Resumen de Effect of cue incongruence and social normative influences on individual judgments of honesty and deceit

James B. Stiff, Jerold L. Hale, Rick Garlick, Randall G. Rogan

• This study investigated the relative importance of verbal, nonverbal, and social normative information in judgments of honesty and deceit. Under conditions of verbal and nonverbal cue incongruence, respondents were expected to rely on normative information to make their decisions. A specific effect coded model was developed to test this hypothesis. Although the data were generally consistent with this hypothesized model, judgments in two of the six critical conditions were inconsistent with predictions. As a whole, the data offer strong support for the nonverbal cue primacy explanation and no support for the social‐normative explanation. Suggestions for future research are offered.