Management Papers
Document Type
Technical Report
Date of this Version
8-2002
Publication Source
Academy of Management Proceedings
DOI
10.5465/APBPP.2002.7517522
Abstract
A substantial literature has demonstrated that goal setting improves task performance (Locke & Latham, 1990). In this article we explore the proposition that challenging goals motivate not only constructive behavior, but also unethical behavior such as lying and cheating. We conducted eight scenario studies and an anagram experiment, and find support for our thesis. Respondents rated individuals with unmet goals as significantly more likely to engage in unethical behavior than similar individuals attempting to do their best or with met goals. Similarly, participants in the goal conditions in our experiment were significantly more likely to misrepresent their productivity in an anagram task than were participants in the do your best condition. This relationship was particularly strong when people had reward rather than mere goals, and when people were just short of reaching the goal. We explain our results in terms of the reference point adoption process consistent with Prospect Theory (Kahneman & Tversky, 1979), and identify specific contributions to goal setting theory and management practice.
Copyright/Permission Statement
Originally published in the Academy of Management Proceedings © 2002 Academy of Management
This is a pre-publication version. The final version is available at http://dx.doi.org/10.5465/APBPP.2002.7517522
Keywords
decision making, ethics, organizational goals, strategic planning, motivation, employees, valuation, task performance, goal, job performance, professional ethics, employee motivation
Recommended Citation
Schweitzer, M. E., Ordóñez, L. D., & Douma, B. (2002). The Dark Side of Goal Setting: The Role of Goals in Motivating Unethical Decision Making. Academy of Management Proceedings, http://dx.doi.org/10.5465/APBPP.2002.7517522
Included in
Business Administration, Management, and Operations Commons, Business and Corporate Communications Commons, Business Intelligence Commons, Business Law, Public Responsibility, and Ethics Commons, Cognition and Perception Commons, Cognitive Psychology Commons, Experimental Analysis of Behavior Commons, Industrial and Organizational Psychology Commons, Management Information Systems Commons, Management Sciences and Quantitative Methods Commons, Organizational Behavior and Theory Commons, Social Psychology Commons, Strategic Management Policy Commons
Date Posted: 25 October 2018