The Role of Power and Negotiation in Online Deception

Chad Albrecht
Institute for Labor Studies
ESADE Business School
University of Ramon Llull
Chad.Albrecht@esade.edu

Conan C. Albrecht
Marriott School of Management
Brigham Young University
conan@warp.byu.edu
 

Jonathan Wareham
Department of Information Systems
ESADE Business School
University of Ramon Llull
Jonathan.Wareham@esade.edu

Paul Fox
Department of Information Systems
ESADE Business School
University of Ramon Llull
Paul.Fox@esade.edu

ABSTRACT

The purpose of this paper is to advance theoretical understanding of the important role of both power and negotiation during online deception. By so doing, the paper provides insight into the relationship between perpetrator and victim in Internet fraud. The growing prevalence of Internet Fraud continues to be a burden to both society and individuals. In an attempt to better understand Internet fraud and online deception, this article attempts to build an interactive model, based upon the dimensions of power and negotiation from the management and psychology literature. Using the model presented, the article examines the effects of the Internet on the communication process that takes place between perpetrator and victim. Finally, the article discusses some of the major tactics employed to appeal to each power type in predominant fraud forms, as well exploring future types of fraud.

Keywords:  Internet, fraud, cybercrime, power, negotiation, deception