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ABSTRACT. This study analyzed strategies individuals use to manage the discovery of
deception in a relationship. A sample of 210 participants completed questionnaires detail-
ing their use of repair strategies subsequent to deception. Findings showed that the use of
repair strategies differed across relational types and that the use of prosocial relational
repair strategies was positively correlated with the target's increase in trust for the deceiv-
er, the target's expressions of affection for the deceiver, and relational intimacy. Relation-
al satisfaction was positively correlated with the tendency to use prosocial strategies. The
deceiver's message selection was partially constrained by perceptions of the target's attri-
butions concerning the relational significance of the deception; prosocial strategies were
correlated with the deceiver's belief that the target attributed relational significance to the
deceptive act.
bll
678 The Jounuii of Social P.Kxchologv
covery of deception has been shown to increase uncertainty (Planalp & Honey-
cutt, 1985; Planalp, Rutherford, & Honeycutt, 1988) and arouse strong negative
affect in the recipient, especially if the information lied about and the act of lying
are perceived to be significant (McCornack & Levine, 1990). Researchers have
found that American college students consider deception to be a very serious
"relational transgression" (Metts, 1991).
Management of the revelation episode and the ensuing discussions is a com-
municative challenge for the individual whose deception is discovered or
revealed. At the very least, the individual must account in some way for both his
or her decision to use deception and the event that prompted it (Aune, Metts, &
Ebesu, 1990). Furthermore, the individual must convince his or her partner that
the deception is an occurrence and not evidence ofa personality trait (DeTurck
& Steele, 1988) and also address the relational consequences of the deception
(e.g., reduced trust, commitment, and love).
Despite the complexity of the problem, many couples have mechanisms for
coping with discovered deception and repairing relational damage before it leads
to termination. McCornack and Levine (1990) found, among a sample of Amer-
ican college students, that only 24% of those who had discovered deception actu-
ally broke off the relationship. In an effort to identify the strategies used to cope
with discovered deception, Aune et al. (1990) asked a sample of community res-
idents and college students how they responded to, and consequently dealt with,
being caught in a deception.
Answers to the open-ended questions indicated that respondents relied on a
set of 12 general strategies to manage the discovery of deception, including (a)
telling the truth; (b) providing an excuse (denying responsibility); (c) providing
a justification (denying the pejorative nature of the information or the deception);
(d) refusing to explain when asked (denying the event occurred); (e) evading the
issue during conversation; (f) apologizing; (g) soothing the partner; (h) using
impression management techniques (strategic presentation of saddened, repen-
tant, or guilty image); (i) invoking the relationship as a reason to forgive and for-
get; (j) making efforts to reaffirm or strengthen relational bonds; (k) using rela-
tional rituals (e.g., giving gifts, flowers, or cards); and (1) talking explicitly about
the deception and its impact on the relationship.
In our investigation we examined the extent to which these repair strategies
are effective in restoring relational qualities (e.g., trust, commitment, and love).
We also analyzed the extent to which their use is associated with relationship
type, overall level of satisfaction, and characteristics of the situation (e.g., per-
ceived significance of the deception).
ious types of relationships differ in the kind of deception they report as well as
in the reasons they give for the deception (Metts, 1989), they may also differ in
the type of strategy they are most likely to use to manage the discovery of decep-
tion, particularly because the individuals involved in the relationships differed in
familiarity. Miller and Steinberg's (1975) arguments on interpersonal communi-
cation as well as research by Miller, Boster, Roloff, and Seibold (1977) suggest
that our knowledge of one another might allow us to choose a very specific and
limited number of strategies known to be effective with the target person. On the
other hand, an individual's knowledge of his or her partner may also suggest that
a wide variety of strategies would be more successful. The argument that rela-
tionship type influences strategy selection is reasonable. However, the specific
manner in which it influences strategy selection is uncertain.
Regardless of a communicator's particular goal, some messages allow an
individual to be more effective in achieving that goal than others. This is partic-
ularly true if a communicator's goal is to repair a relationship damaged by the
discovery of deception. Although no study to date directly tests this assumption,
research in the related area of verbal influence offers some direction for logical
hypotheses. Newton and Burgoon (1990) recently developed a typology of ver-
bal influence strategies used by relational partners during conflict. They reasoned
that strategies eliciting positive emotional responses in targets (i.e., prosocial
strategies) would lead to more successful influence of targets. They found that
individuals were more persuasive when using content-validation and other-sup-
portive strategies (e.g., agreements, support of other, concessions) and less per-
suasive when using content-invalidation and other-accusing strategies (e.g.,
accusing, exaggerating, blaming the other). Furthermore, they reported evidence
of reciprocal behavior in such situations; use of content-validation and other-sup-
port tactics elicited use of the same tactics in relational partners.
In the typology described earlier (Aune et al., 1990), content-validation and
other-support strategies are represented by apology, discussion, soothing, rela-
tional work, and relational invocation. Content-invalidation and other-accusation
include strategies such as avoiding and denying. To the extent that the target
believes that the deceiver refuses to accept responsibility or is minimizing the
outcomes of the deception, use of excuses and justifications could be perceived
as content-invalidation as well. Strategies such as using relational rituals and
impression management are inherently ambiguous in reference to the Newton
and Burgoon (1990) typology. Relational rituals may serve the same function as
relational work, or, conversely, may be perceived as patronizing and low effort,
and thus as inappropriate responses to what may be perceived as a significant
relational event. Likewise, Aune et al.'s data indicate that impression manage-
ment could serve prosocial and antisocial functions. In the former, a deceiver
may deliberately attempt to present a sympathetic, guilty, or apologetic face,
whereas in the latter a deceiver may act in an outraged fashion in an attempt to
reframe the situation. Thus, we have posited the following hypothesis:
680 The Journal of Social
Method
Participants
P weedtire
ipants were asked to recall a fairly recent event so that their memory of the event
would be most accurate. The letter allowed that deception need not always be
damaging to a relationship and that the respondents should consider any discov-
ery of any form of deception regardless of the consequences. To that end, the
questionnaire also provided the following definition of deception:
Deception occurs when someone intentionally leads another person to believe some-
thing that he/she knows is not true. Deception can take many forms. It may take the
form of silence, such as "just not saying anything" or omitting relevant/important infor-
mation in a discussion. It may involve exaggerating or distorting relevant/important
information. It may take the form of a direct contradiction of the truth, either by deny-
ing the truth when asked or by volunteering false information before being asked.
Relational repair. Participants were asked to respond to six items assessing the
current status of the deceiver's relationship with the target and the qualities of the
relationship itself. The scale for each item ranged from -A {much less) through 0
{not affected) to +4 {much more). Two items measured perceptions of the deceiv-
er's honesty (a = .93), two items measured the target's demonstrated affection for
the deceiver (a = .97), and the fmal two items assessed the level of relational inti-
macy (a = .86; see Appendix B).
Results
Research Question
Tests of Hypotheses
Relational repair We set alpha at the Bonferroni corrected level of .001 to cor-
rect for experimentwise error due to the number of correlations involved. The
first part of Hypothesis I was largely supported. All of the 15 hypothesized cor-
relations were significant at the .001 level. The second part, concerning the rela-
tionship between antisocial strategies (excuse, justification, avoidance, and
refusal) and relational repair, was not well supported. None of the 12 hypothe-
sized correlations were significant at the .001 level of significance (Table 2).
684 The Journal of Social Pwcholot^y
TABLE 1
Means for Use of Repair Strategies by Relationship Type
Relationship types
Co-worker Family Friend Dating Married
Strategy a (« = 33) in = 28) in = 40) in = 50) (n = 58) F
Relational satisfaction. The first part of Hypothesis 2 was supported. Using the
Bonferroni correction, we set alpha at .004. Table 2 shows that five of the corre-
lations were significant. Neither refusal nor avoidance was significantly correlat-
ed with relational satisfaction.
Discussion
Our study was designed to develop and test a typology of postdeception rela-
tional repair strategies and to investigate the usefulness of such strategies across
relationships. We investigated relationships between strategy usage and relation-
al satisfaction, deceiver perceptions of the target's beliefs about the deception.
Aune. Metts, & Ebesu Hubbard 685
TABLE 2
Correlations of Repair Strategies With Relational Repair, Satisfaction,
Significance, and Valence
Rel. repair
Strategy Honesty Affection Intimacy Rel. satis. Rel. sig. Valence
Note. N = 210. The strategy of impression management and image manipulation was omitted from
analyses because of a low reliability level (a = .27). Rel. = relational, satis. = satisfaction, and sig. =
significance.
Correlations are statistically significant with the Bonferroni correction.
viable (though perhaps not preferred) options for dealing with deception even in
satisfied relationships and even when the deceiver believes the target attributes
relational significance to the deception.
Much of the repair variance accounted for by the use of repair strategies in
the present study is small to moderate in size. It is likely that these effect sizes
would be larger were it not for the heterogeneity of the sample. These data are
representative of a wide range of ages, relationship types, and ethnic and cul-
tural heritages. Consequently these findings can be generalized to a large por-
tion of the population. However, such heterogeneity may obscure relationships
more culturally specific or particular to certain age groups or relationship
types.
Although the findings demonstrate repair strategy differences across rela-
tionships, a full explanation for these differences is needed. Factors not examined
in the present study probably contribute to the choice of strategy in different rela-
tionships. For instance, pressure from social support groups may influence rela-
tional repair, particularly in relationships characterized by frequent interaction or
higher degrees of pressure from social sanctions or mandates to enforce the
union. Co-workers may have to find ways to get along rather than disrupt the pro-
ceedings of the work place. In such situations, repair of the relationship may take
a backseat to perpetuating the working relationship. Friends, on the other hand,
may find less support for their relational bonds from their immediate social group
and may face the task of relational repair relatively alone. Conversely, married
couples may be overwhelmed with family and social support, providing pressure
to resolve the conflict rather than dissolve the relationship.
Although the present study concentrated on the deceiver's perspective in the
process of relational repair after deception, it has inherent limitations that future
research needs to address. First, the accounts provided here are recall-based, self-
report data. These data must be supplemented with behavioral data before we can
have complete confidence in the results. Furthermore, given that the present data
provide only a unilateral account of relational repair, patterns of interaction are
inaccessible. Research has shown that couples engaged in conflict often are rec-
iprocal rather than complementary in their verbal strategy usage (Newton & Bur-
goon, 1990). Managing the outcomes of deception in a relationship, however,
may be a situation in which such a pattern does not hold. Patterns of comple-
mentarity or reciprocity may be influenced by an assumption that blame for the
conflict is asymmetrical (i.e., the deceiver is expected to serve solely as the cause
of the conflict). Asymmetrical blame could lead to asymmetrical prosocial and
antisocial behavior. If perceptions of the relational significance of the deception
differ, reciprocal behavior could give way to complementary behavior as a result
of reactance on the part of the deceiver or target. Likewise, whereas McCornack
and Levine (1990) have provided the target's perceptions of and responses to the
discovery of deception, relatively little is known of the target's role in relational
repair. How the target perceives the deceiver's attempts at repair, what strategies
Aune. Metts, & Ebesu Hubbard 687
are considered appropriate, and what the target perceives his or her role in the
repair process to be all require further study.
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688 Ihe Journal of Social P.sycholoi^y
APPENDIX A
Scale Items
Relational Repair Strategies
Instructions: The following items deal with how you attempted to repair or correct any
damage, problems, or disruptions that you felt the situation had caused your relation-
ship. Consider the things that you did in future interactions. Please indicate how rele-
vant each item was in your attempt to repair the relationship during future interactions.
1) Truth-telling (a = .66, r = .49)
a) I told the truth and continued to tell the truth.
b) I was more careful about telling the truth in the future.
2) Excusing the behavior (a = .73, /• = .57)
a) I tried to make ( ) see that I had a very good reason for doing what I
did.
b) I admitted what I did but pointed out that, under the circumstances, I practical-
ly had to do it.
3) Justifying the behavior (a = .83, r = .70)
a) I argued that it wasn't really as bad a situation as ( ) seemed to think
it to be.
b) I tried to make ( ) see that the event wasn't as serious as he/she
believed it was.
4) Refusing/denying (a = .60, r = .43)
a) When ( ) brought the subject up, I tried to avoid discussing it or
denied it completely.
b) I talked about it but I withheld or omitted some information.
5) Avoiding/evading (a = .62, r = .45)
a) After the first time we discussed it, I tried to avoid talking about the event.
b) I used the strategy "ignore it and it will go away."
6) Apologizing (a = .84,/-= .73)
a) I said I was sorry and that it wouldn't happen again.
b) I said I was sorry and asked ( ) to please forgive me.
7) Soothing and ingratiation (a = .62, r = .45)
a) I tried to make ( ) see that I understood and knew how he/she was
feeling.
b) I tried to pay more attention to ( ) and make him/her feel better.
8) Impression management/image manipulation (a = .27, r = .16)
a) I acted in a manner that I thought would get ( ) to forgive me or per-
haps understand me.
b) I tried to present a specific image to ( ) (e.g., guilty, innocent, angry,
etc.).
9) Invoking the relationship (a = .65, r = .49)
a) I said I thought our relationship was strong enough to deal with the event.
b) I brought up the nature of our relationship and said that ( ) should
consider our relationship when responding to the event.
10) Working on qualities of the relationship (a = .83, r = .70)
a) I/we spent more time together, reaffirming our caring for each other.
b) I/we worked a lot on strengthening and improving our relationship.
Aune, Metts, & Ebesu Hubbard 689
APPENDIX B
Scale Items
Relational Outcomes
Instructions: Please indicate how the following qualities of your relationship are affected
currently. We are concerned with the state of your relationship now.
1) Honesty
a) ( )'s trust in you.
b) ( )'s perception of your honesty.
2) Affection
a) ( )'s demonstrated affection for you.
b) ( )'s demonstrated fondness for you.
3) Relational Intimacy
a) The demonstrated openness in the relationship.
b) The demonstrated closeness in the relationship.