HKS Affiliated Authors

Jesse Isidor Straus Professor of Business Administration, HBS

Additional Authors:

  • Francesca Gino
  • Ashley Whillans


Signing at the beginning versus at the end does not decrease dishonesty. Ashley Whillans, Max Bazerman, Francesca Gino, 2020, Paper, "Honest reporting is essential for society to function well. However, people frequently lie when asked to provide information, such as misrepresenting their income to save money on taxes. A landmark finding published in PNAS [L. L. Shu, N. Mazar, F. Gino, D. Ariely, M. H. Bazerman, Proc. Natl. Acad. Sci. U.S.A. 109, 15197–15200 (2012)] provided evidence for a simple way of encouraging honest reporting: asking people to sign a veracity statement at the beginning instead of at the end of a self-report form. Since this finding was published, various government agencies have adopted this practice. However, in this project, we failed to replicate this result. Across five conceptual replications (n = 4,559) and one highly powered, preregistered, direct replication (n = 1,235) conducted with the authors of the originalpaper,weobservednoeffectofsigningfirstonhonestreporting. Given the policy applications of this result, it is important to update the scientific record regarding the veracity of these results." Link