Ariely, Dan - The (Honest) Truth About Dishonesty - How We Lie to Everyone – Especially Ourselves

diplomas, lying about, 135–36, 153, 154

disabled person, author’s adoption of role of, 143–44

disclosure, 88–92, 248

study on impact of, 89–92

discounting, fixed vs. probabilistic, 194

dishonesty:

causes of, 3–4, 5

collaborative, see collaborative cheating

cultural differences and, 240–43

discouraging small and ubiquitous forms of, 239–40

importance of first act of, 137

infectious nature of, 191–216; see also infectious nature of cheating

intelligence vs. creativity as predictor of, 172–77

link between creativity and, 170–72, 186–89

opportunities for, passed up by vast majority, 238

of others, fake products and assessing of, 131–34

rational and irrational forces in, 254

reducing amount of, 39–51, 248–54

society’s means for dealing with, 4–5

summary of forces that shape (figure), 245

when traveling, 183 n

see also cheating

dissertation proposals and defenses, 101

distance factors, 238

in golf, 58–59

stealing Coca-Cola vs. money and, 32–33

token experiment and, 33–34

doctors:

consulting for or investing in drug companies, 82, 93

continuity of care and, 228–29

lecturing about drugs, 81

pharma reps and, 78–82

treating or testing patients with equipment that they own, 92–94

Dodd-Frank Wall Street Reform and Consumer Protection Act, 234

dots task:

conflict of interest and, 129

description of, 127–29

link between creativity and dishonesty and, 171–72, 185–86

what-the-hell effect and, 129–31

downloads, illegal, 137–39

dressing above one’s station, 120–21

Ebbers, Bernie, 13

ego depletion, 100–116, 238, 249

basic idea behind, 101

cheating and, 104–6

in everyday life, 112–16

removing oneself from tempting situations and, 108–11, 115–16

of Sex and the City ’s Samantha Jones, 103

sometimes succumbing to temptation and, 114–15

sudden deaths among students’ grandmothers at exam time and, 106–8

ego motivation, 27

England, cheating in, 242

Enron, 1–3, 192, 207, 215, 234

essay mills, 210–13

exams, sudden deaths among students’ grandmothers and, 106–8

exhaustion, 249

consumption of junk food and, 97–98

judges’ parole rulings and, 102–3

see also ego depletion

experimental data, exclusion of, 86–88

expert witnesses, 85–86

explanations, logical-sounding, creation of, 163–65

external signaling, 120–22

dressing above one’s station and, 120–21

fake products and, 121–22

failures, tendency to turn blind eye to, 151

“fair,” determination of what is, 57

fake products, 119, 121–40, 238

illegal downloads and, 137–39

misrepresentation of academic credentials and, 135–36

rationalizations and, 134–35

self-signaling and, 123–26, 135

signaling value of authentic version diluted by, 121–22

suspiciousness of others and, 131–34

what-the-hell effect and, 127–31, 135

farmer’s market, benevolent behavior toward blind customer in, 23–24

fashion, 117–26

counterfeit goods and, 119, 121–22, 121–40, 123–26; see also fake products

dressing above one’s station and, 120–21

external signaling and, 120–22

self-signaling and, 122–26

Fastow, Andrew, 2

favors, 74–82

aesthetic preferences and, 75–77

governmental lobbyists and, 77–78

inherent inclination to return, 74–75

pharma reps and, 78–82

see also conflicts of interest

Fawal-Farah, Freeda, 117, 118

FBI, 215

Fedorikhin, Sasha, 99–100

Feynman, Richard, 165

financial crisis of 2008, 83–85, 192, 207, 234, 246–47

financial favors, aesthetic preferences and, 77

financial services industry:

anonymous monitoring and, 234–35

cheating among politicians vs., 243

conflicts of interest in, 83–85, 93, 94

government regulation of, 234

fishing, lying about, 28

Frederick, Shane, 173

friends, invited to join in questionable behavior, 195

fudge factor theory, 27–29, 237

acceptable rate of lying and, 28–29, 91

distance between actions and money and, 34–37

getting people to cheat less and, 39–51

infidelity and, 244

rationalization of selfish desires and, 53

stealing Coca-Cola vs. money and, 32–33

Gazzaniga, Michael, 164–65

Generally Accepted Accounting Principles (GAAP), 219–20

generous behavior, 23–24

Get Rich Cheating (Kreisler), 14

Gilovich, Tom, 250, 263–64

Gino, Francesca, 45, 104, 123, 127, 131, 145, 170, 184, 197, 225, 234–35, 242, 258–59

Glass, Ira, 6

Gneezy, Ayelet, 177, 257–58

golf, 55–65

cheating by “average golfer” vs. study participants and, 63–64

mistallying score in, 61–64

moving location of ball in, 58–59, 63

mulligans in, 60–61, 63–64

self-monitoring in, 56–57

survey on cheating in, 57–64

government regulations, 234

grandmothers, sudden deaths of, at exam time, 106–8

gray matter, 169–70

Green, Jennifer Wideman, 117

grocery shopping, ego depletion and, 109, 112–13

group or team work, 220–23

performance unaffected by, 233

possible benefits of, 223

predominance of, in professional lives, 217–18, 235

social utility and, 222–23

see also collaborative cheating

Grüneisen, Aline, 210–11, 257

guilt, self-inflicted pain and, 250–52

Harford, Tim, 3–4

Harper’s Bazaar, 117–18

Harvard Medical School, 82

Harvey, Ann, 75

Henn, Steve, 209

heretics, external signaling of, 120

Hinduism, 25

honesty threshold, 130–31

honor codes, 41–45, 204

ideological organizations, 232 n

“I knew it all along” feeling, 149

illegal businesses, loyalty and care for customers in, 138–39

impulsive (or emotional) vs. rational (or deliberative) parts of ourselves, 97–106

cognitive load and, 99–100

ego depletion and, 100–106

exhaustion and, 97–98

Inbar, Yoel, 250, 264

infectious nature of cheating, 191–216, 249

bacterial infections compared to, 192–93

in class, 195–97

collaborative cheating in relation to, 221–22

Congress members’ misuse of PAC money and, 208–10

corporate dishonesty and, 192, 207–8

cost-benefit analysis and, 201–3, 205

essay mills and, 210–13

matrix task and, 197–204

positive side of moral contagion and, 215–16

regaining ethical health and, 214–15

slow and subtle process of accretion in, 193–94, 214–15

social norms and, 195, 201–3, 205–7, 209

social outsiders and, 205–7

vending machine experiment and, 194–95

infidelity, 244–45

“in good faith” notion, 219–20

Inside Job, 84–85

insurance claims, 49–51

intelligence:

creativity vs., as predictor of dishonesty, 172–77

measures of, 173–75

IQ-like tests, cheating and self-deception on, 145–49

certificates emphasizing (false) achievement and, 153–54

increasing awareness of cheating and, 156–57

individuals’ tendency to turn a blind eye to their own failures and, 151

IRS, 47–49

Islam, 249

Israel, cheating in, 241

Italy, cheating in, 242

Jerome, Jerome K., 28

Jobs, Steve, 184

Jones, Bobby, 56

Jones, Marilee, 136

Judaism, 45, 249