Why Don’t People Lie More? Truth Is (Wrongly) Believed To Be More Persuasive
通过调查和实验室实验，发现人们错误地认为真话比谎言更有说服力，这导致即使有撒谎激励，多数人仍选择说真话，但若无需说服他人，则会按激励撒谎。
Abstract Is truth believed to be more persuasive than falsehood? This paper explores this question using a series of experiments. First, a survey experiment reveals that participants consistently believe the persuasive power of truthful messages is higher than that of lies. Second, two laboratory experiments, in which senders record truthful and false video messages about news events, show that senders mistakenly believe their truthful messages will be more believable. Even when incentivized to lie, most senders choose to tell the truth—if tasked with persuading receivers. If not, however, most senders follow the incentives and lie.