Abstract
A crucial factor when successfully deceiving others is to instill trust in the receiver that the professed scenario and communication are genuine. In order to achieve this, deceivers often manipulate established norms and trust mechanisms to aid in their deception. This chapter explores the role of trust in deceptive communications and the different ways in which trust may be manipulated by deceivers to influence the judgments of message recipients. Following this analysis, we present an initial model of trust manipulation that brings all of these factors together to consider how elements of communication, such as building rapport and the use of authenticity cues, may be used to invoke trust in order to effectively deceive others.
This work was part funded by the Centre for Research and Evidence on Security Threats (ESRC Award: ES/N009614/1).
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Williams, E.J., Muir, K. (2019). A Model of Trust Manipulation: Exploiting Communication Mechanisms and Authenticity Cues to Deceive. In: Docan-Morgan, T. (eds) The Palgrave Handbook of Deceptive Communication. Palgrave Macmillan, Cham. https://doi.org/10.1007/978-3-319-96334-1_13
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