The dishonesty of honest people: A theory of self-concept maintenance
Publication
, Journal Article
Mazar, N; Amir, O; Ariely, D
Published in: Journal of Marketing Research
January 1, 2008
People like to think of themselves as honest. However, dishonesty pays-and it often pays well. How do people resolve this tension? This research shows that people behave dishonestly enough to profit but honestly enough to delude themselves of their own integrity. A little bit of dishonesty gives a taste of profit without spoiling a positive self-view. Two mechanisms allow for such self-concept maintenance: inattention to moral standards and categorization malleability. Six experiments support the authors' theory of self-concept maintenance and offer practical applications for curbing dishonesty in everyday life. © 2008, American Marketing Association.
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Published In
Journal of Marketing Research
DOI
ISSN
0022-2437
Publication Date
January 1, 2008
Volume
45
Issue
6
Start / End Page
633 / 644
Related Subject Headings
- Marketing
- 3506 Marketing
- 1505 Marketing
Citation
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Chicago
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MLA
NLM
Mazar, N., Amir, O., & Ariely, D. (2008). The dishonesty of honest people: A theory of self-concept maintenance. Journal of Marketing Research, 45(6), 633–644. https://doi.org/10.1509/jmkr.45.6.633
Mazar, N., O. Amir, and D. Ariely. “The dishonesty of honest people: A theory of self-concept maintenance.” Journal of Marketing Research 45, no. 6 (January 1, 2008): 633–44. https://doi.org/10.1509/jmkr.45.6.633.
Mazar N, Amir O, Ariely D. The dishonesty of honest people: A theory of self-concept maintenance. Journal of Marketing Research. 2008 Jan 1;45(6):633–44.
Mazar, N., et al. “The dishonesty of honest people: A theory of self-concept maintenance.” Journal of Marketing Research, vol. 45, no. 6, Jan. 2008, pp. 633–44. Scopus, doi:10.1509/jmkr.45.6.633.
Mazar N, Amir O, Ariely D. The dishonesty of honest people: A theory of self-concept maintenance. Journal of Marketing Research. 2008 Jan 1;45(6):633–644.
Published In
Journal of Marketing Research
DOI
ISSN
0022-2437
Publication Date
January 1, 2008
Volume
45
Issue
6
Start / End Page
633 / 644
Related Subject Headings
- Marketing
- 3506 Marketing
- 1505 Marketing