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Publications
Publications
  • 2012
  • Article
  • Proceedings of the National Academy of Sciences

Signing at the Beginning Makes Ethics Salient and Decreases Dishonest Self-reports in Comparison to Signing at the End

By: L. Shu, N. Mazar, F. Gino, D. Ariely and M. Bazerman
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Abstract

Many written forms required by businesses and governments rely on honest reporting. Proof of honest intent is typically provided through signature at the end of the document, e.g., tax returns or insurance policy forms. Still, people sometimes cheat to advance their financial self-interests—at great costs to society. We test an easy-to-implement method to discourage dishonesty: signing at the beginning rather than at the end of a self-report, thereby reversing the order of the current practice. Using lab and field experiments, we find that signing before rather than after the opportunity to cheat makes ethics salient when it is needed most and significantly reduces dishonesty.

Keywords

Nudge; Morality; Honesty; Self-report; Policy-making; Ethics; Corporate Disclosure; Reports; Policy

Citation

Shu, L., N. Mazar, F. Gino, D. Ariely, and M. Bazerman. "Signing at the Beginning Makes Ethics Salient and Decreases Dishonest Self-reports in Comparison to Signing at the End." Proceedings of the National Academy of Sciences 109, no. 38 (September 18, 2012): 15197–15200.
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About The Authors

Francesca Gino

Negotiation, Organizations & Markets
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Max H. Bazerman

Negotiation, Organizations & Markets
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More from the Authors
  • Mary Caroline Tillman at Egon Zehnder: Spotting Talent in the 21st Century By: Francesca Gino, Bradely R. Staats and Anne Marie Green
  • You Need Two Leadership Gears: Know When to Take Charge and When to Get Out of the Way By: Lindy Greer, Francesca Gino and Robert Sutton
  • Authentic First Impressions Relate to Interpersonal, Social, and Entrepreneurial Success By: David M. Markowitz, Maryam Kouchaki, Francesca Gino, Jeffrey T. Hancock and Ryan L. Boyd
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