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
Date Written: March 2008
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: Suggested Citation