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Deceptive Marketing Outcomes: A Model for Marketing Communications

  • Kim B. SerotaEmail author
Chapter

Abstract

Deceptive marketing is pervasive, and it is fundamentally different from deception in many other contexts. This chapter examines how planned communications and the profit motive drive advertising and marketing deception. It looks at deception’s emergence as a key issue for the marketing disciple, the role of the Federal Trade Commission (FTC) in shaping a legal definition of deception, categorical ways messages are crafted to mislead, and how material injury to the consumer determines when marketing deception has actually occurred. The chapter examines the idea that outcome, rather than deceptive intent, is crucial to deception in the commercial environment. The discussion concludes with the deceptive marketing outcomes model, which places marketing deception into the broader framework of mainstream theory and research on human deception, and suggests avenues for additional theoretical development.

Keywords

Advertising Marketing Federal Trade Commission FTC Material injury Outcomes Deception Misleading Puffery 

Notes

Acknowledgements

Eric Ortbal deserves substantial credit for his contribution to this chapter’s review and synthesis of the marketing deception literature. Tim Levine provided crucial insight during the development of the DMO model. Tony Docan-Morgan is to be commended for his patience and superb editorial guidance.

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Copyright information

© The Author(s) 2019

Authors and Affiliations

  1. 1.Department of Management and MarketingOakland UniversityRochesterUSA

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