Low ranks make the difference: How achievement goals and ranking information affect cooperation intentions |
| |
Authors: | P Marijn Poortvliet Onne Janssen Evert Van de Vliert |
| |
Institution: | a Tilburg University, Warandelaan 2, P.O. Box 90153, 5000 Tilburg, The Netherlands b University of Groningen, The Netherlands |
| |
Abstract: | This investigation tested the joint effect of achievement goals and ranking information on information exchange intentions with a commensurate exchange partner. Results showed that individuals with performance goals were less inclined to cooperate with an exchange partner when they had low or high ranks, relative to when they had intermediate ranks. In contrast, mastery goal individuals showed weaker cooperation intentions when their ranks were higher. Moreover, participants’ reciprocity orientation was found to mediate this interaction effect of achievement goals and ranking information. These findings suggest that mastery goals are more beneficial for exchange relationships than performance goals in terms of stronger reciprocity orientation and cooperation intentions, but only among low-ranked individuals. |
| |
Keywords: | Achievement motivation Social comparison Cooperation Reciprocity Information exchange |
本文献已被 ScienceDirect 等数据库收录! |
|