title: Hiding personal information reveals the worst.
abstract: Seven experiments explore people's decisions to share or withhold personal information, and the wisdom of such decisions. When people choose not to reveal information--to be "hiders"--they are judged negatively by others (experiment 1). These negative judgments emerge when hiding is volitional (experiments 2A and 2B) and are driven by decreases in trustworthiness engendered by decisions to hide (experiments 3A and 3B). Moreover, hiders do not intuit these negative consequences: given the choice to withhold or reveal unsavory information, people often choose to withhold, but observers rate those who reveal even questionable behavior more positively (experiments 4A and 4B). The negative impact of hiding holds whether opting not to disclose unflattering (drug use, poor grades, and sexually transmitted diseases) or flattering (blood donations) information, and across decisions ranging from whom to date to whom to hire. When faced with decisions about disclosure, decision-makers should be aware not just of the risk of revealing, but of what hiding reveals.
authors.affiliation: Harvard Business School, Harvard University, Boston, MA 02163 ljohn@hbs.edu.
authors.forename: Leslie K
authors.initials: LK
authors.lastname: John
authors.affiliation: Harvard Business School, Harvard University, Boston, MA 02163.
authors.forename: Kate
authors.initials: K
authors.lastname: Barasz
authors.affiliation: Harvard Business School, Harvard University, Boston, MA 02163.
authors.forename: Michael I
authors.initials: MI
authors.lastname: Norton
mesh_terms: D000328:Adult; D003657:Decision Making; D030881:Disclosure; D005260:Female; D006801:Humans; D008297:Male; D008875:Middle Aged; D000068241:Personally Identifiable Information
keywords: disclosure; policy making; privacy; transparency; trust