Liars and Outliers (46 page)

Wason Selection Task
Peter C. Wason (1966), “Reasoning,” in B.M. Foss,
New Horizons in Psychology,
Penguin. Peter C. Wason and Diana Shapiro (1971), “Natural and Contrived Experience in a Reasoning Problem,”
Quarterly Journal of Experimental Psychology,
23:63–71.

better at solving
Leda Cosmides (1989), “The Logic of Social Exchange: Has Natural Selection Shaped How Humans Reason? Studies with the Wason Selection Task,”
Cognition,
31:187–276.

scans of the brains
Nicola Canessa, Alessandra Gorini, Stefano F. Cappa, Massimo Piattelli-Palmarini, Massimo Danna, Ferruccio Fazio, and Daniela Perani (2005), “The Effect of Social Context on Deductive Reasoning: An fMRI Study,”
Human Brain Mapping,
26:30–43.

we cooperate primarily
Natalie Henrich and Joseph Henrich (2007), “Evolutionary Theory and the Social Psychology of Human Cooperation,” in Joseph Henrich and Natalie Henrich, eds.,
Why Humans Cooperate: A Cultural and Evolutionary Explanation,
Oxford University Press: 35–74. Robert Boyd and Peter J. Richerson (1992), “Punishment Allows the Evolution of Cooperation (or Anything Else) in Sizable Groups,”
Ethology & Sociobiology,
13:171–95.

reputation information
Paul Resnick, Ko Kuwabara, Richard Zeckhauser, and Eric Friedman (2000), “Reputation Systems,”
Communications of the ACM,
43:45–8. Daniel Houser and John Wooders (2006), “Reputation in Auctions: Theory, and Evidence from eBay,”
Journal of Economics & Management Strategy,
15:353–69. Paul Resnick, Richard Zeckhauser, John Zwanson, and Kate Lockwood (2006), “The Value of Reputation on eBay: A Controlled Experiment,”
Experimental Economics,
9:79–101. Jian Yang, Xiaorhi Hu, and Han Zhang (2007), “Effects of a Reputation Feedback System on an Online Consumer-to-Consumer Auction Market,”
Decision Support Systems,
44:93–105.

eBay changed this
Max Sherry (30 Oct 2008), “eBay Feedback System Negative for Sellers,” suite101.com. Greg Kusch (8 Jan 2010), “Leaving Buyer Feedback on eBay (I'll Scratch Your Back. Will You Scratch Mine?),” Ezinearticles.com.

remember negative
Felicia Pratto and Oliver P. John (1991), “Automatic Vigilance: The Attention-Grabbing Power of Negative Social Information,”
Journal of Personality & Social Psychology,
61:380–91. Roy F. Baumeister, Ellen Bratslavsky, Catrin Finkenauer, and Kathleen D. Vohs (2001), “Bad Is Stronger Than Good,”
Review of General Psychology,
5:323–70. Tiffany A. Ito, Jeff T. Larsen, N. Kyle Smith, and John T. Cacioppo (1998), “Negative Information Weighs More Heavily on the Brain: The Negativity Bias in Evaluative Categorizations,”
Journal of Personality & Social Psychology
, 75:887–900. Elizabeth A. Kensinger (2007), “Negative Emotion Enhances Memory Accuracy: Behavioral and Neuroimaging Evidence,”
Current Directions in Psychological Science,
16:213–18.

theory that gossip
Peter J. Wilson (1974), “Filcher of Good Names: An Enquiry Into Anthropology and Gossip,”
Man, New Series,
9:93–102. Ronald S. Burt and Mark Knez (1995), “Kinds of Third-Party Effects on Trust,”
Rationality & Society,
7:255–92. Ralf D. Sommerfeld, Hans-Jurgen Krambeck, Dirk Semmann, and Manfred Milinski (2007), “Gossip as an Alternative for Direct Observation in Games of Indirect Reciprocity,”
Proceedings of the National Academy of Sciences of the United States of America,
104:17435–40. Robin I.M. Dunbar (22 Nov 1992), “Why Gossip Is Good for You,”
New Scientist,
28–31. Robin I.M. Dunbar (1996),
Grooming, Gossip and the Evolution of Language,
Harvard University Press.

whom to interact
Robin I.M. Dunbar (2004), “Gossip in Evolutionary Perspective,”
Review of General Psychology
, 8:100–10. Ralf D. Sommerfeld, Hans-Jurgen Krambeck, Dirk Semmann, and Manfred Milinski (2007), “Gossip as an Alternative for Direct Observation in Games of Indirect Reciprocity,”
Proceedings of the National Academy of Sciences of the United States of America,
104:17435–40.

establish group interests
Richard H. McAdams (1997), “The Origin, Development, and Regulation of Norms,”
Michigan Law Review,
96:338–433. Roy F. Baumeister, Liqing Zhang, and Kathleen D. Vohs (2004), “Gossip as Cultural Learning,”
Review of General Psychology
, 8:111–21.

gossip helps keep
Richard McAdams (1996), “Group Norms, Gossip, and Blackmail,”
University of Pennsylvania Law Review,
144:2237–92. Dirk Semmann, Hans-Jürgen Krambeck, and Manfred Milinski (2005), “Reputation Is Valuable Within and Outside One's Own Social Group,”
Behavioral Ecology & Sociobiology,
57:611–6. Bianca Beersma and Gerben A. Van Kleef (2011), “How the Grapevine Keeps You in Line: Gossip Increases Contributions to the Group,”
Social Psychological & Personality Science,
2:642–9.

Diamond merchants
Barak D. Richman (2002), “Community Enforcement of Informal Contracts: Jewish Diamond Merchants in New York,” Harvard Law School John M. Olin Center for Law, Economics and Business Discussion Paper Series, Paper 384.

a pair of eyes
Melissa Bateson, Daniel Nettle, and Gilbert Roberts (2006), “Cues of Being Watched Enhance Cooperation in a Real-World Setting,”
Biology Letters
, 2:212–4.

names and addresses
Arthur L. Beaman, Bonnel Kentz, Edward Diener, and Soren Svanum (1979), “Self-Awareness and Transgression in Children: Two Field Studies,”
Journal of Personality & Social Psychology,
37:1835–46.

There's a great word
Oliver Conway (22 Jun 2004), “Congo Word ‘Most Untranslatable,'”
BBC News.

Quakers would cooperate
Adrian Cadbury (2003), “Beliefs and Business: The Experience of Quaker Companies,” The Foundation of Lady Katherine Leveson. James Surowiecki (2004),
The Wisdom of Crowds,
Anchor. Steven Davison (2011), “The Double-Culture Period: Factors in Quaker Success,” unpublished manuscript.

Maghribi traders
Avner Greif (2008), “Contract Enforcement and Institutions among the Maghribi Traders: Refuting Edwards and Ogilvie,” SIEPR Discussion Paper 08–018, Stanford Institute for Economic Policy Research.

Robert Putnam
Robert Putnam (2007),
“E Pluribus Unum:
Diversity and Community in the Twenty-First Century,”
Scandinavian Political Studies,
30:137–74. Robert Putnam (2001),
Bowling Alone: The Collapse and Revival of American Community,
Touchstone/Simon & Schuster.

vestigial remnants
David Sally (2000), “A General Theory of Sympathy, Mind-Reading, and Social Interaction, with an Application to the Prisoners' Dilemma,”
Social Science Information,
39:567–643.

people who look like
Lisa M. DeBruine (2004), “Facial Resemblance Increases the Attractiveness of Same-Sex Faces More Than Other-Sex Faces,”
Proceedings of the Royal Society B: Biological Sciences,
271:2085–90. Lisa M. DeBruine (2005), “Trustworthy but Not Lust-Worthy: Context-Specific Effects of Facial Resemblance,”
Proceedings of the Royal Society B: Biological Sciences,
272:919–22. Lisa M. DeBruine, Benedict C. Jones, Anthony C. Little, and David I. Perrett (2008), “Social Perception of Facial Resemblance in Humans,”
Archives of Sexual Behavior,
27:64–77. Alexandra Alvergne, Elise Huchard, Damien Caillaud, Marie J. E. Charpentier, Joanna M. Setchell, Charlène Ruppli, Delphine Féjan, Laura Martinez, Guy Cowlishaw, and Michel Raymond (2009), “Human Ability to Recognize Kin Visually Within Primates,”
International Journal of Primatology,
30:199–210.

same accent
Shirley Lev-Ari and Boaz Keysar (2010), “Why Don't We Believe Non-Native Speakers? The Influence of Accent on Credibility,”
Journal of Experimental Social Psychology
, 46:1093–6.

change our patterns
Tanya L. Chartrand and John A. Bargh (1999), “The Chameleon Effect: The Perception-Behavior Link and Social Interaction,”
Journal of Personality & Social Psychology,
76:893–910. Jessica L. Lakin, Valerie E. Jefferis, Clara Michelle Cheng, and Tanya L. Chartrand (2003), “The Chameleon Effect As Social Glue: Evidence for the Evolutionary Significance of Nonconscious Mimicry,”
Journal of Nonverbal Behavior,
27:145–62. Tanya L. Chartrand and Rick van Baaren (2009), “Human Mimicry,”
Advances in Experimental Social Psychology,
41:219–74.

don't sound like
John Baugh (2010), “Linguistic Profiling,” in Sinfree Makoni, Geneva Smitherman, and Arnetha Ball, eds.,
Black Linguistics,
Routledge. Shiri Lev-Ari and Boaz Keysar (2010), “Why Don't We Believe Non-Native Speakers? The Influence of Accent on Credibility,”
Journal of Experimental Social Psychology,
46:1093–96.

how to cooperate
Ernst Fehr and Urst Fischbacher (2004), “Social Norms and Human Cooperation,”
Trends in Cognitive Sciences,
8:185–90.

Platinum Rule
Tony Alessandra and Michael J. O'Connor (1996),
The Platinum Rule: Discover the Four Basic Business Personalities—And How They Can Lead You to Success
, Warner Books.

reputation scale
Avinash Dixit and Barry Nalebuff (1991),
Thinking Strategically: The Competitive Edge in Business, Politics, and Everyday Life
, Norton, 144–61.

Criminals have signals
Diego Gambetta (2009),
Codes of the Underworld: How Criminals Communicate,
Princeton University Press.

Shared brand names
Jean Tirole (1996), “A Theory of Collective Reputations (with Applications to the Persistence of Corruption and to Firm Quality),”
Review of Economic Studies,
63:1–22.

Saudi Binladin Group
Holly Williams (20 Nov 2001), “Bin Laden Group Reputation Brief on Global Scale,”
PR Week UK
.

pay a premium
Stefano Castriota and Marco Delmastro (2009), “The Economics of Collective Reputation: Minimum Quality Standards, Vertical Differentiation, and Optimal Group Size,” American Association of Wine Economists Working Paper 50.

more reputable producer
Stuart Landon and Constance E. Smith (1998), “Quality Expectations, Reputation, and Price,”
Southern Economic Journal,
64:628–47. Olivier Gergaud and Florine Livat (2004), “Team versus Individual Reputations: A Model of Interaction and Some Empirical Evidence,” Cahiers de la Maison des Sciences Economiques, No. bla04015.

cultivate their brand
Smooch Reynolds (Dec 2002), “Career Branding: Is There Really Such a Concept?”
Public Relations Tactics,
9:7,22.

A small complaint
Daniel J. Solove (2007),
The Future of Reputation: Gossip, Rumor, and Privacy on the Internet
, Yale University Press.

isn't an effective
Daniel Balliet, Laetitia B. Mulder, and Paul A.M. Van Lange (2011), “Reward, Punishment, and Cooperation: A Meta-Analysis,”
Psychological Bulletin,
137:594–615.

Maine lobstermen
James M. Acheson (Apr 1972), “Territories of the Lobstermen,”
Natural History Magazine
, 81 (4): 60–9.

Shame is a common
Thomas J. Scheff (2000), “Shame and the Social Bond: A Sociological Theory,”
Sociological Theory,
18:84–99.

excessive CEO pay
Sandeep Gopalan (2007), “Shame Sanctions and Excessive CEO Pay,”
Delaware Journal of Corporate Law,
32:757–97.

Informal punishments
Marc Galanter and David Luban (1993), “Poetic Justice: Punitive Damages and Legal Pluralism,”
The American University Law Review,
42:1393–1463.

bad apples diminishes
Jaap W. Ouwerkerk, Paul A.M. van Lange, Marcello Gallucci, and Norbert L. Kerr (2004), “Avoiding the Social Death Penalty: Ostracism and Cooperation in Social Dilemmas,” Presentation at the 7th Annual Sydney Symposium of Social Psychology: “The Social Outcast: Ostracism, Social Exclusion, Rejection, and Bullying,” 15–18 Mar, 2004. Norbert L. Kerr, Ann C. Rumble, Ernest S. Park, Jaap W. Ourwerkerk, Craig D. Parks, Marcello Gallucci, and Paul A.M. van Lange (2009), “'How Many Bad Apples Does It Take to Spoil the Whole Barrel?’ Social Exclusion and Toleration for Bad Apples,”
Journal of Experimental Social Psychology,
45:603–13.

if Alice kills Bob
Napoleon A. Chagnon (1988), “Life Histories, Blood Revenge, and Warfare in a Tribal Population,”
Science, New Series,
239:985–92. Jon Elster (1990), “Norms of Revenge,”
Ethics,
100:862–85.

Nazis instituted this
Robert Loeffel (2007), “Sippenhaft, Terror and Fear in Nazi Germany: Examining One Facet of Terror in the Aftermath of the Plot of 20 July 1944,”
Contemporary European History,
16:51–69.

various cultures
Jon Elster (1990), “Norms of Revenge,”
Ethics,
100:862–85. Stephen D. White (1986), “Feuding and Peace-Making in the Touraine Around the Year 1100,”
Traditio,
42:195–263. Trevor Dean (1997), “Marriage and Mutilation: Vendetta in Late Medieval Italy,”
Past & Present,
157:3–36. Joel T. Rosenthal (1966), “Marriage and the Blood Feud in ‘Heroic’ Europe,”
The British Journal of Sociology,
17:133–44.