title: Pursuing goals with others: group identification and motivation resulting from things done versus things left undone.
abstract: This article addresses what factors best motivate individuals to work toward shared goals. We propose that when individuals do not identify highly with a group, their contributions will mimic others': An emphasis on things done will increase their contributions toward achieving a goal, because such emphasis suggests the goal is worth pursuing. Conversely, we propose that when individuals identify highly with a group, their contributions will compensate for others': An emphasis on things left undone will increase their own contributions, because missing contributions suggest insufficient progress toward a goal they already consider worthwhile. Five studies lend support to these predictions by measuring contributions to goals centered on idea generation and helping victims of various global disasters (earthquake in Haiti, wildfires in Southern California, rioting in Kenya).
authors.affiliation: Booth School of Business, University of Chicago, 5807 South Woodlawn Avenue, Chicago, IL 60637, USA. ayelet.fishbach@chicagobooth.edu
authors.forename: Ayelet
authors.initials: A
authors.lastname: Fishbach
authors.forename: Marlone D
authors.initials: MD
authors.lastname: Henderson
authors.forename: Minjung
authors.initials: M
authors.lastname: Koo
mesh_terms: D003299:Cooperative Behavior; D005260:Female; D006040:Goals; D006126:Group Processes; D006801:Humans; D008297:Male; D009042:Motivation; D012933:Social Identification