“Substantial evidence demonstrates that in addition to motivating constructive effort, goal setting can induce unethical behavior.” The examples are legion, the researchers note. Sears imposes a sales quota on its auto repair staff—and workers respond by overcharging customers and completing unnecessary repairs. Enron sets lofty revenue goals—and the race to meet them by any means possible catalyzes the company’s collapse. Ford is so intent on producing a certain car at a certain weight at a certain price by a certain date that it omits safety checks and unleashes the dangerous Ford Pinto. The
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