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Wilfrid Laurier University School of Business & Economics
August 30, 2015
Canadian Excellence


Business: Accounting Area

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

Alan Webb

published: 2008 | Research publication | Speaker Series

Using survey and archival data from 598 employees of a Fortune 100 financial services firm, this
study examines the antecedents and consequences of using goal selection as an impression
management tactic. We find that poor performance relative to performance targets in one period
increases employees’ desire to use goal setting as an impression management tactic in the
subsequent 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.

Download: PDF (192k)    IM_wlu.pdf

revised Mar 19/08

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