Вся правда о неправде. Почему и как мы обманываем

Глава 1. Тестирование простой модели национального преступления (SMORC)

Основано на:

Джером К. Джером, Трое в лодке, не считая собаки (любое издание).

Jeff Kreisler, Get Rich Cheating: The Crooked Path to Easy Street (New York: HarperCollins, 2009).

Eynav Maharabani, “Honesty and Helping Behavior: Testing Situations Involving Temptation to Cheat a Blind Person”, диссертация, Ben-Gurion University of the Negev, Israel (2007).

Nina Mazar, On Amir, Dan Ariely, “The Dishonesty of Honest People: A Theory of Self-concept Maintenance”, Journal of Marketing Research (2008).

Nina Mazar, Dan Ariely, “Dishonesty in Everyday Life and Its Policy Impli-cations”, Journal of Public Policy and Marketing (2006).

Глава 2. Веселые игры с фактором вранья

Основано на:

Nina Mazar, On Amir, Dan Ariely, “The Dishonesty of Honest People: A Theory of Self-concept Maintenance”, Journal of Marketing Research (2008).

Lisa Shu, Nina Mazar, Francesca Gino, Max Bazerman, Dan Ariely, “When to Sign on the Dotted Line? Signing First Makes Ethics Salient and Decreases Dishonest Self-Reports”, научная работа, Harvard Business School NOM Unit (2011).

Рекомендуется для чтения:

Jason Dana, Roberto A. Weber, and Jason Xi Kuang, “Exploiting Moral Wiggle Room: Behavior Inconsistent with a Preference for Fair Outcomes”, Economic Theory (2007).

Christopher K. Hsee, “Elastic Justification: How Tempting but Task-Irre-levant Factors Influence Decisions”, Organizational Behavior and Human Decision Processes (1995).

Christopher K. Hsee, “Elastic Justification: How Unjustifiable Factors Influ-ence Judgments”, Organizational Behavior and Human Decision Processes (1996).

Maurice Schweitzer and Chris Hsee, “Stretching the Truth: Elastic Justi-fication and Motivated Communication of Uncertain Information”, The Jour-nal of Risk and Uncertainty (2002).

Глава 2 Б. Гольф

Рекомендуется для чтения:

Robert L. Goldstone and Calvin Chin, “Dishonesty in Self-report of Copies Made – Moral Relativity and the Copy Machine”, Basic and Applied Social Psychology (1993).

Robert A. Wicklund, “The Influence of Self-awareness on Human Beha-vior”, American Scientist (1979).

Глава 3. Ослепленные собственной мотивацией

Основано на:

Daylian M. Cain, George Loewenstein, and Don A. Moore, “The Dirt on Coming Clean: The Perverse Effects of Disclosing Conflicts of Interest”, Journal of Legal Studies (2005).

Ann Harvey, Ulrich Kirk, George H. Denfield, and P. Read Montague, “Monetary Favors and Their Influence on Neural Responses and Revealed Preference”, The Journal of Neuroscience (2010).

Рекомендуется для чтения:

James Bader and Daniel Shugars, “Agreement Among Dentists’ Re-commendations for Restorative Treatment”, Journal of Dental Research (1993).

Max H. Bazerman and George Loewenstein, “Taking the Bias Out of Bean Counting”, Harvard Business Review (2001).

Max H. Bazerman, George Loewenstein, and Don A. Moore, “Why Good Accountants Do Bad Audits: The Real Problem Isn’t Conscious Corruption. It’s Unconscious Bias”, Harvard Business Review (2002).

Daylian M. Cain, George Loewenstein, and Don A. Moore, “When Sunlight Fails to Disinfect: Understanding the Perverse Effects of Disclosing Conflicts of Interest”, Journal of Consumer Research (in press).

Carl Elliot, White Coat, Black Hat: Adventures on the Dark Side of Medicine (Boston: Beacon Press, 2010).

Глава 4. Почему легко совершить ошибку в состоянии усталости

Основано на:

Mike Adams, “The Dead Grandmother/Exam Syndrome and the Potential Downfall of American Society”, The Connecticut Review (1990).

Shai Danziger, Jonathan Levav, and Liora Avnaim-Pesso, “Extraneous Factors in Judicial Decisions”, Proceedings of the National Academy of Sciences of the United States of America (2011).

Nicole L. Mead, Roy F. Baumeister, Francesca Gino, Maurice E. Schweitzer, and Dan Ariely, “Too Tired to Tell the Truth: Self-Control Resource Depletion and Dishonesty”, Journal of Experimental Social Psychology (2009).

Emre Ozdenoren, Stephen W. Salant, and Dan Silverman, “Willpower and the Optimal Control of Visceral Urges”, Journal of the European Economic Association (2011).

Baba Shiv and Alexander Fedorikhin, “Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making”, The Journal of Consumer Research (1999).

Рекомендуется для чтения:

Roy F. Baumeister and John Tierney, Willpower: Rediscovering the Greatest Human Strength (New York: The Penguin Press, 2011).

Roy F. Baumeister, Kathleen D. Vohs, and Dianne M. Tice, “The Strength Model of Self-control”, Current Directions in Psychological Science (2007).

Francesca Gino, Maurice E. Schweitzer, Nicole L. Mead, and Dan Ariely, “Unable to Resist Temptation: How Self-Control Depletion Promotes Unethical Behavior”, Organizational Behavior and Human Decision Processes (2011).

C. Peter Herman and Janet Polivy, “A Boundary Model for the Regulation of Eating”, Research Publications – Association for Research in Nervous and Mental Disease (1984).

Walter Mischel and Ozlem Ayduk, “Willpower in a Cognitive-Affective Processing System: The Dynamics of Delay of Gratification” в книге Hand-book of Self-regulation: Research, Theory, and Applications, под ред. Kathleen D. Vohs, Roy F. Baumeister (New York: Guilford, 2011).

Janet Polivy, C. Peter Herman, “Dieting and Binging, A Causal Analysis”, American Psychologist (1985).

Глава 5. Почему ношение подделок заставляет нас мошенничать больше

Основано на:

Francesca Gino, Michael I. Norton, and Dan Ariely, “The Counterfeit Self: The Deceptive Costs of Faking It”, Psychological Science (2010).

Рекомендуется для чтения:

Dan Ariely and Michael L. Norton, “How Actions Create – Not Just Reveal – Preferences”, Trends in Cognitive Sciences (2008).

Roy F. Baumeister, Kathleen D. Vohs, and Dianne M. Tice, “The Strength Model of Self-control”, Current Directions in Psychological Science (2007).

C. Peter Herman and Deborah Mack, “Restrained and Unrestrained Eating”, Journal of Personality (1975).

Глава 6. Самообман

Основано на:

Zoe Chance, Michael I. Norton, Francesca Gino, and Dan Ariely, “A Tem-poral View of the Costs and Benefits of Self-Deception”, Proceedings of the National Academy of Sciences (2011).

Рекомендуется для чтения: