WISE INTERVENTIONS

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Shu et al., 2012: Commiting to provide true information increased car mileage disclosed, payments, and fairness among policy owners

Reference:

Shu, L. L., Mazar, N., Gino, F., Ariely, D., & Bazerman, M. H. (2012). Signing at the beginning makes ethics salient and decreases dishonest self-reports in comparison to signing at the end. Proceedings of the National Academy of Sciences, 109(38), 15197-15200.
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Summary:

Policy owners received a car insurance form on which to report the number of miles they had driven in the previous year. Those for whom the signature line (“I promise that the information I am providing is true”) was at the top rather than the bottom disclosed having driven 10% more miles (26,098 vs. 23,671), increasing payments and promoting fairness.

Psychological Process:

What Desired Meaning is At Stake?

What is the Person Trying to Understand?

To See the Self as Adequate

How?

Psychological Question Addressed

Did I say I would do it?Did I say I would do it?

Psychological Question Addressed

Did I say I would do it?

Psychological Process 2:

Need

What is the Person Trying to Understand?

What Desired Meaning is At Stake?

What Desired Meaning is At Stake?

What About it?

Approach to Desired Meaning

Approach to Desired Meaning

How?

Psychological Question Addressed

Psychological Question Addressed

Psychological Question Addressed

Psychological Process 3:

Need

What Desired Meaning is At Stake?

Approach to Desired Meaning

How?

Psychological Question Addressed

Psychological Question Addressed

Did I say I would do it?

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Posted By:

Walton & Wilson, 2018