title: Signing at the beginning makes ethics salient and decreases dishonest self-reports in comparison to signing at the end.
abstract: 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.
authors.affiliation: Kellogg School of Management, Northwestern University, Evanston, IL 60208, USA.
authors.forename: Lisa L
authors.initials: LL
authors.lastname: Shu
authors.forename: Nina
authors.initials: N
authors.lastname: Mazar
authors.forename: Francesca
authors.initials: F
authors.lastname: Gino
authors.forename: Dan
authors.initials: D
authors.lastname: Ariely
authors.forename: Max H
authors.initials: MH
authors.lastname: Bazerman
mesh_terms: D000328:Adult; D001519:Behavior; D003132:Commerce; D008192:Deception; D004989:Ethics; D005260:Female; D005607:Fraud; D006801:Humans; D008297:Male; D009042:Motivation; D011640:Public Policy; D057566:Self Report; D055815:Young Adult