Temporal View of the Costs and Benefits of Self-Deception

Zoe  Chance; Michael I. Norton; Francesca  Gino; Dan  Ariely

Article | Proceedings of the National Academy of Sciences of the United States of America

Temporal View of the Costs and Benefits of Self-Deception

by Zoe Chance, Michael I. Norton, Francesca Gino and Dan Ariely

Abstract

Researchers have documented many cases in which individuals rationalize their regrettable actions. Four experiments examine situations in which people go beyond merely explaining away their misconduct to actively deceiving themselves. We find that those who exploit opportunities to cheat on tests are likely to engage in self-deception, inferring that their elevated performance is a sign of intelligence. This short-term psychological benefit of self-deception, however, can come with longer-term costs: when predicting future performance, participants expect to perform equally well—a lack of awareness that persists even when these inflated expectations prove costly. We show that although people expect to cheat, they do not foresee self-deception, and that factors that reinforce the benefits of cheating enhance self-deception. More broadly, the findings of these experiments offer evidence that debates about the relative costs and benefits of self-deception are informed by adopting a temporal view that assesses the cumulative impact of self-deception over time.

Keywords: Cases; Opportunities; Performance Improvement; Social Psychology; Fairness; Cost vs Benefits; Cost; Forecasting and Prediction; Performance Expectations;

Format: Print

5 pages

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Citation:

Chance, Zoe, Michael I. Norton, Francesca Gino, and Dan Ariely. "Temporal View of the Costs and Benefits of Self-Deception." Proceedings of the National Academy of Sciences of the United States of America 108, no. S3 (September 13, 2011): 15655–15659.

Article | Journal of Consumer Psychology

The Feeling of Not Knowing It All

Haiyang Yang, Ziv Carmon, Dan Ariely and Michael I. Norton

How do consumers assess their mastery of knowledge they have learned? We explore this question by investigating a common knowledge consumption situation: encountering opportunities for further learning. We argue and show that such opportunities can trigger a feeling-of-not-knowing-it-all (FONKIA), which lowers consumers’ confidence in their mastery of the knowledge they already possess. Specifically, listing optional follow-up readings at the conclusion of a course lowered students’ confidence in their mastery of the course material they had already learned (Study 1). Encountering an optional learning opportunity increased the FONKIA, which mediated the decreased confidence (Studies 2 and 3). We also document two moderators consistent with our conceptualization. First, participants primed with mastery (vs. instrumental) motivation were more negatively impacted when they encountered optional learning opportunities. Second, the more related the optional opportunities were to the target topic, the lower participants’ confidence in their mastery of what they had already learned. We conclude by discussing the implications of these findings, such as encouraging further learning or harming teaching evaluations.

Keywords: Knowledge consumption; Consumption of learning; Judgment of knowledge; Feeling ofknowing; Confidence in knowledge; WYSIATI; FONKIA; Knowledge Acquisition; Learning; Perception;

Citation:

Yang, Haiyang, Ziv Carmon, Dan Ariely, and Michael I. Norton. "The Feeling of Not Knowing It All." Journal of Consumer Psychology 29, no. 3 (July 2019): 455–462. View Details

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Temporal View of the Costs and Benefits of Self-Deception

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