More Ways to Cheat: Expanding the Scope of Dishonesty
Published 12/1/2008
Author: Nina Mazar, On Amir, and Dan Ariely
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Executive Summary
Dishonest behavior can be caused by many factors. In this rejoinder to the comments on their article “The Dishonesty of Honest People: A Theory of Self-Concept Maintenance,” the authors expand on their perspective on individual dishonesty by including the important role of motivation and by providing directions for research into the underlying processes. They also emphasize the importance of understanding the different drivers of dishonesty in forming preventative or corrective policies.
Biography
Nina Mazar is an Assistant Professor of Marketing in the Joseph L. Rotman School of Management at the University of Toronto. This article was written while she was a postdoctoral associate at the Massachusetts Institute of Technology’s Sloan School of Management and the Media Lab. With her focus on behavioral economics, she investigates consumer behavior and how it deviates from standard economic assumptions. In addition, she studies decision-making mechanisms and the implications of psychology for policy across a wide range of applications. For more information, see http://www.rotman.utoronto.ca/nina.mazar.
On Amir is an Assistant Professor of Marketing in the Rady School of Management at the University of California, San Diego. He received his PhD in Management Science and Marketing from the Massachusetts Institute of Technology. He studies the behavioral effects of pricing and promotions, the evolution and dynamics of preferences and choices, and the mechanisms underlying consumer decision making. He has published in Journal of Marketing Research and in Marketing Science.
As a behavioral economist, Dan Ariely’s interests span a wide range of daily behaviors, such as buying (or not), saving (or not), ordering food in restaurants, pain management, procrastination, dishonesty, and decision making under different emotional states. His experiments are consistently interesting, amusing, and informative, demonstrating profound ideas that fly in the face of common wisdom. He holds a joint appointment between Massachusetts Institute of Technology’s Program in Media Arts and Sciences and Sloan School of Management. He is the principal investigator of the lab’s eRationality group and a visiting professor at Duke University. Dan is also president elect of the Society for Judgment and Decision Making and author of Predictably Irrational: The Hidden Forces that Shape Our Decisions. For more information, see www.predictablyirrational.com.
J Marketing Research, Volume 45, Number 6, December 2008
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Posted on : 11/17/2008