Self-deception as self-signalling: a model and experimental evidence
Self-deception has long been the subject of speculation and controversy in psychology, evolutionary biology and philosophy. According to an influential 'deflationary' view, the concept is an over-interpretation of what is in reality an instance of motivationally biased judgement. The oppos...
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| Published in | Philosophical transactions of the Royal Society of London. Series B. Biological sciences Vol. 365; no. 1538; pp. 227 - 240 |
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| Main Authors | , |
| Format | Journal Article |
| Language | English |
| Published |
England
The Royal Society
27.01.2010
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| Subjects | |
| Online Access | Get full text |
| ISSN | 0962-8436 1471-2970 1471-2970 |
| DOI | 10.1098/rstb.2009.0218 |
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| Abstract | Self-deception has long been the subject of speculation and controversy in psychology, evolutionary biology and philosophy. According to an influential 'deflationary' view, the concept is an over-interpretation of what is in reality an instance of motivationally biased judgement. The opposite view takes the interpersonal deception analogy seriously, and holds that some part of the self actively manipulates information so as to mislead the other part. Building on an earlier self-signalling model of Bodner and Prelec, we present a game-theoretic model of self-deception. We propose that two distinct mechanisms collaborate to produce overt expressions of belief: a mechanism responsible for action selection (including verbal statements) and an interpretive mechanism that draws inferences from actions and generates emotional responses consistent with the inferences. The model distinguishes between two modes of self-deception, depending on whether the self-deceived individual regards his own statements as fully credible. The paper concludes with a new experimental study showing that self-deceptive judgements can be reliably and repeatedly elicited with financial incentives in a categorization task, and that the degree of self-deception varies with incentives. The study also finds evidence of the two forms of self-deception. The psychological benefits of self-deception, as measured by confidence, peak at moderate levels. |
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| AbstractList | Self-deception has long been the subject of speculation and controversy in psychology, evolutionary biology and philosophy. According to an influential ‘deflationary’ view, the concept is an over-interpretation of what is in reality an instance of motivationally biased judgement. The opposite view takes the interpersonal deception analogy seriously, and holds that some part of the self actively manipulates information so as to mislead the other part. Building on an earlier self-signalling model of Bodner and Prelec, we present a game-theoretic model of self-deception. We propose that two distinct mechanisms collaborate to produce overt expressions of belief: a mechanism responsible for action selection (including verbal statements) and an interpretive mechanism that draws inferences from actions and generates emotional responses consistent with the inferences. The model distinguishes between two modes of self-deception, depending on whether the self-deceived individual regards his own statements as fully credible. The paper concludes with a new experimental study showing that self-deceptive judgements can be reliably and repeatedly elicited with financial incentives in a categorization task, and that the degree of self-deception varies with incentives. The study also finds evidence of the two forms of self-deception. The psychological benefits of self-deception, as measured by confidence, peak at moderate levels. Self-deception has long been the subject of speculation and controversy in psychology, evolutionary biology and philosophy. According to an influential 'deflationary' view, the concept is an over-interpretation of what is in reality an instance of motivationally biased judgement. The opposite view takes the interpersonal deception analogy seriously, and holds that some part of the self actively manipulates information so as to mislead the other part. Building on an earlier self-signalling model of Bodner and Prelec, we present a game-theoretic model of self-deception. We propose that two distinct mechanisms collaborate to produce overt expressions of belief: a mechanism responsible for action selection (including verbal statements) and an interpretive mechanism that draws inferences from actions and generates emotional responses consistent with the inferences. The model distinguishes between two modes of self-deception, depending on whether the self-deceived individual regards his own statements as fully credible. The paper concludes with a new experimental study showing that self-deceptive judgements can be reliably and repeatedly elicited with financial incentives in a categorization task, and that the degree of self-deception varies with incentives. The study also finds evidence of the two forms of self-deception. The psychological benefits of self-deception, as measured by confidence, peak at moderate levels.Self-deception has long been the subject of speculation and controversy in psychology, evolutionary biology and philosophy. According to an influential 'deflationary' view, the concept is an over-interpretation of what is in reality an instance of motivationally biased judgement. The opposite view takes the interpersonal deception analogy seriously, and holds that some part of the self actively manipulates information so as to mislead the other part. Building on an earlier self-signalling model of Bodner and Prelec, we present a game-theoretic model of self-deception. We propose that two distinct mechanisms collaborate to produce overt expressions of belief: a mechanism responsible for action selection (including verbal statements) and an interpretive mechanism that draws inferences from actions and generates emotional responses consistent with the inferences. The model distinguishes between two modes of self-deception, depending on whether the self-deceived individual regards his own statements as fully credible. The paper concludes with a new experimental study showing that self-deceptive judgements can be reliably and repeatedly elicited with financial incentives in a categorization task, and that the degree of self-deception varies with incentives. The study also finds evidence of the two forms of self-deception. The psychological benefits of self-deception, as measured by confidence, peak at moderate levels. |
| Author | Prelec, Draz̆en Mijovi -Prelec, Danica |
| AuthorAffiliation | 1 Sloan School of Management and Neuroeconomics Center, MIT, Cambridge, MA 02139 , USA 2 Department of Economics, MIT, Cambridge, MA 02139 , USA 3 Department of Brain and Cognitive Sciences, MIT, Cambridge, MA 02139 , USA |
| AuthorAffiliation_xml | – name: 1 Sloan School of Management and Neuroeconomics Center, MIT, Cambridge, MA 02139 , USA – name: 3 Department of Brain and Cognitive Sciences, MIT, Cambridge, MA 02139 , USA – name: 2 Department of Economics, MIT, Cambridge, MA 02139 , USA |
| Author_xml | – sequence: 1 givenname: Danica surname: Mijovi -Prelec fullname: Mijovi -Prelec, Danica email: mijovic@mit.edu organization: Sloan School of Management and Neuroeconomics Center, MIT, Cambridge, MA 02139, USA – sequence: 2 givenname: Draz̆en surname: Prelec fullname: Prelec, Draz̆en organization: Sloan School of Management and Neuroeconomics Center, MIT, Cambridge, MA 02139, USA |
| BackLink | https://www.ncbi.nlm.nih.gov/pubmed/20026461$$D View this record in MEDLINE/PubMed |
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| SubjectTerms | Behavioural Economics Deception Discounting Economic models Emotions - physiology Experimentation Financial incentives Game Theory Humans Models, Psychological Motivated Reasoning Motivation Motivation - physiology Multiple Selves Over-Optimism Paradoxes Psychology Reasoning Self Self Concept Self deception Self-Signalling |
| Title | Self-deception as self-signalling: a model and experimental evidence |
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