title: The end justifies the means, but only in the middle.
abstract: Achieving goals often requires the completion of sequential actions, such as finishing a series of assignments to pass a class. In the course of pursuing such goals, people can decide how closely to follow their personal standards for each action. We propose that actions at the beginning and end of a sequence appear more diagnostic of the pursuer's personal standards than do actions in the middle. Therefore, people are more likely to adhere to their standards at the beginning and end of goal pursuit-and slack in the middle. We demonstrate this pattern of judgment and behavior in adherence to ethical standards (e.g., cheating), religious traditions (e.g., skipping religious rituals), and performance standards (e.g., "cutting corners" on a task). We also show that the motivation to adhere to standards by using proper means is independent and follows a different pattern from the motivation to reach the end state of goal pursuit.
authors: Booth School of Business, University of Chicago, 5807 South Woodlawn Avenue, Chicago, IL 60637, USA. mtt@chicagobooth.edu
authors: Maferima
authors: M
authors: Touré-Tillery
authors: Ayelet
authors: A
authors: Fishbach
mesh_terms: D000124:Achievement; D005260:Female; D006801:Humans; D007600:Judgment / Q000941:ethics*; D008297:Male; D009014:Morals; D009042:Motivation / Q000941:ethics*