Goal setting as a motivator of unethical behavior

Maurice E. Schweitzer; Lisa Ordóñez; Bambi Douma

doi:10.2307/20159591

Goal setting as a motivator of unethical behavior

Maurice E. Schweitzer, Lisa Ordóñez, Bambi Douma

Management and Organizations

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

480 Scopus citations

Abstract

We explored the role of goal setting in motivating unethical behavior in a laboratory experiment. We found that people with unmet goals were more likely to engage in unethical behavior than people attempting to do their best. This relationship held for goals both with and without economic incentives. We also found that the relationship between goal setting and unethical behavior was particularly strong when people fell just short of reaching their goals.

Original language	English (US)
Pages (from-to)	422-432
Number of pages	11
Journal	Academy of Management Journal
Volume	47
Issue number	3
DOIs	https://doi.org/10.2307/20159591
State	Published - Jun 2004

ASJC Scopus subject areas

Business and International Management
General Business, Management and Accounting
Strategy and Management
Management of Technology and Innovation

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10.2307/20159591

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Goal setting as a motivator of unethical behavior

Abstract

ASJC Scopus subject areas

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