Have Salespeople Hit Quota Faster

References for The Dark Side of Goals

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1. Bjørnebekk, G. (2008): Positive Affect and Negative Affect as Modulators of Cognition and Motivation: The Rediscovery of Affect in Achievement Goal Theory, Scandinavian Journal of Educational Research, Vol. 52, No. 2, 153-170

2. Daniels, K., Harris, C., Briner, R. B. (2004): Linking Work Condition to Unpleasant Affect: Condition, Categorization and Goals, Journal of Occupational and Organizational Psychology, 77, 343-363

3. Hadley, S. A., MacLeod, A. K. (2010): Conditional Goal-Setting, Personal Goals and Hopelessness about the Future, Cognition and Emotion, 24(7), 1191-1198

4. Larrick, R. P., Heath, C., Wu, G. (2009): Goal-Induced Risk Taking in Negotiation and Decision Making, Social Cognition, Vol. 27, No. 3, 342-364

5. Soman, D., Cheema, A. (2004): When Goals are Counterproductive: The Effects of Violation of a Behavioral Goal on Subsequent Performance, Journal of Consumer Research, Vol. 31

6. Yamawaki, N., Tschanz, B. T., Feick, D. L. (2004): Defensive Pessimism, Self-Esteem Instability, and Goal Strivings, Cognition and Emotion, 18(2), 233-249

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