn't constitute a "theory" compelled McCornack to author and publish IMT2 in 2014 (see below).
Information Manipulation Theory 2 (IMT2)
In 2014, McCornack, along with colleague Kelly Morrison and several of their graduate students (including Jihyun Paik and Xun Zhu) published Information Manipulation Theory 2 (McCornack et al., 2014).[4] IMT2 is a comprehensive theory of deceptive discourse production, rooted in research from speech production, cognitive science, and artificial intelligence models of problem-solving. IMT2 consists of three propositional sets and a host of specific, testable, non-falsifiable propositions. The central claim of IMT2 is that "deceptive and truthful discourse both are output from a speech production system involving parallel-distributed processing, guided by efficiency, memory, and means-ends reasoning; and this production process involves a rapid-fire series of cognitive cycles (involving distinct modules united by a conscious workspace), and modification of incrementally-constructed discourse during the turn-at-talk in response to dynamic current-state/end-state discrepancies" (2014, page 15).
At the core of IMT2 are three propositional sets, addressing how people play with information so as to mislead others; the cognitive load that should be associated with different forms of information manipulation; and the role that intentionality plays in the production process. These propositional sets are rooted in three fundamental assumptions that stand in sharp contrast to prevailing models of deception:
(1) Within contexts in which the truth is situationally problematic (i.e., contexts in which people will face significant personal, relational, and/or professional costs for sharing the truth), deceptive discourse production often will be more cognitively efficient than truth-telling (i.e., deception will evoke less cognitive load than truthtelling) - which is precisely why people will trend toward deceptiveness within such situations.
(2) Deceptive discourse, like all discourse, is not produced as intact, unitary, discrete "messages;" but instead, is incrementally constructed during turns at talk. The result is that people rarely produce "lies" in conversation; but instead routinely integrate small bits of false information into otherwise truthful discourse streams while speaking.
(3) Deceptive intent may arise and decay at any point in the discourse production process; but most certainly need not occur a priori (i.e., before discourse production begins).
These three presumptions can be translated into several simple takeaways with huge practical and theoretical significance, for both scholars and laypersons alike:
Deception often is easier than truthtelling, which is why people do it.
People rarely produce bald-faced lies, but commonly intersperse their truthful discourse with bits of falsehood.
As a consequence of #2 (above), scholars should shift their empirical focus to the study of how people play with information elements within their turns, rather than examining entire "messages."
The most common form of deceptive discourse is editing-out problematic information while speaking (i.e., Quantity violations).
Because Quantity violations are virtually impossible to detect (unless someone is privy to the truthful information being deleted), deception detection within everyday conversations will be poor.
People often begin speaking before any intent to deceive arises; and only opt to deceive when problematic information is activated within memory.
Related Research Articles
In linguistics and related fields, pragmatics is the study of how context contributes to meaning. The field of study evaluates how human language is utilized in social interactions, as well as the relationship between the interpreter and the interpreted. Linguists who specialize in pragmatics are called pragmaticians. The field has been represented since 1986 by the International Pragmatics Association (IPrA).
In the philosophy of language and linguistics, speech act is something expressed by an individual that not only presents information but performs an action as well. For example, the phrase "I would like the kimchi; could you please pass it to me?" is considered a speech act as it expresses the speaker's desire to acquire the kimchi, as well as presenting a request that someone pass the kimchi to them.
Deception is an act or statement that misleads, hides the truth, or promotes a belief, concept, or idea that is not true. This occurs when a deceiver uses information against a person to make them believe an idea is true. Deception can be used with both verbal and nonverbal messages. The person creating the deception knows it to be false while the receiver of the message has a tendency to believe it. It is often done for personal gain or advantage. Deception can involve dissimulation, propaganda and sleight of hand as well as distraction, camouflage or concealment. There is also self-deception, as in bad faith. It can also be called, with varying subjective implications, beguilement, deceit, bluff, mystification, ruse, or subterfuge.
Herbert Paul Grice, usually publishing under the name H. P. Grice, H. Paul Grice, or Paul Grice, was a British philosopher of language who created the theory of implicature and the cooperative principle, which became foundational concepts in the linguistic field of pragmatics. His work on meaning has also influenced the philosophical study of semantics.
In pragmatics, a subdiscipline of linguistics, an implicature is something the speaker suggests or implies with an utterance, even though it is not literally expressed. Implicatures can aid in communicating more efficiently than by explicitly saying everything we want to communicate. The philosopher H. P. Grice coined the term in 1975. Grice distinguished conversational implicatures, which arise because speakers are expected to respect general rules of conversation, and conventional ones, which are tied to certain words such as "but" or "therefore". Take for example the following exchange:
Subtext is any content of a creative work which is not announced explicitly but is implicit, or becomes something understood by the audience. Subtext has been used historically to imply controversial subjects without drawing the attention of censors. This has been especially true in comedy; it is also common in science fiction, where it can be easier—and/or safer—to deliver a social critique if, e.g., set in a time other than the (author's) present.
In social science generally and linguistics specifically, the cooperative principle describes how people achieve effective conversational communication in common social situations—that is, how listeners and speakers act cooperatively and mutually accept one another to be understood in a particular way.
Relevance theory is a framework for understanding the interpretation of utterances. It was first proposed by Dan Sperber and Deirdre Wilson, and is used within cognitive linguistics and pragmatics. The theory was originally inspired by the work of Paul Grice and developed out of his ideas, but has since become a pragmatic framework in its own right. The seminal book, Relevance, was first published in 1986 and revised in 1995.
In psycholinguistics, the collaborative model is a theory for explaining how speaking and understanding work in conversation, specifically how people in conversation coordinate to determine definite references.
Interpersonal deception theory (IDT) is one of a number of theories that attempts to explain how individuals handle actual deception at the conscious or subconscious level while engaged in face-to-face communication. The theory was put forth by David Buller and Judee Burgoon in 1996 to explore this idea that deception is an engaging process between receiver and deceiver. IDT assumes that communication is not static; it is influenced by personal goals and the meaning of the interaction as it unfolds. IDT is no different from other forms of communication since all forms of communication are adaptive in nature. The sender's overt communications are affected by the overt and covert communications of the receiver, and vice versa. IDT explores the interrelation between the sender's communicative meaning and the receiver's thoughts and behavior in deceptive exchanges.
1975 in philosophy
Grounding in communication is a concept proposed by Herbert H. Clark and Susan E. Brennan. It comprises the collection of "mutual knowledge, mutual beliefs, and mutual assumptions" that is essential for communication between two people. Successful grounding in communication requires parties "to coordinate both the content and process". The concept is also common in philosophy of language.
Relational transgressions occur when people violate implicit or explicit relational rules. These transgressions include a wide variety of behaviors. The boundaries of relational transgressions are permeable. Betrayal for example, is often used as a synonym for a relational transgression. In some instances, betrayal can be defined as a rule violation that is traumatic to a relationship, and in other instances as destructive conflict or reference to infidelity.
Explicature is a technical term in pragmatics, the branch of linguistics that concerns the meaning given to an utterance by its context. The explicatures of a sentence are what is explicitly said, often supplemented with contextual information. They contrast with implicatures, the information that the speaker conveys without actually stating it.
This is an index of Wikipedia articles in philosophy of language
Non-verbal leakage is a form of non-verbal behavior that occurs when a person verbalizes one thing, but their body language indicates another, common forms of which include facial movements and hand-to-face gestures. The term "non-verbal leakage" got its origin in literature in 1968, leading to many subsequent studies on the topic throughout the 1970s, with related studies continuing today.
Mediated communication or mediated interaction refers to communication carried out by the use of information communication technology and can be contrasted to face-to-face communication. While nowadays the technology we use is often related to computers, giving rise to the popular term computer-mediated communication, mediated technology need not be computerized as writing a letter using a pen and a piece of paper is also using mediated communication. Thus, Davis defines mediated communication as the use of any technical medium for transmission across time and space.
Truth-default theory (TDT) is a communication theory which predicts and explains the use of veracity and deception detection in humans. It was developed upon the discovery of the veracity effect - whereby the proportion of truths versus lies presented in a judgement study on deception will drive accuracy rates. This theory gets its name from its central idea which is the truth-default state. This idea suggests that people presume others to be honest because they either don't think of deception as a possibility during communicating or because there is insufficient evidence that they are being deceived. Emotions, arousal, strategic self-presentation, and cognitive effort are nonverbal behaviors that one might find in deception detection. Ultimately this theory predicts that speakers and listeners will default to use the truth to achieve their communicative goals. However, if the truth presents a problem, then deception will surface as a viable option for goal attainment.
David M. Markowitz is a communication professor at the University of Oregon who specializes in the study of language and deception. Much of his work focuses on how technological channels impact the encoding and decoding of messages. His work has captured the attention of magazines and outlets in popular culture; he writes articles for Forbes magazine about deception. Much of his research has utilized analyses of linguistic and analytic styles of writing, for example, Markowitz's work on pet adoption ads was referenced in a website featuring tips on how to write better pet adoption ads.
Motivation impairment effect (MIE) is a hypothesised behavioral effect relating to the communication of deception. The MIE posits that people who are highly motivated to deceive are less successful in their goal when their speech and mannerisms are observed by the intended audience. This is because their nonverbal cues, such as adaptor gestures, sweating, kinesic behaviors, verbal disfluencies, etc, tend to be more pronounced due to increased stress, cognitive load, and heightened emotional state. There is some disagreement regarding the MIE hypothesis, with a few nonverbal communication scholars arguing that deception should not be examined as separate for senders and receivers, but rather as an integral part of the overall process.
References
↑ McCornack, S.A. (2022, May). Incrementality, intentionality, and information manipulation: Moving beyond the truth/lie myth. Presented at the annual meeting of the Association for Psychological Science, Chicago.
↑ Grice, H. P. (1975). Logic and Conversation. In P. Cole, & J. L. Morgan. (Eds.), Syntax and Semantics, Vol. 3, Speech Acts (pp. 41-58). New York: Academic Press.
↑ McCornack, S.A. (1997). The generation of deceptive messages: Laying the groundwork for a viable theory of interpersonal deception. In J.O. Greene (Ed.) Message Production: Advances in Communication Theory. Mahwah, NJ: Lawrence Erlbaum Associates (pp. 91-126).
Bavelas, J.B., Black, A., Chovil, N., & Mullett, J. (1990) Equivocal communication. Sage series in interpersonal communication, Volume 11. Thousand Oaks, CA: Sage.
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Buller, D.B., & Burgoon, J.K. (1998). Emotional expression in the deception process, In P.A. Andersen, L. Guerrero, (Eds.), Handbook of Communication and Emotion: Research, Theory, Applications, and Contexts. San Diego: Academic Press, 381–402.
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McCornack, S.A, Levine, T.R., Solowczuk, K.A., Torres, H.I, & Campbell, D.M. (1992). When the alteration of information is viewed as deception: An empirical test of information manipulation theory. Communication Monographs 59, 17–29.
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