Perverse Effects of Other-Referenced Performance Goals in an Information Exchange Context |
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| Authors: | P Marijn Poortvliet Frederik Anseel Onne Janssen Nico W Van Yperen Evert Van de Vliert |
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| Institution: | (1) Communication Science Group, Wageningen University, P.O. Box 8130, 6700 EW Wageningen, The Netherlands;(2) Department of Personnel Management and Work and Organizational Psychology, Ghent University, Ghent, Belgium;(3) Department of Human Resource Management and Organizational Behavior, University of Groningen, Groningen, The Netherlands;(4) Department of Social and Organizational Psychology, University of Groningen, Groningen, The Netherlands |
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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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