Lying to appear honest

Shoham Choshen-Hillel*, Alex Shaw, Eugene M. Caruso

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

18 Scopus citations

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.

Original languageAmerican English
Pages (from-to)1719-1745
Number of pages27
JournalJournal of Experimental Psychology: General
Volume149
Issue number9
DOIs
StatePublished - Sep 2020

Bibliographical note

Publisher Copyright:
© 2020 American Psychological Association.

Keywords

  • "Behavioral ethics"
  • Decision-making
  • Honesty
  • Lying
  • Social signaling

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