Signing at the beginning makes ethics salient and decreases dishonest self-reports in comparison to signing at the end.

Journal Article (Journal Article)

Many written forms required by businesses and governments rely on honest reporting. Proof of honest intent is typically provided through signature at the end of, e.g., tax returns or insurance policy forms. Still, people sometimes cheat to advance their financial self-interests-at great costs to society. We test an easy-to-implement method to discourage dishonesty: signing at the beginning rather than at the end of a self-report, thereby reversing the order of the current practice. Using laboratory and field experiments, we find that signing before-rather than after-the opportunity to cheat makes ethics salient when they are needed most and significantly reduces dishonesty.

Full Text

Duke Authors

Cited Authors

  • Shu, LL; Mazar, N; Gino, F; Ariely, D; Bazerman, MH

Published Date

  • September 2012

Published In

Volume / Issue

  • 109 / 38

Start / End Page

  • 15197 - 15200

PubMed ID

  • 22927408

Pubmed Central ID

  • PMC3458378

Electronic International Standard Serial Number (EISSN)

  • 1091-6490

International Standard Serial Number (ISSN)

  • 0027-8424

Digital Object Identifier (DOI)

  • 10.1073/pnas.1209746109


  • eng