The Use of Self-Set Goals as an Impression Management Tactic: Antecedents and Consequences

(CAAA) 2008 Annual Conference Paper

36 Pages Posted: 7 Jan 2008 Last revised: 4 Jun 2008

See all articles by Scott Jeffrey

Scott Jeffrey

University of Waterloo

Alan Webb

University of Waterloo - School of Accounting and Finance

Axel K-D Schulz

La Trobe University

Multiple version iconThere are 2 versions of this paper

Date Written: March 2008

Abstract

Using survey and archival data from 598 employees of a Fortune 100 financial services firm, this paper studies the antecedents and consequences of using goal selection as an impression management tool. We find that poor performance relative to performance targets in one period increased employees' desire to use goal setting as an impression management tactic in the next period. In addition, using goal setting as an impression management tactic causes employees to self-select less difficult performance goals, which in turn negatively impacts actual performance. Given the extensive use of goal setting in organizations, understanding its use and effects as an impression management tactic is important.

Keywords: goals, impression management

JEL Classification: M40, M46, M52

Suggested Citation

Jeffrey, Scott and Webb, Alan and Schulz, Axel K-D, The Use of Self-Set Goals as an Impression Management Tactic: Antecedents and Consequences (March 2008). (CAAA) 2008 Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=1080649 or http://dx.doi.org/10.2139/ssrn.1080649

Scott Jeffrey

University of Waterloo ( email )

Waterloo, Ontario N2L 3G1
Canada

Alan Webb (Contact Author)

University of Waterloo - School of Accounting and Finance ( email )

200 University Avenue West
Waterloo, Ontario N2L 3G1 N2L 3G1
Canada

Axel K-D Schulz

La Trobe University ( email )

Victoria 3552, 3086
Australia

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