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Journal article

True motives: prosocial and instrumental justifications for behavioral change in organizations

Abstract:

When organizations want their employees to adopt behaviors that advance prosocial and instrumental aims, which motive should they express? A groundswell of recent work suggests that highlighting prosocial actions inspires and motivates employees. Building on this work, we embed a field experiment in the context of an organizational change initiative (Study 1). A large university sought to change the behavior of administrative employees who purchase office supplies, encouraging them to place o...

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Publication status:
Published
Peer review status:
Peer reviewed

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Publisher copy:
10.1287/mnsc.2020.3708

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Institution:
University of Oxford
Division:
SSD
Department:
Saïd Business School
Sub department:
Saïd Business School
Oxford college:
Kellogg College
Role:
Author
ORCID:
0000-0001-6024-1920
Publisher:
INFORMS
Journal:
Management Science More from this journal
Volume:
67
Issue:
8
Pages:
5032-5051
Publication date:
2021-01-27
Acceptance date:
2020-05-06
DOI:
EISSN:
1526-5501
ISSN:
0025-1909
Language:
English
Keywords:
Pubs id:
1105482
Local pid:
pubs:1105482
Deposit date:
2020-05-19

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