Shaul Shalvi
Biographic Data
| ID | 119724 |
|---|---|
| NAME | Shaul Shalvi |
| GIVEN NAMES | Shaul |
| FAMILY NAME | Shalvi |
| SIGNATURE | SHALVI S |
| AFFILIATIONS | University of Amsterdam |
| ORCID | 0000-0003-2225-7352 |
| VERIFIED | Yes |
| TOTAL WORKS | 31 |
| TOTAL CITATIONS | 105 |
| AUTHOR COUNT | 31 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 2009 |
| LATEST PUBLICATION YEAR | 2026 |
| H-INDEX | 6 |
Competition modulates buyers’ reaction to sellers’ cheap talk
Guilt drives prosociality across 20 countries
The obligation to obey the law: Exploring National Differences
People vary in the extent to which they generally feel obligated to obey the law. The Obligation to Obey the Law (OOL) plays a major role in how people respond to legal rules and whether they comply or violate such rules. Most existing research on OOL has been non-comparative. The present paper explores national differences in OOL by analyzing data from a survey conducted among a convenience sample ( n = 716) of law students in the Netherlands, t…
Choosing not to see: Visual inattention as a method of information avoidance
People rely on a number of methods to avoid information that would compel them to change their beliefs or behaviors. However, it remains unclear whether people use visual inattention as a method of information avoidance. In three eye-tracking experiments, we test the hypothesis that people avoid visual information by strategically suppressing and facilitating visual attention depending on where desired and avoided information is likely to appear.…
Honesty oaths for rule-following
Ignorance by choice: A meta-analytic review of the underlying motives of willful ignorance and its consequences
People sometimes avoid information about the impact of their actions as an excuse to be selfish. Such "willful ignorance" reduces altruistic behavior and has detrimental effects in many consumer and organizational contexts. We report the first meta-analysis on willful ignorance, testing the robustness of its impact on altruistic behavior and examining its underlying motives. We analyze 33,603 decisions made by 6,531 participants in 56 different t…
Giving (in) to help an identified person
People give more to a person in need when this person's identity is known. Such altruistic behaviors may arise from a genuine concern for the person, leading people to give. Alternatively, altruistic behavior may also arise from one's attempt to reduce the guilt of not giving, leading people to give in. Is the increased altruism towards an identified (vs. unidentified) charity recipient driven by a genuine concern for the person or by guilt? The …
(Dis)honesty in the face of uncertain gains or losses
We examine dishonest behavior in the face of potential uncertain gains and losses in three pre-studies (N = 150, N = 225, N = 188) and a main study (N = 240). Ample research has shown that people cheat when presented with the opportunity. We use a die-under-cup paradigm, in which participants could dishonestly report a private die roll and thereby increase the odds to obtain a desired outcome. Results showed that the framing of the uncertain situ…
Collaborative dishonesty: A meta-analytic review
10,923). We provide an overview of all tasks used to measure collaborative dishonesty, and inform theory by conducting moderation analyses. Results reveal that collaborative dishonesty is higher (a) when financial incentives are high, (b) in lab than field studies, (c) when third parties experience no negative consequences, (d) in the absence of experimental deception, and (e) when groups consist of more males and (f) younger individuals. Further…
Leaving with something: When do people experience an equity–efficiency conflict
When allocating resources, people often have to resolve a conflict between equity and efficiency concerns. That is, sometimes for everyone to receive the same amount of resources, some resources must be used suboptimally. However, it is unclear whether and how people account for the impact their allocation decisions would have on the recipients' outcome. In three experiments, we examine how the amount of resources allocated to the recipients infl…
Uncertain lies: How payoff uncertainty affects dishonesty
Loss framing increases self-serving mistakes (but does not alter attention)
Group moral discount: Diffusing blame when judging group members
People lie more when they work as a group rather than alone. However, do people suspect and morally evaluate groups and individuals differently when they are suspiciously successful? In four experiments, we examine whether (a) suspiciously successful individuals and groups are judged and punished differently and (b) individual group members are judged differently from the group as one unit. Results suggest that people suspect successful groups an…
What Provides Justification for Cheating—Producing or Observing Counterfactuals
When people can profit financially by lying, they do so to the extent to which they can justify their lies. One type of justification is the observation and production of desirable counterfactual information. Here, we disentangle observing and producing of desired counterfactuals and test whether the mere observation is sufficient or whether one actually needs to produce the information in order to justify lying. By employing a modified version o…
The effects of extreme rituals on moral behavior: The performers-observers gap hypothesis
Shame closely tracks the threat of devaluation by others, even across cultures
Significance Prominent theories of shame hold that shame is inherently maladaptive. However, direct tests of the fit between shame and its probable target domain have not previously been conducted. Here we test the alternative hypothesis that shame, although unpleasant (like pain), serves the adaptive function of defending against the social devaluation that results when negative information reaches others—by deterring actions that would lead to …
Rule orientation and behavior: Development and validation of a scale measuring individual acceptance of rule violation
There is individual variation in the extent to which individuals believe it is acceptable to violate legal rules. However, we lack a specific measure that assesses this key internal element of legal decision-making and offending. This article describes the development, validation, and testing of the Rule Orientation scale. At its core, the construct captures the extent to which one thinks about rules in a rigid, rule-oriented manner or in a manne…
Self-Serving Justifications: Doing Wrong and Feeling Moral
Unethical behavior by “ordinary” people poses significant societal and personal challenges. We present a novel framework centered on the role of self-serving justification to build upon and advance the rapidly expanding research on intentional unethical behavior of people who value their morality highly. We propose that self-serving justifications emerging before and after people engage in intentional ethical violations mitigate the threat to the…
The collaborative roots of corruption
Significance Recent financial scandals highlight the devastating consequences of corruption. While much is known about individual immoral behavior, little is known about the collaborative roots of curruption. In a novel experimental paradigm, people could adhere to one of two competing moral norms: collaborate vs. be honest. Whereas collaborative settings may boost honesty due to increased observability, accountability, and reluctance to force ot…
I cheated, but only a little”: Partial confessions to unethical behavior
Confessions are people's way of coming clean, sharing unethical acts with others. Although confessions are traditionally viewed as categorical-one either comes clean or not-people often confess to only part of their transgression. Such partial confessions may seem attractive, because they offer an opportunity to relieve one's guilt without having to own up to the full consequences of the transgression. In this article, we explored the occurrence,…
The Truth Comes Naturally! Does It
Does the truth come naturally? And by implication, does this mean that a lie may not come as naturally as the truth? Truth-Default Theory and the Information Manipulation Theory 2 diverge in their opinion on whether people's natural response is to lie or tell the truth. In line with Truth-Default Theory, cognitive psychology research supports the notion that the truth is the default in human communication. Information Manipulation Theory 2 holds …
Being Honest About Dishonesty: Correlating Self-Reports and Actual Lying
Does everybody lie? A dominant view is that lying is part of everyday social interaction. Recent research, however, has claimed, that robust individual differences exist, with most people reporting that they do not lie, and only a small minority reporting very frequent lying. In this study, we found most people to subjectively report little or no lying. Importantly, we found self-reports of frequent lying to positively correlate with real-life ch…
Pay to walk away: Prevention buyers prefer to avoid negotiation
Honesty Requires Time (and Lack of Justifications)
Recent research suggests that refraining from cheating in tempting situations requires self-control, which indicates that serving self-interest is an automatic tendency. However, evidence also suggests that people cheat to the extent that they can justify their unethical behavior to themselves. To merge these different lines of research, we adopted a dual-system approach that distinguished between the intuitive and deliberative cognitive systems.…
In competitive interaction displays of red increase actors' competitive approach and perceivers' withdrawal
Being Honest About Dishonesty: Correlating Self-Reports and Actual Lying
Does everybody lie? A dominant view is that lying is part of everyday social interaction. Recent research, however, has claimed, that robust individual differences exist, with most people reporting that they do not lie, and only a small minority reporting very frequent lying. In this study, we found most people to subjectively report little or no lying. Importantly, we found self-reports of frequent lying to positively correlate with real-life ch…
Psychological distance boosts value-behavior correspondence in ultimatum bargaining and integrative negotiation
I cheated, but only a little”: Partial confessions to unethical behavior
Confessions are people's way of coming clean, sharing unethical acts with others. Although confessions are traditionally viewed as categorical-one either comes clean or not-people often confess to only part of their transgression. Such partial confessions may seem attractive, because they offer an opportunity to relieve one's guilt without having to own up to the full consequences of the transgression. In this article, we explored the occurrence,…
Getting stuck or stepping back: Effects of obstacles and construal level in the negotiation of creative solutions
Difficult issues in negotiation act as interfering forces but their effects on negotiation processes and outcomes are unclear. Perhaps facing such obstacles leads individuals to take a step back, attend to the big picture and, therefore, to be able to craft creative, mutually beneficial solutions. Alternatively, facing obstacles may lead negotiators to focus narrowly on the obstacle issue, so that they no longer consider issues simultaneously, an…
Loss framing increases self-serving mistakes (but does not alter attention)
The Truth Comes Naturally! Does It
Does the truth come naturally? And by implication, does this mean that a lie may not come as naturally as the truth? Truth-Default Theory and the Information Manipulation Theory 2 diverge in their opinion on whether people's natural response is to lie or tell the truth. In line with Truth-Default Theory, cognitive psychology research supports the notion that the truth is the default in human communication. Information Manipulation Theory 2 holds …
People avoid situations that enable them to deceive others
(Dis)honesty in the face of uncertain gains or losses
We examine dishonest behavior in the face of potential uncertain gains and losses in three pre-studies (N = 150, N = 225, N = 188) and a main study (N = 240). Ample research has shown that people cheat when presented with the opportunity. We use a die-under-cup paradigm, in which participants could dishonestly report a private die roll and thereby increase the odds to obtain a desired outcome. Results showed that the framing of the uncertain situ…
Rule orientation and behavior: Development and validation of a scale measuring individual acceptance of rule violation
There is individual variation in the extent to which individuals believe it is acceptable to violate legal rules. However, we lack a specific measure that assesses this key internal element of legal decision-making and offending. This article describes the development, validation, and testing of the Rule Orientation scale. At its core, the construct captures the extent to which one thinks about rules in a rigid, rule-oriented manner or in a manne…
Pay to walk away: Prevention buyers prefer to avoid negotiation
In competitive interaction displays of red increase actors' competitive approach and perceivers' withdrawal
What Provides Justification for Cheating—Producing or Observing Counterfactuals
When people can profit financially by lying, they do so to the extent to which they can justify their lies. One type of justification is the observation and production of desirable counterfactual information. Here, we disentangle observing and producing of desired counterfactuals and test whether the mere observation is sufficient or whether one actually needs to produce the information in order to justify lying. By employing a modified version o…
Uncertain lies: How payoff uncertainty affects dishonesty
Group moral discount: Diffusing blame when judging group members
People lie more when they work as a group rather than alone. However, do people suspect and morally evaluate groups and individuals differently when they are suspiciously successful? In four experiments, we examine whether (a) suspiciously successful individuals and groups are judged and punished differently and (b) individual group members are judged differently from the group as one unit. Results suggest that people suspect successful groups an…
The effects of extreme rituals on moral behavior: The performers-observers gap hypothesis
Choosing not to see: Visual inattention as a method of information avoidance
People rely on a number of methods to avoid information that would compel them to change their beliefs or behaviors. However, it remains unclear whether people use visual inattention as a method of information avoidance. In three eye-tracking experiments, we test the hypothesis that people avoid visual information by strategically suppressing and facilitating visual attention depending on where desired and avoided information is likely to appear.…
Giving (in) to help an identified person
People give more to a person in need when this person's identity is known. Such altruistic behaviors may arise from a genuine concern for the person, leading people to give. Alternatively, altruistic behavior may also arise from one's attempt to reduce the guilt of not giving, leading people to give in. Is the increased altruism towards an identified (vs. unidentified) charity recipient driven by a genuine concern for the person or by guilt? The …
Leaving with something: When do people experience an equity–efficiency conflict
When allocating resources, people often have to resolve a conflict between equity and efficiency concerns. That is, sometimes for everyone to receive the same amount of resources, some resources must be used suboptimally. However, it is unclear whether and how people account for the impact their allocation decisions would have on the recipients' outcome. In three experiments, we examine how the amount of resources allocated to the recipients infl…
Getting stuck or stepping back: Effects of obstacles and construal level in the negotiation of creative solutions
Difficult issues in negotiation act as interfering forces but their effects on negotiation processes and outcomes are unclear. Perhaps facing such obstacles leads individuals to take a step back, attend to the big picture and, therefore, to be able to craft creative, mutually beneficial solutions. Alternatively, facing obstacles may lead negotiators to focus narrowly on the obstacle issue, so that they no longer consider issues simultaneously, an…
The Neuropeptide Oxytocin Regulates Parochial Altruism in Intergroup Conflict Among Humans
Oxytocin and Intergroup Conflict Human society is organized into groups, such as those based on nationality or religion, which can lead to intergroup conflicts, with sometimes devastating consequences. Intergroup conflict engages a human behavior termed parochial altruism: For example, a soldier who fights against the enemy at risk to themselves to protect their country is a parochial altruist. De Dreu et al. (p. 1408 ; see the cover; see the New…
Psychological distance boosts value-behavior correspondence in ultimatum bargaining and integrative negotiation
Justified ethicality: Observing desired counterfactuals modifies ethical perceptions and behavior
Oxytocin promotes human ethnocentrism
Human ethnocentrism—the tendency to view one's group as centrally important and superior to other groups—creates intergroup bias that fuels prejudice, xenophobia, and intergroup violence. Grounded in the idea that ethnocentrism also facilitates within-group trust, cooperation, and coordination, we conjecture that ethnocentrism may be modulated by brain oxytocin, a peptide shown to promote cooperation among in-group members. In double-blind, place…
People avoid situations that enable them to deceive others
Honesty Requires Time (and Lack of Justifications)
Recent research suggests that refraining from cheating in tempting situations requires self-control, which indicates that serving self-interest is an automatic tendency. However, evidence also suggests that people cheat to the extent that they can justify their unethical behavior to themselves. To merge these different lines of research, we adopted a dual-system approach that distinguished between the intuitive and deliberative cognitive systems.…
In competitive interaction displays of red increase actors' competitive approach and perceivers' withdrawal
Pay to walk away: Prevention buyers prefer to avoid negotiation
I cheated, but only a little”: Partial confessions to unethical behavior
Confessions are people's way of coming clean, sharing unethical acts with others. Although confessions are traditionally viewed as categorical-one either comes clean or not-people often confess to only part of their transgression. Such partial confessions may seem attractive, because they offer an opportunity to relieve one's guilt without having to own up to the full consequences of the transgression. In this article, we explored the occurrence,…
The Truth Comes Naturally! Does It
Does the truth come naturally? And by implication, does this mean that a lie may not come as naturally as the truth? Truth-Default Theory and the Information Manipulation Theory 2 diverge in their opinion on whether people's natural response is to lie or tell the truth. In line with Truth-Default Theory, cognitive psychology research supports the notion that the truth is the default in human communication. Information Manipulation Theory 2 holds …
Being Honest About Dishonesty: Correlating Self-Reports and Actual Lying
Does everybody lie? A dominant view is that lying is part of everyday social interaction. Recent research, however, has claimed, that robust individual differences exist, with most people reporting that they do not lie, and only a small minority reporting very frequent lying. In this study, we found most people to subjectively report little or no lying. Importantly, we found self-reports of frequent lying to positively correlate with real-life ch…
Self-Serving Justifications: Doing Wrong and Feeling Moral
Unethical behavior by “ordinary” people poses significant societal and personal challenges. We present a novel framework centered on the role of self-serving justification to build upon and advance the rapidly expanding research on intentional unethical behavior of people who value their morality highly. We propose that self-serving justifications emerging before and after people engage in intentional ethical violations mitigate the threat to the…
The collaborative roots of corruption
Significance Recent financial scandals highlight the devastating consequences of corruption. While much is known about individual immoral behavior, little is known about the collaborative roots of curruption. In a novel experimental paradigm, people could adhere to one of two competing moral norms: collaborate vs. be honest. Whereas collaborative settings may boost honesty due to increased observability, accountability, and reluctance to force ot…
Shame closely tracks the threat of devaluation by others, even across cultures
Significance Prominent theories of shame hold that shame is inherently maladaptive. However, direct tests of the fit between shame and its probable target domain have not previously been conducted. Here we test the alternative hypothesis that shame, although unpleasant (like pain), serves the adaptive function of defending against the social devaluation that results when negative information reaches others—by deterring actions that would lead to …
Rule orientation and behavior: Development and validation of a scale measuring individual acceptance of rule violation
There is individual variation in the extent to which individuals believe it is acceptable to violate legal rules. However, we lack a specific measure that assesses this key internal element of legal decision-making and offending. This article describes the development, validation, and testing of the Rule Orientation scale. At its core, the construct captures the extent to which one thinks about rules in a rigid, rule-oriented manner or in a manne…
What Provides Justification for Cheating—Producing or Observing Counterfactuals
When people can profit financially by lying, they do so to the extent to which they can justify their lies. One type of justification is the observation and production of desirable counterfactual information. Here, we disentangle observing and producing of desired counterfactuals and test whether the mere observation is sufficient or whether one actually needs to produce the information in order to justify lying. By employing a modified version o…
The effects of extreme rituals on moral behavior: The performers-observers gap hypothesis
Group moral discount: Diffusing blame when judging group members
People lie more when they work as a group rather than alone. However, do people suspect and morally evaluate groups and individuals differently when they are suspiciously successful? In four experiments, we examine whether (a) suspiciously successful individuals and groups are judged and punished differently and (b) individual group members are judged differently from the group as one unit. Results suggest that people suspect successful groups an…
Uncertain lies: How payoff uncertainty affects dishonesty
Loss framing increases self-serving mistakes (but does not alter attention)
Leaving with something: When do people experience an equity–efficiency conflict
When allocating resources, people often have to resolve a conflict between equity and efficiency concerns. That is, sometimes for everyone to receive the same amount of resources, some resources must be used suboptimally. However, it is unclear whether and how people account for the impact their allocation decisions would have on the recipients' outcome. In three experiments, we examine how the amount of resources allocated to the recipients infl…
Collaborative dishonesty: A meta-analytic review
10,923). We provide an overview of all tasks used to measure collaborative dishonesty, and inform theory by conducting moderation analyses. Results reveal that collaborative dishonesty is higher (a) when financial incentives are high, (b) in lab than field studies, (c) when third parties experience no negative consequences, (d) in the absence of experimental deception, and (e) when groups consist of more males and (f) younger individuals. Further…
(Dis)honesty in the face of uncertain gains or losses
We examine dishonest behavior in the face of potential uncertain gains and losses in three pre-studies (N = 150, N = 225, N = 188) and a main study (N = 240). Ample research has shown that people cheat when presented with the opportunity. We use a die-under-cup paradigm, in which participants could dishonestly report a private die roll and thereby increase the odds to obtain a desired outcome. Results showed that the framing of the uncertain situ…
Ignorance by choice: A meta-analytic review of the underlying motives of willful ignorance and its consequences
People sometimes avoid information about the impact of their actions as an excuse to be selfish. Such "willful ignorance" reduces altruistic behavior and has detrimental effects in many consumer and organizational contexts. We report the first meta-analysis on willful ignorance, testing the robustness of its impact on altruistic behavior and examining its underlying motives. We analyze 33,603 decisions made by 6,531 participants in 56 different t…
Psychology (28 works) · Social Psychology (26 works) · Psychology of Moral and Emotional Judgment (18 works) · Social Psychology (14 works) · Experimental Behavioral Economics Studies (13 works) · Political science (10 works) · Economics (7 works) · Law (6 works) · Cheating (5 works) · Cognitive psychology (5 works)