The (Honest) Truth About Dishonesty

Bibliography and Additional Readings

Introduction: Why Is Dishonesty So Interesting?

Based on

Tim Harford, The Logic of Life: The Rational Economics of an Irrational World (New York: Random House, 2008).

Chapter 1. Testing the Simple Model of Rational Crime (SMORC)

Based on

Jerome K. Jerome, Three Men in a Boat (to Say Nothing of the Dog) (1889; reprint, New York: Tom Doherty Associates, 2001).

Jeff Kreisler, Get Rich Cheating: The Crooked Path to Easy Street (New York: HarperCollins, 2009).

Eynav Maharabani, “Honesty and Helping Behavior: Testing Situations Involving Temptation to Cheat a Blind Person,” master’s thesis, Ben-Gurion University of the Negev, Israel (2007).

Nina Mazar, On Amir, and Dan Ariely, “The Dishonesty of Honest People: A Theory of Self-concept Maintenance,” Journal of Marketing Research (2008).

Nina Mazar and Dan Ariely, “Dishonesty in Everyday Life and Its Policy Implications,” Journal of Public Policy and Marketing (2006).

Chapter 2. Fun with the Fudge Factor

Based on

Nina Mazar, On Amir, and Dan Ariely, “The Dishonesty of Honest People: A Theory of Self-concept Maintenance,” Journal of Marketing Research (2008).

Lisa Shu, Nina Mazar, Francesca Gino, Max Bazerman, and Dan Ariely, “When to Sign on the Dotted Line? Signing First Makes Ethics Salient and Decreases Dishonest Self-Reports,” working paper, Harvard Business School NOM Unit (2011).

Related readings

Jason Dana, Roberto A. Weber, and Jason Xi Kuang, “Exploiting Moral Wiggle Room: Behavior Inconsistent with a Preference for Fair Outcomes,” Economic Theory (2007).

Christopher K. Hsee, “Elastic Justification: How Tempting but Task-Irrelevant Factors Influence Decisions,” Organizational Behavior and Human Decision Processes (1995).

Christopher K. Hsee, “Elastic Justification: How Unjustifiable Factors Influence Judgments,” Organizational Behavior and Human Decision Processes (1996).

Maurice Schweitzer and Chris Hsee, “Stretching the Truth: Elastic Justification and Motivated Communication of Uncertain Information,” The Journal of Risk and Uncertainty (2002).

Chapter 2b. Golf

Related readings

Robert L. Goldstone and Calvin Chin, “Dishonesty in Self-report of Copies Made—Moral Relativity and the Copy Machine,” Basic and Applied Social Psychology (1993).

Robert A. Wicklund, “The Influence of Self-awareness on Human Behavior,” American Scientist (1979).

Chapter 3. Blinded by Our Own Motivations

Based on

Daylian M. Cain, George Loewenstein, and Don A. Moore, “The Dirt on Coming Clean: The Perverse Effects of Disclosing Conflicts of Interest,” Journal of Legal Studies (2005).

Ann Harvey, Ulrich Kirk, George H. Denfield, and P. Read Montague, “Monetary Favors and Their Influence on Neural Responses and Revealed Preference,” The Journal of Neuroscience (2010).

Related readings

James Bader and Daniel Shugars, “Agreement Among Dentists’ Recommendations for Restorative Treatment,” Journal of Dental Research (1993).

Max H. Bazerman and George Loewenstein, “Taking the Bias Out of Bean Counting,” Harvard Business Review (2001).

Max H. Bazerman, George Loewenstein, and Don A. Moore, “Why Good Accountants Do Bad Audits: The Real Problem Isn’t Conscious Corruption. It’s Unconscious Bias,” Harvard Business Review (2002).

Daylian M. Cain, George Loewenstein, and Don A. Moore, “When Sunlight Fails to Disinfect: Understanding the Perverse Effects of Disclosing Conflicts of Interest,” Journal of Consumer Research (in press).

Carl Elliot, White Coat, Black Hat: Adventures on the Dark Side of

Medicine (Boston: Beacon Press, 2010).

Chapter 4. Why We Blow It When We’re Tired

Based on

Mike Adams, “The Dead Grandmother/Exam Syndrome and the Potential Downfall of American Society,” The Connecticut Review (1990).

Shai Danziger, Jonathan Levav, and Liora Avnaim-Pesso, “Extraneous Factors in Judicial Decisions,” Proceedings of the National Academy of Sciences of the United States of America (2011).

Nicole L. Mead, Roy F. Baumeister, Francesca Gino, Maurice E. Schweitzer, and Dan Ariely, “Too Tired to Tell the Truth: Self-Control Resource Depletion and Dishonesty,” Journal of Experimental Social Psychology (2009).

Emre Ozdenoren, Stephen W. Salant, and Dan Silverman, “Willpower and the Optimal Control of Visceral Urges,” Journal of the European Economic Association (2011).

Baba Shiv and Alexander Fedorikhin, “Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making,” The Journal of Consumer Research (1999).

Related readings

Roy F. Baumeister and John Tierney, Willpower: Rediscovering the Greatest Human Strength (New York: The Penguin Press, 2011).

Roy F. Baumeister, Kathleen D. Vohs, and Dianne M. Tice, “The Strength Model of Self-control,” Current Directions in Psychological Science (2007).

Francesca Gino, Maurice E. Schweitzer, Nicole L. Mead, and Dan Ariely, “Unable to Resist Temptation: How Self-Control Depletion Promotes Unethical Behavior,” Organizational Behavior and Human Decision Processes (2011).

C. Peter Herman and Janet Polivy, “A Boundary Model for the Regulation of Eating,” Research Publications—Association for Research in Nervous and Mental Disease (1984).

Walter Mischel and Ozlem Ayduk, “Willpower in a Cognitive-Affective Processing System: The Dynamics of Delay of Gratification,” in Handbook of Self-regulation: Research, Theory, and Applications, edited by Kathleen D. Vohs and Roy F. Baumeister (New York: Guilford, 2011).

Janet Polivy and C. Peter Herman, “Dieting and Binging, A Causal Analysis,” American Psychologist (1985).

Chapter 5. Why Wearing Fakes Makes Us Cheat More

Based on

Francesca Gino, Michael I. Norton, and Dan Ariely, “The Counterfeit Self: The Deceptive Costs of Faking It,” Psychological Science (2010).

Related readings

Dan Ariely and Michael L. Norton, “How Actions Create—Not Just Reveal—Preferences,” Trends in Cognitive Sciences (2008).

Roy F. Baumeister, Kathleen D. Vohs, and Dianne M. Tice, “The Strength Model of Self-control,” Current Directions in Psychological Science (2007).

C. Peter Herman and Deborah Mack, “Restrained and Unrestrained Eating,” Journal of Personality (1975).

Chapter 6. Cheating Ourselves

Based on

Zoë Chance, Michael I. Norton, Francesca Gino, and Dan Ariely, “A

Temporal View of the Costs and Benefits of Self-Deception,” Proceedings of the National Academy of Sciences (2011).

Related readings

Ziva Kunda, “The Case for Motivated Reasoning,” Psychological Bulletin (1990).

Danica Mijović-Prelec and Dražen Prelec, “Self-deception as Self-Signalling: A Model and Experimental Evidence,” Philosophical Transactions of the Royal Society (2010).

Robert Trivers, “The Elements of a Scientific Theory of Self-Deception,” Annals of the New York Academy of Sciences (2000).

Chapter 7. Creativity and Dishonesty: We Are All Storytellers

Based on

Edward J. Balleisen, “Suckers, Swindlers, and an Ambivalent State: A History of Business Fraud in America,” manuscript.

Shane Frederick, “Cognitive Reflection and Decision Making,” Journal of Economic Perspectives (2005).

Michael S. Gazzaniga, “Consciousness and the Cerebral Hemispheres,” in The Cognitive Neurosciences, edited by Michael S. Gazzaniga (Cambridge, Mass.: MIT Press, 1995).

Francesca Gino and Dan Ariely, “The Dark Side of Creativity: Original Thinkers Can Be More Dishonest,” Journal of Personality and Social Psychology (2011).

Ayelet Gneezy and Dan Ariely, “Don’t Get Mad, Get Even: On Consumers’ Revenge,” working paper, Duke University (2010). Richard Nisbett and Timothy DeCamp Wilson, “Telling More Than We Can Know: Verbal Reports on Mental Processes,” Psychological Review (1977).

Yaling Yang, Adrian Raine, Todd Lencz, Susan Bihrle, Lori Lacasse, and Patrick Colletti, “Prefrontal White Matter in Pathological Liars,” The British Journal of Psychiatry (2005).

Related readings

Jesse Preston and Daniel M. Wegner, “The Eureka Error: Inadvertent Plagiarism by Misattributions of Effort,” Journal of Personality and Social Psychology (2007).

Chapter 8. Cheating as an Infection: How We Catch the

Dishonesty Germ

Based on

Nicholas A. Christakis and James H. Fowler, Connected: The Surprising Power of Our Social Networks and How They Shape Our Lives (New York: Little, Brown, 2009).

Robert B. Cialdini, Influence: The Psychology of Persuasion (New York: William Morrow, 1993).

Francesca Gino, Shahar Ayal, and Dan Ariely, “Contagion and Differentiation in Unethical Behavior: The Effect of One Bad Apple on the Barrel,” Psychological Science (2009).

George L. Kelling and James Q. Wilson, “Broken Windows: The Police and Neighborhood Safety,” The Atlantic (March 1982).

Nina Mazar, Kristina Shampanier, and Dan Ariely, “Probabilistic Price Promotions—When Retailing and Las Vegas Meet,” working paper, Rotman School of Management, University of Toronto (2011).

Related readings

Ido Erev, Paul Ingram, Ornit Raz, and Dror Shany, “Continuous Punishment and the Potential of Gentle Rule Enforcement,” Behavioural Processes (2010).

Chapter 9. Collaborative Cheating: Why Two Heads Aren’t Necessarily Better than One

Based on

Melissa Bateson, Daniel Nettle, and Gilbert Roberts, “Cues of Being

Watched Enhance Cooperation in a Real-World Setting,” Biology Letters (2006).

Francesca Gino, Shahar Ayal, and Dan Ariely, “Out of Sight, Ethically Fine? The Effects of Collaborative Work on Individuals’ Dishonesty,” working paper (2009).

Janet Schwartz, Mary Frances Luce, and Dan Ariely, “Are Consumers Too Trusting? The Effects of Relationships with Expert Advisers,” Journal of Marketing Research (2011).

Related readings

Francesca Gino and Lamar Pierce, “Dishonesty in the Name of Equity,” Psychological Science (2009).

Uri Gneezy, “Deception: The Role of Consequences,” American Economic Review (2005).

Nina Mazar and Pankaj Aggarwal, “Greasing the Palm: Can Collectivism Promote Bribery?” Psychological Science (2011).

Scott S. Wiltermuth, “Cheating More When the Spoils Are Split,” Organizational Behavior and Human Decision Processes (2011).

Chapter 10. A Semioptimistic Ending: People Don’t Cheat Enough!

Based on

Rachel Barkan and Dan Ariely, “Worse and Worst: Daily Dishonesty of Business-men and Politicians,” working paper, Ben-Gurion University of the Negev, Israel (2008).

Yoel Inbar, David Pizarro, Thomas Gilovich, and Dan Ariely, “Moral Masochism: Guilt Causes Physical Self-punishment,” working paper (2009).

Azim Shariff and Ara Norenzayan, “Mean Gods Make Good People: Different Views of God Predict Cheating Behavior,” International Journal for the Psychology of Religion (2011).

Related readings

Keri L. Kettle and Gerald Häubl, “The Signature Effect: How Signing One’s Name Influences Consumption-Related Behavior by Priming Self-Identity,” Journal of Consumer Research (2011).

Deepak Malhotra, “(When) Are Religious People Nicer? Religious Salience and the ‘Sunday Effect’ on Pro-Social Behavior,” Judgment and Decision Making (2010).