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Low ranks make the difference : how achievement goals and ranking information affect cooperation intentions

[journal article]

Poortvliet, P. Marijn; Janssen, Onne; Yperen, Nico W. Van; Vliert, Evert Van de

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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.
Classification Social Psychology
Free Keywords Achievement Motivation; Social Comparison; Cooperation; Reciprocity; Information Exchange
Document language English
Publication Year 2009
Page/Pages p. 1144-1147
Journal Journal of Experimental Social Psychology, 45 (2009) 5
DOI http://dx.doi.org/10.1016/j.jesp.2009.06.013
Status Postprint; peer reviewed
Licence PEER Licence Agreement (applicable only to documents from PEER project)