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White lies / Sanjiv Erat in Management science, Vol. 58 N° 4 (Avril 2012) 

Public ISBD [article]  in Management science > Vol. 58 N° 4 (Avril 2012) . - pp. 723-733 Titre : White lies Type de document : texte imprimé Auteurs : Sanjiv Erat, Auteur ; Uri Gneezy, Auteur Année de publication : 2012 Article en page(s) : pp. 723-733 Note générale : Management Langues : Anglais (eng) Mots-clés : Deception  Lies  Cheap  talk  Experiments Résumé : In this paper we distinguish between two types of white lies: those that help others at the expense of the person telling the lie, which we term altruistic white lies, and those that help both others and the liar, which we term Pareto white lies. We find that a large fraction of participants are reluctant to tell even a Pareto white lie, demonstrating a pure lie aversion independent of any social preferences for outcomes. In contrast, a nonnegligible fraction of participants are willing to tell an altruistic white lie that hurts them a bit but significantly helps others. Comparing white lies to those where lying increases the liar's payoff at the expense of another reveals important insights into the interaction of incentives, lying aversion, and preferences for payoff distributions. Finally, in line with previous findings, women are less likely to lie when it is costly to the other side. Interestingly though, we find that women are more likely to tell an altruistic lie. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/4/723.abstract [article] White lies [texte imprimé] / Sanjiv Erat, Auteur ; Uri Gneezy, Auteur . - 2012 . - pp. 723-733. Management Langues : Anglais (eng) in Management science > Vol. 58 N° 4 (Avril 2012) . - pp. 723-733 Mots-clés : Deception  Lies  Cheap  talk  Experiments Résumé : In this paper we distinguish between two types of white lies: those that help others at the expense of the person telling the lie, which we term altruistic white lies, and those that help both others and the liar, which we term Pareto white lies. We find that a large fraction of participants are reluctant to tell even a Pareto white lie, demonstrating a pure lie aversion independent of any social preferences for outcomes. In contrast, a nonnegligible fraction of participants are willing to tell an altruistic white lie that hurts them a bit but significantly helps others. Comparing white lies to those where lying increases the liar's payoff at the expense of another reveals important insights into the interaction of incentives, lying aversion, and preferences for payoff distributions. Finally, in line with previous findings, women are less likely to lie when it is costly to the other side. Interestingly though, we find that women are more likely to tell an altruistic lie. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/4/723.abstract