scieee Open visual document viewer

Context-dependent cheating: Experimental evidence from 16 countries

Pascual Ezama, David; Fosgaard, Toke R.; Cárdenas, Juan Camilo; Kujal, Praveen; Veszteg, Robert; Gil Gómez de Liaño, Beatriz; Gunia, Brian; Weichselbaumer, Doris; Hilken, Katharina; Antinyan, Armenak; Delnoij, Joyce; Proestakis, Antonios; Tira, Michael D

Abstract

Policy makers use several international indices that characterize countries according to the quality of their institutions. However, no effort has been made to study how the honesty of citizens varies across countries. This paper explores the honesty among citizens across 16 countries with 1440 participants. We employ a very simple task where participants face a trade-off between the joy of eating a fine chocolate and the disutility of having a threatened self-concept because of lying. Despite the incentives to cheat, we find that individuals are mostly honest. Further, international indices that are indicative of institutional honesty are completely uncorrelated with citizens’ honesty for our sample countries.

Full text

1 This is a p ep in o he ollowing pape : Con ex -dependen chea ing: Expe imen al e idence om 16 coun ies Fo hcoming in: Jou nal o Economics Beha io and O ganiza ion Da id Pascual‐Ezama Uni e sidad Complu ense de Mad id (UCM) Toke R. Fosgaa d Uni e si y o Copenhagen - Depa men o Food and Resou ce Economics Juan-Camilo Cá denas Uni e sidad de Los Andes P a een Kujal Middlesex Uni e si y Robe Fe ec Vesz eg Uni e sidad del País Vasco Bea iz Gil-Gómez de Liaño Depa men o Social Psychology and Me hodology, Uni e sidad Au ónoma de Mad id B ian Gunia Johns Hopkins Uni e si y - Ca ey Business School Do is Weichselbaume Johannes Keple Uni e si y Linz - Depa men o Economics; Ins i u e o he S udy o Labo (IZA) Ka ha ina Hilken Depa men o Applied Economics, F ee Uni e si y o B ussels (VUB) A menak An inyan Uni e si y o E langen-Nu embe g, Depa men o Economics Joyce Delnoij U ech Uni e si y - U ech Uni e si y School o Economics An onios P oes akis Join Resea ch Cen e o he Eu opean Commission Michael D. Ti a Uni e si y o Padua - Dipa imen o di Psicologia Gene ale 2 Yulius P a omo Sa ya Wacana Ch is ian Uni e si y Ta ek Jabe -López Jaume I Uni e si y Pablo B anas-Ga za Middlesex Uni e si y 3 Con ex -dependen chea ing: Expe imen al e idence om 16 coun ies Abs ac : Policy make s use se e al in e na ional indices ha cha ac e ize coun ies acco ding o he quali y o hei ins i u ions. Howe e , no e o has been made o s udy how he hones y o ci izens a ies ac oss coun ies. This pape explo es he hones y among ci izens ac oss six een coun ies wi h 1440 pa icipan s. We employ a e y simple ask whe e pa icipan s ace a ade-o be ween he joy o ea ing a ine chocola e and he disu ili y o ha ing a h ea ened sel -concep because o lying. Despi e he incen i es o chea , we ind ha indi iduals a e mos ly hones . Fu he , in e na ional indices ha a e indica i e o ins i u ional hones y a e comple ely unco ela ed wi h ci izens' hones y o ou sample coun ies. Keywo ds: Hones y, co up ion, cul u al di e ences 1. In oduc ion Imagine you sel on a uni e si y campus. You see he ollowing announcemen : “Is his you lucky day? Flip a coin and win a Chocola e”. You app oach he desk and ecei e he oppo uni y o win a delicious and beau i ully w apped Lind Lindo chocola e u le by lipping a coin wi h a black and a whi e side. You lip he coin in a box a a nea by able; he box p o ec s you anonymi y. You win a chocola e i you epo ha he whi e side came up and no hing i you epo black. I you ac ually olled black, he only hing keeping you om enjoying he u le is you mo al compass. You ace a adeo be ween he joy o ea ing a ine chocola e and he indi idual disu ili y o ha ing a h ea ened sel -concep because o lying. The e is no social shaming o os acism. We an his expe imen ( h ee ea men s) in six een coun ies o es how some egula ci izens a ound he wo ld beha e in such a si ua ion. In e es ingly, we did no ind any signi ican di e ences ac oss an o he wise e y he e ogeneous se o coun ies. Mos s udies abou cul u al di e ences ega ding dishones beha io ha e used he su ey me hodology. T anspa ency In e na ional epo s la ge di e ences in co up ion a ound he wo ld and he Wo ld Value Su ey documen s c oss-cul u al di e ences in opinions ega ding how “jus i iable” i is o chea on axes o public anspo a ion a es. Howe e , co up ion indices measu e pe cep ions and no ac ual beha io s. Fu he , a ia ions ac oss coun ies in academic dishones y (Rawwas, Al-Kah ib and 4 Vi ell, 2004) and ax e asion (Alm, Sanchez and de Juan, 1995; Cumming, Ma inez, McKee and To gle , 2009) ein o ce he imp ession ha chea ing is bo h abundan and di e se a ound he wo ld. In he same line, ecen esea ch in beha io al and expe imen al economics has shown ha a la ge ac ion o indi iduals a e p one o chea ing (A iely, 2012; Gneezy, 2005). An excep ion o his end is Abele e al. (2014) who epo a phone-based incen i ized expe imen wi h a ep esen a i e sample in Ge many. They ind ha mos people epo hones ly a e lipping a coin in absolu e p i acy wi h a 50% chance o ge ing a payo o 15 eu os in cash o h ough an Amazon gi ce i ica e. Abele and colleagues also complemen ed hei s udy wi h a labo a o y expe imen and ind ha he e is a sligh ly highe le el o dishones epo ing in his se ing. The dominan iew in he li e a u e is ha indi iduals engage in dishones beha io as long as hey can main ain a posi i e sel -image while ob aining he maximum payo s om hei dishones y (Maza , Ami and A iely, 2008). Fu he , esea ch has shown ha c ea ing a jus i ica ion o a posi i e sel -image while beha ing dishones ly is con ex speci ic (Fosgaa d, Hansen and Pio esan, 2013; Gino and Galinsky, 2012; Pascual-Ezama, P elec and Dun ield, 2013). In his pape , we examine p ecisely his. Tha is, whe he chea ing pe se di e s ac oss di e en coun ies and whe he he con ex 1 in luences his beha io . We conduc ed an expe imen in which pa icipan s epo ed he ou come o a coin oss o win a p ize. We eplica ed he expe imen in a di e se se o 16 coun ies a ound he wo ld wi h 1440 subjec s, 90 in each coun y (30 pe ea men ). We used a simple chea ing ask based on Bucciol and Pio esan (2011). We ook g ea ca e o un each session unde simila condi ions. The loca ion o he expe imen was always a busy common a eas on uni e si y campuses (See Table 1 o an o e iew). Pa icipan s had o lip a black/whi e coin; i he ou come was epo ed whi e, hey ob ained a ed Lind Lindo T u le; i epo ed black, hey ob ained no hing. As ou sample includes subs an ial cul u al a ia ion—including pa icipan s om Anglo-Saxon, La in, Ge manic, No dic and Asia ic coun ies—one would expec subs an ial he e ogenei y in chea ing. In addi ion, and consis en wi h a social cons uc ionis iew, he e ec s o cul u e depend on he speci ics o he choice con ex (Gel and, 2013; K ame and Messick, 1995). In he i s ea men ( he Sel -Repo ed T ea men , SRT) each pa icipan lipped a coin in a p i a e a ea wi hou he p esence o he esea che s o o he pa icipan s. A e wa ds he subjec illed a epo shee – indica ing sex and he whi e/black coin- oss esul . I was clea ly indica ed ha he illed o m should be le in he box nea by. No in e ac ion wi h he expe imen e s occu ed in his ask. Taking in o accoun ha he e a e he e ogenous ypes o dishones people (Gneezy, Rockenbach and Se a-Ga cía, 2013), his ask is a good measu e o dishones y o se e al easons. Fi s ly, as a g owing body o esea ch sugges s ha in comple ely anonymous se ings, whe e he isk o being caugh 1 The con ex de ines he s eng h o he mo al compass in ou expe imen . 5 is inexis en , inding 100% chea ing is no unusual (Pascual-Ezama, P elec and Dun ield, 2013; Shu, Maza , Gino, A iely and Baze man, 2012), howe e , people may also es ic he amoun o chea ing (Ayal and Gino, 2011; Gneezy, 2005). In ou ask he e is no possibili y o es ic he amoun o chea ing, he decision is simply o be hones o no ( epo black o whi e). Fu he , decision making is immedia e and in ui i e, ins ead o delibe a i e and medi a i e in a cogni i e dual sys em (Baze man and Tenb unsel, 2011; Kahneman, 2011). In ou expe imen , chea ing is an au oma ic esponse and he need o jus i ica ion ma e s only when people ha e enough ime o delibe a e (Shal i, Elda and Be eby-Meye , 2012). Finally, he ewa d is a simple chocola e ha gi es ins an g a i ica ion. The wo o he ea men s we e he W i en and he Ve bal Repo ed T ea men s (WRT and VRT, espec i ely). In WRT, pa icipan s comple ed a epo shee in p i a e and submi ed i o he expe imen e . The expe imen e made a no e o he epo ed ou come, and, i due, handed he chocola e o he pa icipan . In VRT, pa icipan s we e no asked o ill any o m. They e bally epo ed he ou come o he coin lip o he expe imen e . I epo ed whi e, he expe imen alis handed a chocola e o hem. Ou di e en ea men s allow us o unde s and how he le el o chea ing is shaped by con ex , i.e. he di e ences in epo ing ac oss ea men s. Building on he heo y o sel -image main enance (Maza , Ami and A iely, 2008), we p edic ha ou h ee ea men s will ha e di e en implica ions wi h ega d o he mo al p ocesses o epo ing inco ec ou comes. We conjec u e ha mis epo ing in he SRT is he leas mo ally di icul decision since epo ing does no in ol e any kind o social in e ac ion and, subsequen ly, no social p essu e om he expe imen e . Consequen ly, he decision o be dishones is only a adeo be ween he in e nal mo al p essu e (and he consequen guil expe ienced) agains he pleasu e o enjoying a Lind chocola e. In WRT, an addi ional mo al p essu e o igina es om he ac ha he decision is documen ed on pape and handed o ano he pe son. This addi ional social p ocess is likely o in ol e shame (on op o guil ) in case o dishones y, and hence we expec less dishones y occu ing in his ea men . Rela i e o e bal epo s, we conjec u e ha w i en epo s a e mo e dis an and make i easie o ake away in e nal mo al con ol (Shu e al. 2012). The e o e, we expec he VRT o b ing e en s onge sel -image e osion in case o chea ing, since he un u h ul decision now mus be s a ed ace- o- ace. In his si ua ion we expec he mos mo al p essu e o be p esen and hence he leas dishones beha io . This is consis en wi h Bandu a, Ba ba anelli, Cap a a and Pas o elli (1996) who ind ha e bal epo s a e likely o be less p one o dishones beha io han w i en epo s. Gi en his we hypo hesize ha sel - epo ing wi h no in e ac ion (wi h he expe imen e ) inc ease he emp a ion o be dishones . 6 Table 1. Summa y o coun ies s udied. Coun y Ci y Uni e si y Aus ia Linz Johannes Keple Uni e si y Linz Belgium B ussels V ije Uni e si ei B ussel (VUB) Colombia Bogo á Uni e sidad de los Andes Denma k Copenhagen Copenhagen Uni e si y Finland Oulu Uni e si y o Oulu Ge many Nu embe g Uni e si y o E langen-Nu embe g G eece Re hymno Uni e si y o C e e India Delhi Hans aj College, Uni e si y o Delhi Indonesia Sala iga Uni e si as K is en Sa ya Wacana I aly Pado a Uni e si à di Pado a Japan Tokyo Waseda Uni e si y Ne he lands U ech U ech Uni e si y Spain Mad id Uni e sidad Au ónoma Mad id Tu key Is anbul Bahçeşehi Üni e si esi USA Bal imo e Johns Hopkins Uni e si y UK London Middlesex Uni e si y 2. Expe imen al design We eplica e a simple coin ask by Bucciol and Pio esan (2011). As no ed be o e, pa icipan s had o lip a black/whi e coin. I he epo ed oss was whi e hey ob ained a ed Lind Lindo chocola e and no hing o he wise. A i s glance, he choice o chocola e as an incen i e migh seem as unusual compa ed o he con en ional choice o money. We belie e ha chocola es a e a good solu ion o s udying decision- making ac oss coun ies, gi en ha ou s udy is in a ield se ing and no in he labo a o y. In ac , we belie e ha i is ad an ageous o ell s uden s you ha e a chance o winning a chocola e, a he han elling hem you ha e a chance o win a dolla (o any co esponding local cu ency). Consuming a small snack in such a si ua ion is simply much mo e o an e e yday e en , and hence eels mo e na u al. And a mo e na u al se ing enables g ea e expe imen e con ol and ex e nal alidi y. Fu he mo e, a chocola e 7 is a chocola e anywhe e, and subjec s ne e ha e o calcula e he mone a y alue o he good, jus ecei e a small delicious snack. Clea ly, he e a e many o he po en ial incen i e app oaches one could apply. A mone a y p ize could be scaled based on Big Mac p izes, GDP, o any pu chasing powe index. Al hough he e migh be coun y di e ences in chocola e p e e ence (as indica ed by Messe li, 2012), he choice o chocola e as paymen cons i u es jus as many o jus as ew conce ns as any o he c oss-coun y paymen ehicle, including coun y-adjus ed mone a y compensa ions. Ano he possible conce n is he e y small size o he incen i e. We acknowledge he small size, ye we wan o emphasize ha conside ing he ex emely sho du a ion o he expe imen (pe haps 1 o 2 minu es), ou paymen ansla es in o an hou ly paymen simila o wha is used in mos labo a o y s udies. Ou pa icipan s a e uni e si y s uden s2. The coin was lipped only once and by one pe son a a ime. The ask was pe o med in a p i a e a ea a a sa e dis ance om he expe imen e s o o he pa icipan s. The loca ion o he expe imen was wi hin he college/uni e si y campus, o example, in a hallway in he ca e e ia a ea, hence ensu ing a s eady low o po en ial pa icipan s. To ensu e ha we do s udy coun y di e ences, we ensu ed ha only na i e people pa icipa ed in he a ious loca ions. The impo ance o ensu ing his is suppo ed by e idence o he e ec o immig an s’ o iginal coun y social no ms in e hical beha io (Koun o is and Remoundou, 2013). The expe imen was ca ied ou in he local wo king language o bo h he e bal and he w i en pa .3 The whole s udy comp ises h ee di e en ea men s acco ding o he le el o p oximi y be ween he pa icipan and he expe imen e : • Sel -Repo ed T ea men (SRT): A s uden app oached he expe imen e (a able A, see Figu e A1 in he appendix o de ails), he/she was handed a epo shee , and was guided o able B ( a enough away om he esea che a ea) o lip he black/whi e coin p i a ely (see B in Figu e A1). The coin lip was ca ied ou inside a small ca dboa d box o make i uly p i a e. The s uden no ed gende and he esul o he coin lip on he epo shee a able B. A e illing ou he epo shee , he s uden walked o e o a hi d able ( able C in ano he p i a e a ea a a dis ance om he expe imen e , see C in Figu e A1) o deposi he epo shee in a box, and o ake he chocola e him/he sel in case o a whi e oss. • W i en Repo ed T ea men (WRT): Exac ly he same as SRT, bu now wi h he illed ou epo shee in hand, he s uden wen back o able A, ga e he epo shee o he 2 Recen pape s show ha ypical expe imen al subjec s a e no eally di e en om o dina y people (see o ins ance Exadak ylos, Espin and B anas-Ga za, 2013 o social dilemmas.) 3 A ew s uden s asked why he coin-chocola e e en was ca ied ou . Ou p epa ed explana ion was ha he pu pose was o unde s and he s uden s’ in e es o chocola es. This s a emen was in en ionally made imp ecise, such ha s uden s did no hink his was a es bu a he saw i as a chocola e p omo ion (we ne e said i was a Lind p omo ion). 8 expe imen e and ecei ed he chocola e i a whi e oss was epo ed. Table C is he e o e no used (see igu e A1, appendix). • Ve bal Repo ed T ea men (VRT): Exac ly he same as WRT, bu now he s uden did no ha e o ill ou he epo shee (only epo gende ) and had o in o m he expe imen e e bally abou he ou come o he coin oss. We an he expe imen wi h 90 pa icipan s in each coun y. The e we e 10 s uden s o each ea men and his was epea ed h ee imes: 10 (WRT), 10 (VRT), 10 (SRT), 10 (WRT), 10 (VRT), 10 (SRT), 10 (WRT), 10 (VRT), 10 (SRT). We s a ed each ea men wi h en chocola es on a pla e on able B (VRT and WRT) o able C (SRT). When we changed he ea men we e illed he chocola es aken by he pa icipan s and egis e ed he exac numbe o chocola es eplaced4. A he beginning o each ea men we s a ed wi h en chocola es in he pla e. A he end o he expe imen we compa ed he numbe s in ou eco ds wi h he epo s by he pa icipan s. In WRT and SRT pa icipan s w o e he colo on he epo shee . In VRT pa icipan s only w o e he gende . In his case, when pa icipan s ga e us he epo shee and old us he colo we o e a li le co ne o he epo shee when hey old us black so a he end we could know how many blacks and whi es we e decla ed. No e ha , as we kep no names o indi idual-speci ic eco ds, we had o be e y ca e ul abou whe he someone e u ned. Expe imen e s we e ins uc ed o in o m anyone who ied o e u n o lip he coin again ha i was only possible o pa icipa e once. In case, acul y membe s showed up o pa icipa ion, i was emphasized ha i was in ended o be a s uden e en . Comple ing he expe imen ook abou a minu e o wo. 3. Resul s 3.a. Di e ences by ea men s To ou g ea su p ise, o e all only 57% o he pa icipan s epo ed whi e ac oss all h ee ea men s and coun ies. Since he p obabili y o ob aining whi e is 50%, his esul indica es ha 86% esis ed he emp a ion o lie [100% - 2(57%-50%)]. We conclude ha li le dishones y is obse ed ac oss all coun ies and ea men s. Looking a he di e en ea men s, he deg ee o dishones beha io , lis ed as he pe cen age o whi e ou comes, con i ms ou ini ial conjec u es. We obse e a g ea e amoun o lying in he SRT, wi h WRT in he middle, and wi h VRT ha ing he smalles amoun o lying. 62% (Sel RT) > 57% (W i enRT) >53% (Ve balRT) 4 No e ha ha ing mo e o less chocola es on he pla es is no an issue o pa icipan s as hey ne e ge o know he o al. Wha hey see (on he pla e) is he only e e ence hey ha e. 9 The di e ences be ween SRT and WRT a e no s a is ically signi ican (χ2=.316; p- alue=.574), al hough he a e age ac oss he six een socie ies we e 5 pe cen age poin s highe o he o me . Howe e , using a con ingency able (Pea son χ2) he di e ence be ween SRT and VRT was la ge (9 pe cen age poin s) and signi ican a he 5% le el (χ2=4.479; p- alue=0.034). Fu he , we do no ind any signi ican di e ences be ween WRT and VRT (χ2=2.422; p- alue=0.120). Thus, compa ing he di e en ea men s we ind ha he e bal epo s a e likely o be less p one o dishones beha io han w i en epo s in line wi h p e ious li e a u e (Bandu a, Ba ba anelli, Cap a a and Pas o elli, 1996; Fes inge and Ca lsmi h, 1959; Maza , Ami and A iely, 2008) and we u he ind ha sel - epo ing he answe s (and no ha ing o deli e i o he expe imen e ) inc eases his e ec . 3.b. Di e ences by coun ies A second impo an esul is ha we ind no s a is ically signi ican di e ences ac oss he 16 coun ies ac oss any ea men : SRT (χ2 = 16.953; p- alue=0.322); VRT (χ2 = 15.691; p- alue=0.403) and WRT (χ2 = 22.674; p- alue=0.091). This sugges s ha he e is a high le el o homogenei y in beha io ac oss ou sample coun ies. Addi ional in e es ing esul s show up om a close examina ion o he da a. Since ossing a coin ollows a binomial dis ibu ion, we looked o hose coun ies whe e he e is an anomalous numbe o whi e (awa ded) coins epo ed. Table 2 epo s de ailed in o ma ion by coun y and ea men s5. A he coun y le el, he sha e o whi es epo ed in excess o 50% (ac oss all ea men s), is signi ican (a a 5% signi icance le el) in h ee ou o six een coun ies. Ye , he o e all coun y le el e ec s can mask unde lying e ec s a he ea men le el. We he e o e ocus on he ea men e ec s a he coun y le el. Ob iously a sample size o 30 pe ea men allows us only o make ough assessmen o he deg ee o chea ing, bu we s ill belie e his ough measu e p o ides a use ul compa ison ac oss coun ies and ea men s6. 5 We ha e also conduc ed a Logi analysis o explain he ou come o indi idual coin osses. In he eg ession, among o he ac o s, we con olled o di e en income le els ac oss coun ies (wi h he help o pe -capi a GNI) and o coun y-le el pe -capi a cocoa consump ion. While income does no seem o ha e a signi ican impac , pe -capi a cocoa consump ion has a nega i e e ec on chea ing, i.e. he highe he pe -capi a consump ion he lowe is chea ing. 6 We also conduc he analysis by using Ingleha -Welzel cul u al ca ego ies (based on he Wo ld Value Su eys). Again we do no ind any obus e ec o cul u e on chea ing beha io . 16 Bucciol, A. and M. Pio esan. 2011. Luck o chea ing? A ield expe imen on hones y wi h child en. Jou nal o Economic Psychology, 32 (1), 73-78. C oson, R. and U. Gneezy. 2009. Gende di e ences in p e e ences. Jou nal o Economic Li e a u e, 47(2), 1-27. Cummings, R.G., J. Ma inez-Vazquez, M. McKee and B. To gle . 2009. Tax Mo ale E ec s Tax Compliance: E idence F om Su eys And An A e ac ual Field Expe imen . Jou nal o Economic Beha io and O ganiza ion, 70, 447-457. D ebe , A., Johannesson, M., 2008. Gende di e ences in decep ion. Economic Le e s, 99 (1), 197–199. Exadak ylos, F., A.M. Espín and P. B añas-Ga za. 2013. Expe imen al subjec s a e no di e en . Scien i ic Repo s 3(1231). DOI: 10.1038/s ep01213 Falk, A. and J. Heckman. 2009. Lab Expe imen s A e a Majo Sou ce o Knowledge in he Social Sciences. Science, 326 (5952), 535-538. Fes inge , L. and J.M. Ca lsmi h. 1959. Cogni i e consequences o o ced compliance. Jou nal o Abno mal and Social Psychology, 58, 203–210. Fosgaa d, T., L.G. Hansen and M. Pio esan. 2013. Sepa a ing Will om G ace: An Expe imen on Con o mi y and Awa eness in Chea ing. Jou nal o Economic Beha io and O ganiza ion, 93, 279- 284. Gel and, M.J. e al. 2013. Towa d a Cul u e-by-Con ex Pe spec i e on Nego ia ion: Nego ia ion Teams in he Uni ed S a es and Taiwan. Jou nal o Applied Psychology, 98 (3), 504-513. Gino, F. and A.D. Galinsky. 2012. Vica ious Dishones y: When Psychological Closeness C ea es Dis ance om One's Mo al Compass. O ganiza ional Beha io and Human Decision P ocesses,119 (1), 15-26. Gneezy, U. 2005. Decep ion: The ole o consequences. Ame ican Economic Re iew, 95 (1), 384-394. Gneezy, U., B. Rockenbach and M. Se a-Ga cía. 2013. Measu ing lying a e sion. Jou nal o Economic Beha io & O ganiza ion, 93, 293-300. Kahneman, D. 2011. Thinking: Fas and Slow. Fa a S aus and Gi oux, New Yo k. Koun ou is, Y. and K. Remoundou. 2013. Is he e a cul u al componen in ax mo al? E idence om immig an s in Eu ope. Jou nal o Economic Beha io and O ganiza ion, 96,104-119. K ame , R.M. and D. Messick. 1995. Nego ia ion as a social p ocess. Thousand Oaks, CA: Sage. Magnus, J.R., V.M. Pol e o ich, D.L. Danilo and A.V. Sa a ee . 2002. Tole ance o chea ing: an analysis ac oss cul u es. The Jou nal o Economic Educa ion, 33, 125-135. Maza , N., O. Ami and D. A iely. 2008. The Dishones y o Hones People: A Theo y o Sel -Concep Main enance. Jou nal o Ma ke ing Resea ch, 45 (6), 633-644. 17 Messe li, F.H. 2012. Chocola e consump ion, cogni i e unc ion, and nobel lau ea e. New England Jou nal o Medicine, 367, 1562–1564Pascual-Ezama, D., D. P elec and D. Dun ield. Mo i a ion, Money, P es ige and Chea s. Jou nal o Economic Beha io and O ganiza ion, 93, 367-373. Rawwas, M.Y.A., J.A. Al-Kha ib and S.J. Vi ell. 2004. Academic dishones y: A c oss-cul u al compa ison o U.S. and Chinese ma ke ing s uden s. Jou nal o Ma ke ing Educa ion, 26, 89-100. Shal i, S., O. Elda and Y. Be eby-Meye . 2012. Hones y equi es ime (and lack o jus ifica ions). Psychological Science, 23, 1264–1270. doi: 10.1177/0956797612443835 Shu, L., N. Maza , F. Gino, D. A iely and M.H. Baze man. 2012. Signing a he beginning makes e hics salien and dec eases dishones sel - epo s in compa ison o signing a he end. P oceedings o he Na ional Academy o Sciences, 109 (38), 15197-15200. 18 Appendix: De ails on expe imen al design We used a pos e wi h he ollowing ex : “Is his you lucky day? Flip a coin and win a Chocola e”. When he pa icipan s a i ed, he esea che s ga e a epo shee o hem wi h di e en ex (depending on he ea men ). E e y pa icipan in he h ee di e en ea men s ma ked he gende in he epo shee ( ha was impo an because in he SRT ea men esea che s canno eco de he gende ). Ins uc ions we e he ollowing: • Non Repo ed T ea men : “I you wan o win a chocola e, go o able B and lip a coin inside he box. Then ma k on he pape he colo you had, black o whi e, and you gende . Go o he able C, and deposi he pape in he box. I you ma k whi e you can ake a chocola e, i you ma k black you jus lea e”. • W i en Repo ed T ea men : “I you wan o win a chocola e, go o able B and lip a coin inside he box. Then ma k on he pape he colo you had, black o whi e, and you gende . Come back and gi e us he pape . I you ma k whi e we will gi e you a chocola e, i you ma k black, no hing” • Ve bal Repo ed T ea men : “I you wan o win a chocola e, go o able B and lip a coin inside he box. Then ma k on he pape you gende , come back, and ell us he colo you had. I i was whi e we will gi e you a chocola e, i i is black, no hing” 19 Figu e A1. P ocedu e and ables’ dis ibu ion. Block A: WRT and VRT ables’ dis ibu ion. We used a able (Table A) wi h a Pos e (whe e he esea che s we e) in a isible si ua ion o s uden s ( o example in hallway in he ca e e ia a ea). Wi h a couple o me e s o dis ance in ano he able (Table B) he e was a box wi h a black/whi e coin inside whe e he pa icipan s lipped he coin (inside he box) wi hou nobody could see hem. Block B: SRT ables’ dis ibu ion. In SRT he e was ano he able (Table C) wi h was a small box whe e he pa icipan s ga e he epo shee and ook he chocola es. Block C: Pic u e example in Spain. Al hough he expe imen ules a e w i en in he epo s he esea che s p o ide o he pa icipan s a he beginning o he ask, all esea che s a e na i e in o de o a oid misunde s andings in he communica ion. CHOCOLATES REPORT BOX TABLE C COIN BOX TABLE B PEN RESULTS BOX Is you lucky day? Flip a coin and win a Chocola e TABLE A CHOCOLATES REPORT BOX TABLE C CHOCOLATES REPORT BOX CHOCOLATES REPORT BOX TABLE C COIN BOX TABLE B PEN COIN BOX TABLE B COIN BOXCOIN BOX TABLE B PENPEN RESULTS BOX Is you lucky day? Flip a coin and win a Chocola e TABLE A RESULTS BOX Is you lucky day? Flip a coin and win a Chocola e RESULTS BOX RESULTS BOX Is you lucky day? Flip a coin and win a Chocola e TABLE A CHOCOLATES RESULTS BOX Is you lucky day? Flip a coin and win a Chocola e TABLE A COIN BOX TABLE B PEN CHOCOLATES RESULTS BOX Is you lucky day? Flip a coin and win a Chocola e TABLE A CHOCOLATES RESULTS BOX Is you lucky day? Flip a coin and win a Chocola e CHOCOLATES RESULTS BOX CHOCOLATES RESULTS BOX Is you lucky day? Flip a coin and win a Chocola e TABLE A COIN BOX TABLE B PEN COIN BOX TABLE B COIN BOXCOIN BOX TABLE B PENPEN A B C CHOCOLATES REPORT BOX TABLE C COIN BOX TABLE B PEN RESULTS BOX Is you lucky day? Flip a coin and win a Chocola e TABLE A CHOCOLATES REPORT BOX TABLE C CHOCOLATES REPORT BOX CHOCOLATES REPORT BOX TABLE C COIN BOX TABLE B PEN COIN BOX TABLE B COIN BOXCOIN BOX TABLE B PENPEN RESULTS BOX Is you lucky day? Flip a coin and win a Chocola e TABLE A RESULTS BOX Is you lucky day? Flip a coin and win a Chocola e RESULTS BOX RESULTS BOX Is you lucky day? Flip a coin and win a Chocola e TABLE A CHOCOLATES RESULTS BOX Is you lucky day? Flip a coin and win a Chocola e TABLE A COIN BOX TABLE B PEN CHOCOLATES RESULTS BOX Is you lucky day? Flip a coin and win a Chocola e TABLE A CHOCOLATES RESULTS BOX Is you lucky day? Flip a coin and win a Chocola e CHOCOLATES RESULTS BOX CHOCOLATES RESULTS BOX Is you lucky day? Flip a coin and win a Chocola e TABLE A COIN BOX TABLE B PEN COIN BOX TABLE B COIN BOXCOIN BOX TABLE B PENPEN A B C