Perverse Effects of Other-Referenced Performance Goals in an Information Exchange Context

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• 作者：P. Marijn Poortvliet (1) marijn.poortvliet@wur.nl
  Frederik Anseel (2)
  Onne Janssen (3)
  Nico W. Van Yperen (4)
  Evert Van de Vliert (4)
• 关键词：Achievement goals &#8211 ; Interpersonally harmful behavior &#8211 ; Information exchange &#8211 ; Tactical deception
• 刊名：Journal of Business Ethics
• 出版年：2012
• 出版时间：April 2012
• 年：2012
• 卷：106
• 期：4
• 页码：401-414
• 全文大小：258.6 KB
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• 作者单位：1. Communication Science Group, Wageningen University, P.O. Box 8130, 6700 EW Wageningen, The Netherlands2. Department of Personnel Management and Work and Organizational Psychology, Ghent University, Ghent, Belgium3. Department of Human Resource Management and Organizational Behavior, University of Groningen, Groningen, The Netherlands4. Department of Social and Organizational Psychology, University of Groningen, Groningen, The Netherlands
• 刊物类别：Humanities, Social Sciences and Law
• 刊物主题：Philosophy
  Ethics
  Economic Growth
  Management
  Quality of Life Research
  
• 出版者：Springer Netherlands
• ISSN：1573-0697

文摘

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.