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Personality and Social Psychology Bulletin, Vol. 33, No. 10, 1435-1447 (2007)
DOI: 10.1177/0146167207305536
© 2007 Society for Personality and Social Psychology, Inc.

Achievement Goals and Interpersonal Behavior: How Mastery and Performance Goals Shape Information Exchange

P. Marijn Poortvliet

University of Groningen, p.m.poortvliet{at}rug.nl

Onne Janssen

University of Groningen

Nico W. Van Yperen

University of Groningen

Evert Van de Vliert

University of Groningen

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).

Key Words: mastery goals • performance goals • information exchange • reciprocity • exploitation


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