Вся правда о неправде. Почему и как мы обманываем - Дэн Ариели

Рекомендуется для чтения:

Jason Dana, Roberto A. Weber, and Jason Xi Kuang, “Exploiting Moral Wiggle Room: Behavior Inconsistent with a Preference for Fair Outcomes”, Economic Theory (2007).

Christopher K. Hsee, “Elastic Justification: How Tempting but Task-Irre-levant Factors Influence Decisions”, Organizational Behavior and Human Decision Processes (1995).

Christopher K. Hsee, “Elastic Justification: How Unjustifiable Factors Influ-ence Judgments”, Organizational Behavior and Human Decision Processes (1996).

Maurice Schweitzer and Chris Hsee, “Stretching the Truth: Elastic Justi-fication and Motivated Communication of Uncertain Information”, The Jour-nal of Risk and Uncertainty (2002).

Глава 2 Б. Гольф

Рекомендуется для чтения:

Robert L. Goldstone and Calvin Chin, “Dishonesty in Self-report of Copies Made – Moral Relativity and the Copy Machine”, Basic and Applied Social Psychology (1993).

Robert A. Wicklund, “The Influence of Self-awareness on Human Beha-vior”, American Scientist (1979).

Глава 3. Ослепленные собственной мотивацией

Основано на:

Daylian M. Cain, George Loewenstein, and Don A. Moore, “The Dirt on Coming Clean: The Perverse Effects of Disclosing Conflicts of Interest”, Journal of Legal Studies (2005).

Ann Harvey, Ulrich Kirk, George H. Denfield, and P. Read Montague, “Monetary Favors and Their Influence on Neural Responses and Revealed Preference”, The Journal of Neuroscience (2010).

Рекомендуется для чтения:

James Bader and Daniel Shugars, “Agreement Among Dentists’ Re-commendations for Restorative Treatment”, Journal of Dental Research (1993).

Max H. Bazerman and George Loewenstein, “Taking the Bias Out of Bean Counting”, Harvard Business Review (2001).

Max H. Bazerman, George Loewenstein, and Don A. Moore, “Why Good Accountants Do Bad Audits: The Real Problem Isn’t Conscious Corruption. It’s Unconscious Bias”, Harvard Business Review (2002).

Daylian M. Cain, George Loewenstein, and Don A. Moore, “When Sunlight Fails to Disinfect: Understanding the Perverse Effects of Disclosing Conflicts of Interest”, Journal of Consumer Research (in press).

Carl Elliot, White Coat, Black Hat: Adventures on the Dark Side of Medicine (Boston: Beacon Press, 2010).

Глава 4. Почему легко совершить ошибку в состоянии усталости

Основано на:

Mike Adams, “The Dead Grandmother/Exam Syndrome and the Potential Downfall of American Society”, The Connecticut Review (1990).

Shai Danziger, Jonathan Levav, and Liora Avnaim-Pesso, “Extraneous Factors in Judicial Decisions”, Proceedings of the National Academy of Sciences of the United States of America (2011).

Nicole L. Mead, Roy F. Baumeister, Francesca Gino, Maurice E. Schweitzer, and Dan Ariely, “Too Tired to Tell the Truth: Self-Control Resource Depletion and Dishonesty”, Journal of Experimental Social Psychology (2009).

Emre Ozdenoren, Stephen W. Salant, and Dan Silverman, “Willpower and the Optimal Control of Visceral Urges”, Journal of the European Economic Association (2011).

Baba Shiv and Alexander Fedorikhin, “Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making”, The Journal of Consumer Research (1999).

Рекомендуется для чтения:

Roy F. Baumeister and John Tierney, Willpower: Rediscovering the Greatest Human Strength (New York: The Penguin Press, 2011).

Roy F. Baumeister, Kathleen D. Vohs, and Dianne M. Tice, “The Strength Model of Self-control”, Current Directions in Psychological Science (2007).

Francesca Gino, Maurice E. Schweitzer, Nicole L. Mead, and Dan Ariely, “Unable to Resist Temptation: How Self-Control Depletion Promotes Unethical Behavior”, Organizational Behavior and Human Decision Processes (2011).

C. Peter Herman and Janet Polivy, “A Boundary Model for the Regulation of Eating”, Research Publications – Association for Research in Nervous and Mental Disease (1984).

Walter Mischel and Ozlem Ayduk, “Willpower in a Cognitive-Affective Processing System: The Dynamics of Delay of Gratification” в книге Hand-book of Self-regulation: Research, Theory, and Applications, под ред. Kathleen D. Vohs, Roy F. Baumeister (New York: Guilford, 2011).

Janet Polivy, C. Peter Herman, “Dieting and Binging, A Causal Analysis”, American Psychologist (1985).

Глава 5. Почему ношение подделок заставляет нас мошенничать больше

Основано на:

Francesca Gino, Michael I. Norton, and Dan Ariely, “The Counterfeit Self: The Deceptive Costs of Faking It”, Psychological Science (2010).

Рекомендуется для чтения:

Dan Ariely and Michael L. Norton, “How Actions Create – Not Just Reveal – Preferences”, Trends in Cognitive Sciences (2008).

Roy F. Baumeister, Kathleen D. Vohs, and Dianne M. Tice, “The Strength Model of Self-control”, Current Directions in Psychological Science (2007).

C. Peter Herman and Deborah Mack, “Restrained and Unrestrained Eating”, Journal of Personality (1975).

Глава 6. Самообман

Основано на:

Zoe Chance, Michael I. Norton, Francesca Gino, and Dan Ariely, “A Tem-poral View of the Costs and Benefits of Self-Deception”, Proceedings of the National Academy of Sciences (2011).

Рекомендуется для чтения:

Ziva Kunda, “The Case for Motivated Reasoning”, Psychological Bulletin (1990).

Danica Mijovicґ-Prelec and Dražen Prelec, “Self-deception as Self-Signal-ling: A Model and Experimental Evidence”, Philosophical Transactions of the Royal Society (2010).

Robert Trivers, “The Elements of a Scientific Theory of Self-Deception”, Annals of the New York Academy of Sciences (2000).

Глава 7. Креативность и нечестность

Основано на:

Edward J. Balleisen, “Suckers, Swindlers, and an Ambivalent State: A History of Business Fraud in America”, рукопись.

Shane Frederick, «Cognitive Reflection and Decision Making», Journal of Economic Perspectives (2005).

Michael S. Gazzaniga, “Consciousness and the Cerebral Hemispheres”, в книге The Cognitive Neurosciences, ред. Michael S. Gazzaniga (Cambridge, Mass.: MIT Press, 1995).

Francesca Gino and Dan Ariely, “The Dark Side of Creativity: Original Thin-kers Can Be More Dishonest”, Journal of Personality and Social Psychology (2011).

Ayelet Gneezy and Dan Ariely, “Don’t Get Mad, Get Even: On Consumers’ Revenge”, научная работа, Duke University (2010).

Richard Nisbett and Timothy DeCamp Wilson, “Telling More Than We Can Know: Verbal Reports on Mental Processes”, Psychological Review (1977).

Yaling Yang, Adrian Raine, Todd Lencz, Susan Bihrle, Lori Lacasse, and Patrick Colletti, “Prefrontal White Matter in Pathological Liars”, The British Journal of Psychiatry (2005).

Рекомендуется для чтения:

Jesse Preston and Daniel M. Wegner, “The Eureka Error: Inadvertent Plagiarism by Misattributions of Effort”, Journal of Personality and Social Psychology (2007).

Глава 8. Мошенничество как инфекция

Основано на:

Nicholas A. Christakis and James H. Fowler, Connected: The Surprising Power of Our Social Networks and How They Shape Our Lives (New York: Little, Brown, 2009).

Роберт Чалдини. Психология влияния: как научиться убеждать и добиваться успеха. М.: Эксмо, 2012.

Francesca Gino, Shahar Ayal, and Dan Ariely, “Contagion and Differen-tiation in Unethical Behavior: The Effect of One Bad Apple on the Barrel”, Psychological Science (2009).

George L. Kelling and James Q. Wilson, “Broken Windows: The Police and Neighborhood Safety”, The Atlantic (March 1982).

Nina Mazar, Kristina Shampanier, and Dan Ariely, “Probabilistic Price Promotions – When Retailing and Las Vegas Meet”, научная работа, Rot-man School of Management, University of Toronto (2011).

Рекомендуется для чтения:

Ido Erev, Paul Ingram, Ornit Raz, and Dror Shany, “Continuous Punish-ment and the Potential of Gentle Rule Enforcement”, Behavioural Processes (2010).

Глава 9. Обман при сотрудничестве

Основано на:

Melissa Bateson, Daniel Nettle, and Gilbert Roberts, “Cues of Being Watched Enhance Cooperation in a Real-World Setting”, Biology Letters (2006).

Francesca Gino, Shahar Ayal, and Dan Ariely, “Out of Sight, Ethically Fine? The Effects of Collaborative Work on Individuals’ Dishonesty”, научная работа (2009).

Janet Schwartz, Mary Frances Luce, and Dan Ariely, “Are Consumers Too Trusting? The Effects of Relationships with Expert Advisers”, Journal of Marketing Research (2011).

Рекомендуется для чтения:

Francesca Gino and Lamar Pierce, “Dishonesty in the Name of Equity”, Psychological Science (2009).

Uri Gneezy, “Deception: The Role of Consequences”, American Economic Review (2005).

Nina Mazar and Pankaj Aggarwal, “Greasing the Palm: Can Collectivism Promote Bribery?” Psychological Science (2011).

Scott S. Wiltermuth, “Cheating More When the Spoils Are Split”, Organi-zationalBehavior and Human Decision Processes (2011).

Глава 10. Полуоптимистическое окончание

Основано на:

Rachel Barkan, Dan Ariely, “Worse and Worst: Daily Dishonesty of Busi-nessmen and Politicians”, научная работа, Ben-Gurion University of the Negev, Israel (2008).