DePaulo B M, Stone J I, Lassiter G D
J Pers Soc Psychol. 1985 May;48(5):1191-203. doi: 10.1037//0022-3514.48.5.1191.
Male and female "senders" described their opinions on four controversial issues to target persons. Each sender expressed sincere agreement with the target on one of the issues and sincere disagreement on another (truthful messages), and also pretended to agree with the partner on one of the issues (an ingratiating lie) and pretended to disagree on another (a noningratiating lie). Groups of judges then rated the sincerity of each message on the basis of information available from one of four different channels: verbal (words only, in transcript form), audio (audiotape only), visual (videotape with no sound), and audiovisual (videotape with sound). Results showed that (a) lies told by women were more readily detected than lies told by men, (b) lies told to opposite-sex targets were more easily detected than lies to same-sex targets, and (c) ingratiating lies were more successfully detected than were noningratiating lies, particularly when told to attractive targets. Furthermore, when senders talked to opposite-sex (relative to same-sex) targets, their lies were most easily detected from the three channels that included nonverbal cues. For ingratiating (relative to noningratiating) lies, detectability was greatest for the channels that included visual nonverbal cues. Senders addressing attractive targets were perceived as less sincere than senders addressing unattractive targets, both when lying and when telling the truth, and this difference in the degree of sincerity conveyed was especially pronounced in the channels that included nonverbal cues. Results are discussed in terms of the effects of motivation on verbal and nonverbal communicative success.
男性和女性“发送者”向目标对象描述了他们对四个有争议问题的看法。每位发送者在其中一个问题上表达了与目标对象的真诚一致，而在另一个问题上表达了真诚的不一致（真实信息），同时还在一个问题上假装与对方一致（讨好性谎言），并在另一个问题上假装不一致（非讨好性谎言）。然后，评判小组根据从四个不同渠道之一获取的信息对每条信息的真诚度进行评分：言语（仅文字，以文字记录形式）、音频（仅录音带）、视觉（无声录像带）和视听（有声录像带）。结果表明：（a）女性所说的谎言比男性所说的谎言更容易被察觉；（b）对异性目标对象所说的谎言比同性目标对象更容易被察觉；（c）讨好性谎言比非讨好性谎言更容易被成功察觉，尤其是当对有吸引力的目标对象说讨好性谎言时。此外，当发送者与异性（相对于同性）目标对象交谈时，他们的谎言在包含非言语线索的三个渠道中最容易被察觉。对于讨好性（相对于非讨好性）谎言，在包含视觉非言语线索的渠道中可察觉性最高。无论是说谎还是说实话，与有吸引力的目标对象交谈的发送者被认为比与无吸引力的目标对象交谈的发送者不那么真诚，并且在包含非言语线索的渠道中，这种传达的真诚度差异尤为明显。我们从动机对言语和非言语交际成功的影响方面对结果进行了讨论。
