Perceived Truthfulness in Messages with Ulterior Motives

Abstract

The thesis investigates how two different types of messages (compliments and criticisms) are perceived if the receiver believes the sender has an ulterior motive. The quantitative study (a questionnaire with hypothetical scenarios) supports that the perceived truthfulness of a message correlates with the ulterior motive the receiver perceives the sender has, regardless if the message is a compliment or a criticism. The data also supports that messages with no ulterior motive are perceived as most truthful, and that messages that are congruent with the perceived ulterior motive are perceived as more truthful that those that are not. Messages that have an ulterior motive associated with selling (or wanting something back from the receiver) are perceived as the least truthful, although there seem to be a difference between economic exchange and social exchange. The thesis uses four interpersonal communications theories (Social Exchange Theories, Information Manipulation Theory, Interpersonal Deception Theory and Communication Accommodation Theory) as a theoretical background to the study.