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Publications

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  • All HBS Web  (61)
    • Faculty Publications  (23)

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    • All HBS Web  (61)
      • Faculty Publications  (23)

      Dishonesty Remove Dishonesty →

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      • October 2022
      • Article

      When Does Moral Engagement Risk Triggering a Hypocrite Penalty?

      By: Jillian J. Jordan and Roseanna Sommers
      Society suffers when people stay silent on moral issues. Yet people who engage morally may appear hypocritical if they behave imperfectly themselves. Research reveals that hypocrites can—but do not always—trigger a “hypocrisy penalty,” whereby they are evaluated...  View Details
      Keywords: Hypocrite; Dishonesty; Social Issues; Moral Sensibility; Public Opinion; Perception
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      Jordan, Jillian J., and Roseanna Sommers. "When Does Moral Engagement Risk Triggering a Hypocrite Penalty?" Art. 101404. Special Issue on Honesty and Deception edited by Maurice E. Schweitzer, Emma Levine. Current Opinion in Psychology 47 (October 2022).
      • 2021
      • Working Paper

      False Signaling and Personal Moral Failings: Two Distinct Pathways to Hypocrisy with Unequal Moral Weight

      By: Jillian J. Jordan and Roseanna Sommers
      Moral engagement is a key feature of human nature: we hold moral values, condemn those who violate those values, and attempt to adhere to them ourselves. Yet moral engagement can make us appear hypocritical if we fail to behave morally. When does moral engagement risk...  View Details
      Keywords: Moral Engagement; Hypocrite; Dishonesty; Moral Values; Moral Sensibility; Behavior; Values and Beliefs
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      Jordan, Jillian J., and Roseanna Sommers. "False Signaling and Personal Moral Failings: Two Distinct Pathways to Hypocrisy with Unequal Moral Weight." Working Paper, January 2021.
      • Article

      Signing at the Beginning vs at the End Does Not Decrease Dishonesty

      By: Ariella S. Kristal, A.V. Whillans, Max Bazerman, Francesca Gino, Lisa Shu, Nina Mazar and Dan Ariely
      Honest reporting is essential for society to function well. However, people frequently lie when asked to provide information, such as misrepresenting their income to save money on taxes. A landmark finding published in PNAS (Shu, Mazar, Gino, Ariely, and Bazerman,...  View Details
      Keywords: Morality; Nudge; Policy-making; Replication; Honesty; Moral Sensibility; Behavior; Policy
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      Kristal, Ariella S., A.V. Whillans, Max Bazerman, Francesca Gino, Lisa Shu, Nina Mazar, and Dan Ariely. "Signing at the Beginning vs at the End Does Not Decrease Dishonesty." Proceedings of the National Academy of Sciences 117, no. 13 (March 31, 2020).
      • December 2019
      • Article

      The Ethical Perils of Personal, Communal Relations: A Language Perspective

      By: Maryam Kouchaki, Francesca Gino and Yuval Feldman
      The current paper focuses on how the type of relationship that exists between a group and its members influences misconduct by fostering certain perceptions of the group. Using multiple methods, lab- and field-based experiments (N = 1,679), and a large dataset of S&P...  View Details
      Keywords: Language; Codes Of Conduct; Ethics; Communication; Perception; Behavior
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      Kouchaki, Maryam, Francesca Gino, and Yuval Feldman. "The Ethical Perils of Personal, Communal Relations: A Language Perspective." Psychological Science 30, no. 12 (December 2019): 1745–1766.
      • September 2019
      • Article

      The Interpersonal Costs of Dishonesty: How Dishonest Behavior Reduces Individuals' Ability to Read Others' Emotions

      By: J.J. Lee, H. Hardin, B. Parmar and F. Gino
      In this research, we examine the unintended consequences of dishonest behavior for one’s interpersonal abilities and subsequent ethical behavior. Specifically, we unpack how dishonest conduct can reduce one’s generalized empathic accuracy—the ability to accurately read...  View Details
      Keywords: Dishonesty; Empathy; Ethics; Behavior; Interpersonal Communication; Emotions; Perception
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      Lee, J.J., H. Hardin, B. Parmar, and F. Gino. "The Interpersonal Costs of Dishonesty: How Dishonest Behavior Reduces Individuals' Ability to Read Others' Emotions." Journal of Experimental Psychology: General 148, no. 9 (September 2019): 1557–1574.
      • 2016
      • Chapter

      Dishonesty Explained: What Leads Moral People To Act Immorally

      By: F. Gino and D. Ariely
      The last two decades have witnessed what seems to be an increasing number of cases of dishonesty, from corporate corruption and employee misconduct to questionable behaviors during the financial crisis and individual acts of unethical behavior in many spheres of...  View Details
      Keywords: Behavior; Ethics; Organizations; Attitudes; Financial Crisis
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      Gino, F., and D. Ariely. "Dishonesty Explained: What Leads Moral People To Act Immorally." In The Social Psychology of Good and Evil. 2nd ed. Edited by Arthur G. Miller. New York: Guilford Press, 2016.
      • Article

      Three Principles to REVISE People's Unethical Behavior

      By: Shahar Ayal, Francesca Gino, Rachel Barkan and Dan Ariely
      Dishonesty and unethical behavior are widespread in the public and private sectors and cause immense annual losses. For instance, estimates of U.S. annual losses indicate $1 trillion paid in bribes, $270 billion lost due to unreported income, as well as $42 billion...  View Details
      Keywords: Behavior; Ethics; Policy
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      Ayal, Shahar, Francesca Gino, Rachel Barkan, and Dan Ariely. "Three Principles to REVISE People's Unethical Behavior." Perspectives on Psychological Science 10, no. 6 (November 2015): 738–741.
      • 2015
      • Working Paper

      Thick as Thieves? Dishonest Behavior and Egocentric Social Networks

      By: Jooa Julia Lee, Dong-Kyun Im, Bidhan Parmar and Francesca Gino
      People experience a threat to their moral self-concept in the face of discrepancies between their moral values and their unethical behavior. We theorize that people's need to restore their view of themselves as moral activates thoughts of a high-density personal social...  View Details
      Keywords: Moral Sensibility; Behavior; Social and Collaborative Networks
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      Lee, Jooa Julia, Dong-Kyun Im, Bidhan Parmar, and Francesca Gino. "Thick as Thieves? Dishonest Behavior and Egocentric Social Networks." Harvard Business School Working Paper, No. 15-064, February 2015.
      • 2014
      • Article

      Morality Rebooted: Exploring Simple Fixes to Our Moral Bugs

      By: Ting Zhang, Francesca Gino and Max Bazerman
      Ethics research developed partly in response to calls from organizations to understand and solve unethical behavior. Departing from prior work that focused mainly on examining the antecedents and consequences of dishonesty, we examine two approaches to mitigating...  View Details
      Keywords: Corruption; Dishonesty; Unethical Behavior; Interventions; Structure; Values; Behavior; Ethics; Moral Sensibility
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      Zhang, Ting, Francesca Gino, and Max Bazerman. "Morality Rebooted: Exploring Simple Fixes to Our Moral Bugs." Research in Organizational Behavior 34 (2014): 63–79.
      • 2014
      • Article

      Time, Money, and Morality

      By: F. Gino and C. Mogilner
      Money, a resource that absorbs much daily attention, seems to be present in much unethical behavior thereby suggesting that money itself may corrupt. This research examines a way to offset such potentially deleterious effects—by focusing on time, a resource that tends...  View Details
      Keywords: Money; Ethics
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      Gino, F., and C. Mogilner. "Time, Money, and Morality." Psychological Science 25, no. 2 (February 2014): 414–421.
      • April 2014
      • Article

      Evil Genius? How Dishonesty Can Lead to Greater Creativity

      By: F. Gino and S. Wiltermuth
      We propose that dishonest and creative behavior have something in common: they both involve breaking rules. Because of this shared feature, creativity may lead to dishonesty (as shown in prior work), and dishonesty may lead to creativity (the hypothesis we tested in...  View Details
      Keywords: Moral Sensibility; Creativity; Attitudes
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      Gino, F., and S. Wiltermuth. "Evil Genius? How Dishonesty Can Lead to Greater Creativity." Psychological Science 25, no. 4 (April 2014): 973–981.
      • March 2014
      • Article

      Cheating More for Less: Upward Social Comparisons Motivate the Poorly Compensated to Cheat

      By: Leslie K. John, George Loewenstein and Scott Rick
      Intuitively, people should cheat more when cheating is more lucrative, but we find that the effect of performance-based pay rates on dishonesty depends on how readily people can compare their pay rate to that of others. In Experiment 1, participants were paid 5 cents...  View Details
      Keywords: Dishonesty; Social Comparison; Pay Secrecy; Motivation and Incentives; Fairness; Decision Making; Compensation and Benefits
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      John, Leslie K., George Loewenstein, and Scott Rick. "Cheating More for Less: Upward Social Comparisons Motivate the Poorly Compensated to Cheat." Special Issue on Behavioral Ethics. Organizational Behavior and Human Decision Processes 123, no. 2 (March 2014): 101–109.
      • October 2013
      • Article

      License to Cheat: Voluntary Regulation and Ethical Behavior

      By: F. Gino, E. Krupka and R. Weber
      While monitoring and regulation can be used to combat socially costly unethical conduct, their intended targets are often able to avoid regulation or hide their behavior. This surrenders at least part of the effectiveness of regulatory policies to firms' and...  View Details
      Keywords: Ethical Behavior; Dishonesty; Regulation; Selection; Social Norms; Behavior; Ethics; Societal Protocols
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      Gino, F., E. Krupka, and R. Weber. "License to Cheat: Voluntary Regulation and Ethical Behavior." Management Science 59, no. 10 (October 2013): 2187–2203.
      • September 2013
      • Article

      Self-serving Altruism? The Lure of Unethical Actions That Benefit Others

      By: F. Gino, S. Ayal and D. Ariely
      In three experiments, we propose and find that individuals cheat more when others can benefit from their cheating and when the number of beneficiaries of wrongdoing increases. Our results indicate that people use moral flexibility to justify their self-interested...  View Details
      Keywords: Ethics; Cheating; Morality; Moral Sensibility; Behavior; Decision Choices and Conditions; Attitudes
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      Gino, F., S. Ayal, and D. Ariely. "Self-serving Altruism? The Lure of Unethical Actions That Benefit Others." Journal of Economic Behavior & Organization 93 (September 2013): 285–292.
      • June 2012
      • Article

      Sweeping Dishonesty under the Rug: How Unethical Actions Lead to Forgetting of Moral Rules

      By: Lisa L. Shu and Francesca Gino
      Dishonest behavior can have various psychological outcomes. We examine whether one consequence could be the forgetting of moral rules. In four experiments, participants were given the opportunity to behave dishonestly, and thus earn undeserved money, by over-reporting...  View Details
      Keywords: Dishonesty; Moral Codes; Moral Forgetting; Unethical Behavior; Behavior; Ethics; Research
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      Shu, Lisa L., and Francesca Gino. "Sweeping Dishonesty under the Rug: How Unethical Actions Lead to Forgetting of Moral Rules." Journal of Personality and Social Psychology 102, no. 6 (June 2012): 1164–1177.
      • March 2012
      • Article

      The Dark Side of Creativity: Original Thinkers Can Be More Dishonest

      By: F. Gino and D. Ariely
      Creativity is a common aspiration for individuals, organizations, and societies. Here, however, we test whether creativity increases dishonesty. We propose that a creative personality and a creative mindset promote individuals' ability to justify their behavior, which,...  View Details
      Keywords: Creativity; Ethics
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      Gino, F., and D. Ariely. "The Dark Side of Creativity: Original Thinkers Can Be More Dishonest." Journal of Personality and Social Psychology 102, no. 3 (March 2012): 445–459.
      • December 2012
      • Article

      Behavioral Ethics: Toward a Deeper Understanding of Moral Judgment and Dishonesty

      By: Max Bazerman and Francesca Gino
      Early research and teaching on ethics focused on either a moral development perspective or philosophical approaches, and used a normative approach by focusing on the question of how people should act when resolving ethical dilemmas. In this paper, we briefly describe...  View Details
      Keywords: Ethical Decision Making; Corruption; Unethical Behavior; Behavioral Decision Research; Behavior; Ethics
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      Bazerman, Max, and Francesca Gino. "Behavioral Ethics: Toward a Deeper Understanding of Moral Judgment and Dishonesty." Annual Review of Law and Social Science 8 (December 2012): 85–104.
      • February 2011
      • Article

      Bounded Ethicality in Negotiations

      By: Max Bazerman
      Routine and persistent acts of dishonesty prevail in everyday life, yet most people resist shining a critical moral light on their own behavior, thereby maintaining and oftentimes inflating images of themselves as moral individuals. We overview the psychology that...  View Details
      Keywords: Behavior; Values and Beliefs; Strategy; Goals and Objectives; Reputation; Negotiation; Moral Sensibility
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      Bazerman, Max. "Bounded Ethicality in Negotiations." Negotiation and Conflict Management Research 4, no. 1 (February 2011): 811.
      • Article

      Good Lamps Are the Best Police: Darkness Increases Dishonesty and Self-Interested Behavior

      By: C. B. Zhong, V. K. Bohns and F. Gino
      Keywords: Behavior
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      Zhong, C. B., V. K. Bohns, and F. Gino. "Good Lamps Are the Best Police: Darkness Increases Dishonesty and Self-Interested Behavior." Psychological Science 21, no. 3 (March 2010): 311–314.
      • Article

      Contagion and Differentiation in Unethical Behavior: The Effect of One Bad Apple on the Barrel

      By: F. Gino, S. Ayal and D. Ariely
      In a world where encounters with dishonesty are frequent, it is important to know if exposure to other people's unethical behavior can increase or decrease an individual's dishonesty. In Experiment 1, our confederate cheated ostentatiously by finishing a task...  View Details
      Keywords: Ethics; Behavior
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      Gino, F., S. Ayal, and D. Ariely. "Contagion and Differentiation in Unethical Behavior: The Effect of One Bad Apple on the Barrel." Psychological Science 20, no. 3 (March 2009): 393–398.
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