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

P Marijn Poortvliet; Frederik Anseel; Onne Janssen; Nico W Van Yperen; Evert Van de Vliert

doi:10.1007/s10551-011-1005-8

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

P Marijn Poortvliet, Frederik Anseel, Onne Janssen, Nico W Van Yperen, Evert Van de Vliert

King's Business School

Research output: Contribution to journal › Article › peer-review

38 Citations (Scopus)

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.

Original language	English
Pages (from-to)	401-414
Number of pages	14
Journal	JOURNAL OF BUSINESS ETHICS
Volume	106
Issue number	4
DOIs	https://doi.org/10.1007/s10551-011-1005-8
Publication status	Published - Apr 2012

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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.",

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AU - de Vliert, Evert Van

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

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