RT Article
T1 Perverse Effects of Other-Referenced Performance Goals in an Information Exchange Context
JF Journal of business ethics
VO 106
IS 4
SP 401
OP 414
A1 Poortvliet, P. Marijn
A1 Anseel, Frederik
A1 Janssen, Onne
A1 Yperen, Nico W. van 1960-
A1 Vliert, Evert van de 1940-
A2 Anseel, Frederik
A2 Janssen, Onne
A2 Yperen, Nico W. van 1960-
A2 Vliert, Evert van de 1940-
LA English
YR 2012
UL https://ixtheo.de/Record/1785644467
AB We argue and demonstrate that an emphasis on outperforming others may lead to perverse effects. Four studies show that assigning other-referenced performance goals, relative to self-referenced mastery goals, may lead to more interpersonally harmful behavior in an information exchange context. Results of Study 1 indicate that assigned performance goals lead to stronger thwarting behavior and less accurate information giving to an exchange partner than assigned mastery goals. Similarly, in Study 2 performance goal individuals more subtly deceived highly competent opponents relative to lowly competent opponents, who received more blatant treatment. Finally, Studies 3 and 4 show in methodologically complementary ways that tactical deception considerations may account for the interpersonally harmful behavior of performance goal individuals.
K1 Tactical deception
K1 Information Exchange
K1 Interpersonally harmful behavior
K1 Achievement goals
DO 10.1007/s10551-011-1005-8