Liking and attributions of motives as mediators of the relationships between individuals' reputations, helpful behaviors, and raters' reward decisions.
Two studies investigated the mediating effects of liking and attributions of motives on the relationship between a ratee's reputation and helpful behaviors and raters' reward decisions. During managerial simulations, raters evaluated individuals after watching videotapes in which the individual's reputation and helpful behaviors were manipulated. Results indicated an interaction effect between reputation and helpful behaviors such that a helpful person with a good reputation received more rewards than did a helpful person with a bad reputation. In contrast, an unhelpful person with a good reputation did not receive better rewards than an unhelpful person with a bad reputation. Moreover, raters' liking of ratees and the motives raters attributed to ratees' helpful behaviors mediated the relationship between the manipulations and raters' reward decisions.
Department of Management and Marketing, Culverhouse School of Commerce and Business Administration, University of Alabama, Tuscaloosa 35487-0225, USA. djohnson@cba.ua.edu
Diane E
DE
Johnson
Amir
A
Erez
D Scott
DS
Kiker
Stephan J
SJ
Motowidlo
D000328:Adult; D003657:Decision Making; D004650:Employee Performance Appraisal; D005260:Female; D006801:Humans; D007398:Interpersonal Relations; D008297:Male; D009042:Motivation; D010465:Perception; D012201:Reward; D013647:Task Performance and Analysis