No pain, no gain: the conditions under which upward comparisons lead to better performance.
In 3 studies, the authors explored the relation between threatening upward social comparisons and performance. In an initial study, participants were exposed to comparison targets who either threatened or boosted self-evaluations and then completed a performance task. Participants exposed to the threatening target performed better than those in a control group, whereas those exposed to the nonthreatening target performed worse. In Study 2, self-affirmation prior to comparison with threatening targets eliminated performance improvements. In Study 3, performance improvements were found only when the performance domain was different from the domain of success of the comparison target. These boundary conditions suggest that increases in performance following social comparison arise from individuals' motivations to maintain and repair self-evaluations. Implications for the study of the behavioral consequences of social comparison are discussed.
Johnson
Camille S
CS
Graduate School of Business Behavioral Research, Stanford University, Stanford, CA 94305, USA. johnson.1967@osu.edu
Stapel
Diederik A
DA
D000124:Achievement; D000328:Adult; D001290:Attitude; D003163:Competitive Behavior; D005260:Female; D006801:Humans; D008297:Male; D009042:Motivation; D012649:Self Concept; D012928:Social Desirability; D011795:Surveys and Questionnaires