Towards a Cognitive Theory of Cyber Deception

This work is an initial step toward developing a cognitive theory of cyber deception. While widely studied, the psychology of deception has largely focused on physical cues of deception. Given that present-day communication among humans is largely electronic, we focus on the cyber domain where physical cues are unavailable and for which there is less psychological research. To improve cyber defense, researchers have used signaling theory to extended algorithms developed for the optimal allocation of limited defense resources by using deceptive signals to trick the human mind. However, the algorithms are designed to protect against adversaries that make perfectly rational decisions. In behavioral experiments using an abstract cybersecurity game (i.e., Insider Attack Game), we examined human decision-making when paired against the defense algorithm. We developed an instance-based learning (IBL) model of an attacker using the Adaptive Control of Thought-Rational (ACT-R) cognitive architecture to investigate how humans make decisions under deception in cyber-attack scenarios. Our results show that the defense algorithm is more effective at reducing the probability of attack and protecting assets when using deceptive signaling, compared to no signaling, but is less effective than predicted against a perfectly rational adversary. Also, the IBL model replicates human attack decisions accurately. The IBL model shows how human decisions arise from experience, and how memory retrieval dynamics can give rise to cognitive biases, such as confirmation bias. The implications of these findings are discussed in the perspective of informing theories of deception and designing more effective signaling schemes that consider human bounded rationality.     

Use it or lose it: purchase acceleration effects of time‐limited promotions

While researchers have examined the impact of retail promotions on purchase acceleration in the past, the distinction between time‐limited and time‐independent promotions has not been made in this context. In this paper, the authors report findings from two studies. In Study 1, it was found that promotions of short duration (time‐limited), such as store coupons, accelerate purchases, whereas promotions of longer duration (time‐independent), such as manufacturer's coupons, have no such impact. In Study 2, the impact of semantic cues was examined highlighting the time‐limited nature of promotions (such as ‘10 Hours Only Sale’), impact on purchase willingness, intent to search further for deals and attitudes towards the deal. Copyright © 2003 Henry Stewart Publications.     

Alpha Inflation? The Impact of Eliminating Scale Items on Cronbach''s Alpha

In this paper, we study the effect of the elimination of items from a scale so that only those items that correlate highly are chosen. Using a simulation, we estimate the impact on Cronbach's alpha as a function of the total number of items in a scale, the number of items chosen, the true correlation among the items, and the sample size. The results suggest that a substantial effect can exist. Not surprisingly, the effect is larger when sample sizes are smaller, when a smaller fraction of the original items is retained, and when there is greater variation in the true item-total correlations of the measures.     

When consumers care about being treated fairly: The interaction of relationship norms and fairness norms

Prior research suggests that people assess overall fairness of an event by focusing on the distribution of the final outcome (distributive fairness) and on how they are treated by others during the conflict resolution process (interactional fairness). The primary goal of this work is to use a social relationship framework to study differences in consumers' responses to interactional fairness as revealed by their evaluations of a brand. Two types of relationships are examined—exchange relationships in which benefits are given to get something back in return; and communal relationships in which benefits are given to take care of others' needs. Results of two studies suggest that the type of consumers' relationship with the brand moderates the effect of interactional fairness such that consumers who have a communal relationship are more responsive to interactional fairness under conditions of low distributive fairness while those who have an exchange relationship are more responsive under conditions of high distributive fairness.     

Knowing What NOT To Do Is a Critical Job Skill: Evidence from 10 different scoring methods

Situational judgment tests (SJTs) have become an increasingly important tool for predicting employee performance; however, at least two key areas warrant further investigation. First, prior studies of SJTs have generally relied on samples from the western world, leaving open the question of the validity of using SJTs in the developing world where the majority of the world's workforce resides. Second, there is currently no standardized, theoretically‐based method for the development and scoring of SJTs. Therefore, SJTs are highly domain‐specific and must be developed anew for each new context. We report the results of three studies, conducted in India, that aim to: (1) test the cross‐cultural validity of SJTs in a non‐western context, and (2) examine the differential validity of 10 different approaches to scoring SJTs, some of which have the potential to resolve the problem of developing a theoretically‐infused, standardized approach to scoring and future development.