GOAL SETTING AS A MOTIVATOR OF UNETHICAL BEHAVIOR.

• DOI: 10.2307/20159591
• Publication Date: 2010-04-28T12:46:07Z
• Authors: M. E. Schweitzer; L. Ordonez; B. Douma
• Keywords: Organizational Behavior

We explored the role of goal setting in motivating unethical behavior a laboratory experiment. found that people with unmet goals were more likely to engage than attempting do their best. This relationship held for both and without economic incentives. also between was particularly strong when fell just short reaching goals. A substantial literature has documented benefits In general, exert effort work persistently attain difficult they attempt less or “do best” (Locke & Latham, 1990). is so become an important part motivation theory management education (Ambrose Kulik, 1999). fact, Locke Latham (1990) contended might be most effective managerial tool available. several organizational settings, however, use been associated “cooked books” false sales reports (e.g., Degeorge, Patel, Zeckhauser, 1999; Jensen, 2001). this work, we identify important, unintended consequence Our results demonstrate that, addition constructive effort, motivates fall argue while can used constructively, it must cautiously.