Abstract: People try to avoid appearing dishonest. Although efforts to avoid appearing dishonest can often reduce lying, we argue that, at times, the desire to appear honest can actually lead people to lie. We hypothesize that people may lie to appear honest in cases where the truth is highly favorable to them, such that telling the truth might make them appear dishonest to others. A series of studies provided robust evidence for our hypothesis. Lawyers, university students, and MTurk and Prolific participants said that they would have underreported extremely favorable outcomes in real-world scenarios (Studies 1a–1d). They did so to avoid appearing dishonest. Furthermore, in a novel behavioral paradigm involving a chance game with monetary prizes, participants who received in private a very large number of wins reported fewer wins than they received; they lied and incurred a monetary cost to avoid looking like liars (Studies 2a–2c). Finally, we show that people’s concern that others would think that they have overreported is valid (Studies 3a–3b). We discuss our findings in relation to the literatures on dishonesty and on reputation.
Friday, January 31, 2020
Lying to appear honest: People may lie to appear honest in cases where the truth is highly favorable to them, such that telling the truth might make them appear dishonest to others
Choshen-Hillel, S., Shaw, A., & Caruso, E. M. (2020). Lying to appear honest. Journal of Experimental Psychology: General. Jan 2020. https://doi.org/10.1037/xge0000737
Abstract: People try to avoid appearing dishonest. Although efforts to avoid appearing dishonest can often reduce lying, we argue that, at times, the desire to appear honest can actually lead people to lie. We hypothesize that people may lie to appear honest in cases where the truth is highly favorable to them, such that telling the truth might make them appear dishonest to others. A series of studies provided robust evidence for our hypothesis. Lawyers, university students, and MTurk and Prolific participants said that they would have underreported extremely favorable outcomes in real-world scenarios (Studies 1a–1d). They did so to avoid appearing dishonest. Furthermore, in a novel behavioral paradigm involving a chance game with monetary prizes, participants who received in private a very large number of wins reported fewer wins than they received; they lied and incurred a monetary cost to avoid looking like liars (Studies 2a–2c). Finally, we show that people’s concern that others would think that they have overreported is valid (Studies 3a–3b). We discuss our findings in relation to the literatures on dishonesty and on reputation.
Abstract: People try to avoid appearing dishonest. Although efforts to avoid appearing dishonest can often reduce lying, we argue that, at times, the desire to appear honest can actually lead people to lie. We hypothesize that people may lie to appear honest in cases where the truth is highly favorable to them, such that telling the truth might make them appear dishonest to others. A series of studies provided robust evidence for our hypothesis. Lawyers, university students, and MTurk and Prolific participants said that they would have underreported extremely favorable outcomes in real-world scenarios (Studies 1a–1d). They did so to avoid appearing dishonest. Furthermore, in a novel behavioral paradigm involving a chance game with monetary prizes, participants who received in private a very large number of wins reported fewer wins than they received; they lied and incurred a monetary cost to avoid looking like liars (Studies 2a–2c). Finally, we show that people’s concern that others would think that they have overreported is valid (Studies 3a–3b). We discuss our findings in relation to the literatures on dishonesty and on reputation.
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