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Perverse effects of other-referenced performance goals in an information exchange context

(2012) JOURNAL OF BUSINESS ETHICS. 106(4). p.401-414
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Abstract
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.
Keywords
Interpersonally harmful behavior, MULTIPLE-GOAL, ACHIEVEMENT GOALS, ORIENTATION, MASTERY, TASK, MOTIVATION, BEHAVIOR, MODEL, WORK, Achievement goals, SATISFACTION, Information exchange, Tactical deception

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Citation

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Chicago
Poortvliet, P Marijn, Frederik Anseel, Onne Janssen, Nico W Van Yperen, and Evert Van de Vliert. 2012. “Perverse Effects of Other-referenced Performance Goals in an Information Exchange Context.” Journal of Business Ethics 106 (4): 401–414.
APA
Poortvliet, P. M., Anseel, F., Janssen, O., Van Yperen, N. W., & de Vliert, E. V. (2012). Perverse effects of other-referenced performance goals in an information exchange context. JOURNAL OF BUSINESS ETHICS, 106(4), 401–414.
Vancouver
1.
Poortvliet PM, Anseel F, Janssen O, Van Yperen NW, de Vliert EV. Perverse effects of other-referenced performance goals in an information exchange context. JOURNAL OF BUSINESS ETHICS. 2012;106(4):401–14.
MLA
Poortvliet, P Marijn, Frederik Anseel, Onne Janssen, et al. “Perverse Effects of Other-referenced Performance Goals in an Information Exchange Context.” JOURNAL OF BUSINESS ETHICS 106.4 (2012): 401–414. Print.
@article{3218740,
  abstract     = {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.},
  author       = {Poortvliet, P Marijn and Anseel, Frederik and Janssen, Onne and Van Yperen, Nico W and de Vliert, Evert Van},
  issn         = {0167-4544},
  journal      = {JOURNAL OF BUSINESS ETHICS},
  language     = {eng},
  number       = {4},
  pages        = {401--414},
  title        = {Perverse effects of other-referenced performance goals in an information exchange context},
  url          = {http://dx.doi.org/10.1007/s10551-011-1005-8},
  volume       = {106},
  year         = {2012},
}

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