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Motivating underdogs and favorites

Author

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  • Lount, Robert B.
  • Pettit, Nathan C.
  • Doyle, Sarah P.

Abstract

A core question for managers and leaders is how to motivate individuals in intergroup competitions. We examine how an individual’s effort is affected by whether one’s group is considered the underdog or the favorite and the content of the motivational appeal they receive. Specifically, we first propose and test whether underdogs and favorites enter intergroup competitions with different motivational orientations (Study 1). We then demonstrate that motivational appeals that match these orientations lead to greater effort than appeals which do not (Studies 2–4), with goal commitment mediating this effect (Study 5). Finally, we present a meta-analytic integration of the findings, along with a discussion of the theoretical and managerial implications for individual effort in intergroup competitions.

Suggested Citation

  • Lount, Robert B. & Pettit, Nathan C. & Doyle, Sarah P., 2017. "Motivating underdogs and favorites," Organizational Behavior and Human Decision Processes, Elsevier, vol. 141(C), pages 82-93.
  • Handle: RePEc:eee:jobhdp:v:141:y:2017:i:c:p:82-93
    DOI: 10.1016/j.obhdp.2017.06.003
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    References listed on IDEAS

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    Cited by:

    1. Nurmohamed, Samir & Kundro, Timothy G. & Myers, Christopher G., 2021. "Against the odds: Developing underdog versus favorite narratives to offset prior experiences of discrimination," Organizational Behavior and Human Decision Processes, Elsevier, vol. 167(C), pages 206-221.
    2. Teng Iat Loi & Zhiyu Feng & Kristine M. Kuhn & Thomas M. Tripp, 2022. "When and How Underdog Expectations Promote Cheating Behavior: The Roles of Need Fulfillment and General Self-efficacy," Journal of Business Ethics, Springer, vol. 181(2), pages 375-395, November.
    3. Bort, James & Totterman, Henrik, 2023. "The growth aspirations of underdog entrepreneurs," Journal of Business Research, Elsevier, vol. 165(C).
    4. Silverman, Jackie & Barasch, Alixandra P. & Small, Deborah A., 2023. "Hot streak! Inferences and predictions about goal adherence," Organizational Behavior and Human Decision Processes, Elsevier, vol. 179(C).
    5. Fan Wang & Man Zhang & Anupam Kumar Das & Haolin Weng & Peilin Yang, 2020. "Aiming at the Organizational Sustainable Development: Employees’ Pro-Social Rule Breaking as Response to High Performance Expectations," Sustainability, MDPI, vol. 13(1), pages 1-17, December.
    6. Robert B. Lount, Jr. & Sarah P. Doyle & Sebastien Brion & Nathan C. Pettit, 2019. "Only When Others Are Watching: The Contingent Efforts of High Status Group Members," Management Science, INFORMS, vol. 65(7), pages 3382-3397, July.

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