It is likely that deception in commerce has been evident since the growth of trading and the development of marketplaces in early history. But from the mid 20th century the tools and practices of marketing provided commentators new moral targets, in the dubious advertising and selling practices of modern corporations. But what is the morality of the process whereby consumers actively participate in deceiving themselves in order, for example, to purchase and enjoy something they want but which they manifestly do not need The term seduction was applied to this type of deceptive transaction by Deighton and Grayson in a landmark paper in 1995. Yet despite the influence the work has had on the study of business ethics there has been surprisingly little testing of the concept. This paper seeks to address the imbalance between the conceptual development of the seduction concept and its empirical bases. Based on depth interviews describing recent purchasing decisions, subjects talked through their experiences and the impact they felt that marketing had on their behaviour. The research found evidence in several of the interviews of selfdeception and what has been described as seductive practice, and goes on to suggest an agenda for further study.
Social Responsibility Journal – Emerald Publishing
Published: Feb 1, 2006
It’s your single place to instantly
discover and read the research
that matters to you.
Enjoy affordable access to
over 18 million articles from more than
15,000 peer-reviewed journals.
All for just $49/month
Query the DeepDyve database, plus search all of PubMed and Google Scholar seamlessly
Save any article or search result from DeepDyve, PubMed, and Google Scholar... all in one place.
Get unlimited, online access to over 18 million full-text articles from more than 15,000 scientific journals.
Read from thousands of the leading scholarly journals from SpringerNature, Wiley-Blackwell, Oxford University Press and more.
All the latest content is available, no embargo periods.
“Hi guys, I cannot tell you how much I love this resource. Incredible. I really believe you've hit the nail on the head with this site in regards to solving the research-purchase issue.”Daniel C.
“Whoa! It’s like Spotify but for academic articles.”@Phil_Robichaud
“I must say, @deepdyve is a fabulous solution to the independent researcher's problem of #access to #information.”@deepthiw
“My last article couldn't be possible without the platform @deepdyve that makes journal papers cheaper.”@JoseServera