Money in the Present Or Time in the Future?: How Switching Focus Makes People Honest

Francesca Gino, Harvard Business School, USA
Cassie Mogilner, University of Pennsylvania, USA
Across three studies, we demonstrate that priming people with money leads to increased cheating compared to a control condition, while priming people with time leads to reduced cheating. This effect is explained by the impact of these different primes on people’s focus on the present versus the future.
[ to cite ]:
Francesca Gino and Cassie Mogilner (2011) ,"Money in the Present Or Time in the Future?: How Switching Focus Makes People Honest", in NA - Advances in Consumer Research Volume 39, eds. Rohini Ahluwalia, Tanya L. Chartrand, and Rebecca K. Ratner, Duluth, MN : Association for Consumer Research, Pages: 232-233.