The present research examines the impact of achievement goals on task-related information exchange. Studies 1 and 2 reveal that relative to those with mastery goals or no goal, individuals pursuing performance goals were less open in their information giving to exchange partners. Study 2 further clarifies this effect of achievement goals by showing that performance goals generate an exploitation orientation toward information exchange. Furthermore, relative to individuals with mastery goals or no goal, people pursuing performance goals enhanced their task performance by utilizing more high-quality information obtained from their exchange partner (Study 1) and protected their task performance by more rigorously disregarding received low-quality information (Study 2).
Anderman, E.M., Griesinger, T., & Westerfield, G. (1998). Motivation and cheating during early adolescence. Journal of Educational Psychology , 90, 84-93.
2.
Baron, R.M., & Kenny, D.A. (1986). The moderator—mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations . Journal of Personality and Social Psychology, 51, 1173-1182.
3.
Barron, K.E. & Harackiewicz, J.M. (2000). Achievement goals and optimal motivation: A multiple goals approach. In C. Sansone & J. M. Harackiewicz (Eds.), Intrinsic and extrinsic motivation: The search for optimal motivation and performance (pp. 229-254). San Diego, CA: Academic Press.
4.
Bowling, N.A., Beehr, T.A., & Swader, W.M. (2005). Giving and receiving social support at work: The roles of personality and reciprocity. Journal of Vocational Behavior, 67, 476-489.
Cohen, J., Cohen, P., West, S.G., & Aiken, L.S. (2003). Applied multiple regression/correlation analysis for the behavioral sciences (3rd ed.). Mahwah, NJ: Lawrence Erlbaum.
7.
Cotterell, N., Eisenberger, R., & Speicher, H. (1992). Inhibiting effects of reciprocation wariness on interpersonal relationships. Journal of Personality and Social Psychology, 62, 658-668.
8.
Darnon, C., Muller, D., Schrager, S.M., Pannuzzo, N., & Butera, F. (2006). Mastery and performance goals predict epistemic and relational conflict regulation. Journal of Educational Psychology, 98, 766-776.
9.
DeShon, R.P., & Gillespie, J.Z. (2005). A motivated action theory account of goal orientation. Journal of Applied Psychology , 90, 1096-1127.
10.
Deutsch, M. (1975). Equity, equality, and need: What determines which value will be used as the basis of distributive justice? Journal of Social Issues, 31, 137-149.
Eisenberger, R., Cotterell, N., & Marvel, J. (1987). Reciprocation ideology. Journal of Personality and Social Psychology, 53, 743-750.
13.
Elliot, A.J. (2005). A conceptual history of the achievement goal construct . In A. J. Elliot & C. S. Dweck (Eds.), Handbook of competence and motivation (pp. 52-72). New York: Guilford .
14.
Elliot, A.J., & Church, M.A. (1997). A hierarchical model of approach and avoidance motivation. Journal of Personality and Social Psychology, 72, 218-232.
15.
Elliot, A.J., McGregor, H.A. (2001). A 2 × 2 achievement goal framework. Journal of Personality and Social Psychology, 80, 501-519.
16.
Elliot, A.J., McGregor, H.A., & Gable, S. (1999). Achievement goals, study strategies, and exam performance: A mediational analysis. Journal of Educational Psychology, 91, 549-563.
17.
Elliot, A.J., & Reis, H.T. (2003). Attachment and exploration in adult-hood. Journal of Personality and Social Psychology, 85, 317-331.
18.
Gouldner, A.W. (1960). The norm of reciprocity: A preliminary statement . American Sociological Review, 25, 161-178.
19.
Harackiewicz, J.M., Barron, K.E., Pintrich, P.R., Elliot, A.J., & Thrash, T.M. (2002). Revision of achievement goal theory: Necessary and illuminating. Journal of Educational Psychology, 94, 638-645.
20.
Harackiewicz, J.M., & Sansone, C. (1991). Goals and intrinsic motivation: You can get there from here. In M. L. Maehr & P. R. Pintrich (Eds.), Advances in motivation and achievement (Vol. 7, pp. 21-49). Greenwich, CT: JAI Press.
21.
Insko, C.A., Schopler, J., Hoyle, R.H., Dardis, G.J., & Graetz, G.H. (1990). Individual—group discontinuity as a function of fear and greed. Journal of Personality and Social Psychology , 58, 68-79.
22.
Janssen, O., & Van Yperen, N.W. (2004). Employees' goal orientations, the quality of leader-member exchange, and the outcomes of job performance and job satisfaction. Academy of Management Journal, 47, 368-384.
23.
Johnson, D.W., & Johnson, F.P. (2000). Joining together: Group theory and group skills (7th ed.). Boston: Allyn & Bacon.
24.
Jones, E.E. (1998). Major developments in five decades of social psychology . In D. Gilbert, S. T. Fiske, & G. Lindzey (Eds.), The handbook of social psychology (4th ed., pp. 3-57). New York: McGraw-Hill .
25.
Kahneman, D., Knetsch, J.L., & Thaler, R.H. (1987). Fairness and the assumptions of economics. In R. M. Hogart & M. W. Reder (Eds.), Rational choice: The contrast between economics and psychology (pp. 101-116). Chicago: University of Chicago Press.
26.
Kurzban, R., McCabe, K., Smith, V.L., & Wilson, B.J. (2001). Incremental commitment and reciprocity in a real-time public goods game. Personality and Social Psychology Bulletin , 27, 1662-1673.
27.
LePine, J.A. (2005). Adaptation of teams in response to unforeseen change: Effects of goal difficulty and team composition in terms of cognitive ability and goal orientation. Journal of Applied Psychology , 90, 1153-1167.
28.
Levy, I., Kaplan, A., & Patrick, H. (2004). Early adolescents' achievement goals, social status, and attitudes towards cooperation with peers. Social Psychology of Education, 7, 127-159.
29.
Mayer, R.C., Davis, J.H., & Schoorman, F.D. (1995). An integrative model of organizational trust. Academy of Management Review, 20, 709-734.
30.
Messick, D.M., & McClintock, C.G. (1968). Motivational bases of choice in experimental games. Journal of Experimental Social Psychology , 4, 1-25.
31.
Midgley, C., Kaplan, A., & Middleton, M. (2001). Performance-approach goals: Good for what, for whom, under what circumstances, and at what cost? Journal of Educational Psychology, 93, 77-86.
32.
Miner, F.C. (1984). Group versus individual decision making: An investigation of performance measure, decision strategies, and process losses/gains. Organizational Behavior and Human Performance, 33, 112-124.
33.
Newstead, S.E., Franklyn-Stokes, A., & Armstead, P. (1996). Individual differences in student cheating. Journal of Educational Psychology, 88, 229-241.
34.
Nicholls, J.G. (1984). Achievement motivation: Conceptions of ability, subjective experience, task choice, and performance. Psychological Review, 91, 328-346.
35.
Ommundsen, Y., Roberts, G.C., Lemyre, P.N., & Treasure, D. (2003). Perceived motivational climate in male youth soccer: Relations to social—moral functioning, sportspersonship and team norm perceptions. Psychology of Sport and Exercise, 4, 397—413.
36.
Preacher, K.J., & Hayes, A.F. (2004). SPSS and SAS procedures for estimating indirect effects in simple mediation models. Behavior Research Methods, Instruments, & Computers, 36, 717-731.
37.
Ryckman, R.M., Thornton, B., Gold, J.A., & Burckle, M.A. (2002). Romantic relationships of hypercompetitive individuals . Journal of Social and Clinical Psychology, 21, 517-530.
38.
Shrout, P.E., & Bolger, N. (2002). Mediation in experimental and nonexperimental studies: New procedures and recommendations. Psychological Methods, 7, 422-445.
39.
Stapel, D.A., & Koomen, W. (2005). Competition, cooperation, and the effects of others on me. Journal of Personality and Social Psychology, 88, 1029-1038.
40.
Steele-Johnson, D., Beauregard, R.S., Hoover, P.B., & Schmidt, A.M. (2000). Goal orientation and task demand effects on motivation, affect, and performance. Journal of Applied Psychology, 85, 724-738.
41.
Van denBos, K. ( 2001). Uncertainty management: The influence of uncertainty salience on reactions to perceived procedural fairness. Journal of Personality and Social Psychology, 80, 931-941.
42.
Van deVliert, E. (1999). Cooperation and competition as partners. In W. Stroebe & M. Hewstone (Eds.), European Review of Social Psychology (pp. 231-257). Chichester, UK: Wiley.
43.
Van deVliert, E., & Janssen, O. (2002). “Better than” performance motives as roots of satisfaction across more and less developed countries. Journal of Cross-Cultural Psychology, 33, 380-397.
44.
VandeWalle, D. (2003). A goal orientation model of feedback-seeking behavior . Human Resource Management Review, 13, 581-604.
45.
VandeWalle, D., Cron, W.L., & Slocum, J.W. (2001). The role of goal orientation following performance feedback. Journal of Applied Psychology, 86, 629-640.
46.
Van Dijk, E., De Cremer, D., & Handgraaf, M.J.J. (2004). Social value orientations and the strategic use of fairness in ultimatum bargaining. Journal of Experimental Social Psychology, 40, 697-707.
47.
Van Lange, P.A.M., & Kuhlman, D.M. (1994). Social value orientations and impressions of partner's honesty and intelligence: A test of the might versus morality effect. Journal of Personality and Social Psychology, 67, 126-141.
48.
Van Yperen, N.W. (2003). Task interest and actual performance: The moderating effects of assigned and adopted purpose goals. Journal of Personality and Social Psychology, 85, 1006-1015.
49.
Van Yperen, N.W. (2006). A novel approach to assessing achievement goals in the context of the 2 × 2 framework: Identifying distinct profiles of individuals with different dominant achievement goals. Personality and Social Psychology Bulletin, 32, 1432-1445.
50.
Weick, K.E., & Roberts, K.H. (1993). Collective mind in organizations: Heedful interrelating on flight decks. Administrative Science Quarterly,38, 357-381.
