with Psychopathy is not significant (p = 0.36, one-tailed). Combining Machiavellianism and narcissism leads to a strong interactive effect with on (p = 0.01), suggesting Discretion Target that our findings are driven by individuals that are high in Machiavellianism and narcissism. We also test H4b, that a Dark Triad level will moderate the relationship superior’s between and the effort that superiors are willing to exert in the target-setting process. Discretion We run a general linear model with the three measures of effort (ThinkCarefully, or MoreEffort, as the dependent variable and and as the independent TargetTime) Discretion DarkTriad variables. We do not find a significant relationship with or and the ThinkCarefully TargetTime findings using are not in the expected direction. This surprising result with MoreEffort could be driven by high Dark Triad focus on impression management, MoreEffort individuals’ such that they could be trying to improve impressions of their target-setting abilities by that they are exerting more effort. Overall, the results suggest that the Dark Triad traits do not influence the level of effort that superiors exert in the target-setting process as expected. Supplemental Analysis Effects of Additional Personality Characteristics – We included several personality scales in the follow-up characteristic survey to prevent hypothesis guessing, including procedural fairness and tolerance for ambiguity, and we evaluate the potential effects that these traits have on target setting (untabulated). We first note superiors’ that superiors with a high concern for procedural fairness set less aggressive targets for their subordinates (6.57) compared to those with low procedural fairness concerns (6.93), regardless of whether or not they have ex post compensation discretion. A general linear model with Target as the dependent variable and and as independent variables, however, ProcFairness Discretion shows that this difference only approaches significance (p = 0.12, two-tailed), and the interaction is not significant (p = 0.76, two-tailed). For using a general linear model with TolAmbiguity,
with Psychopathy is not significant (p = 0.36, one-tailed). Combining Machiavellianism and narcissism leads to a strong interactive effect with Discretion on Target (p = 0.01), suggesting that our findings are driven by individuals that are high in Machiavellianism and narcissism. We also test H4b, that a superior’s Dark Triad level will moderate the relationship between Discretion and the effort that superiors are willing to exert in the target-setting process. We run a general linear model with the three measures of effort (ThinkCarefully, MoreEffort, or TargetTime) as the dependent variable and Discretion and DarkTriad as the independent variables. We do not find a significant relationship with ThinkCarefully or TargetTime and the findings using MoreEffort are not in the expected direction. This surprising result with MoreEffort could be driven by high Dark Triad individuals’ focus on impression management, such that they could be trying to improve impressions of their target-setting abilities by that they are exerting more effort. Overall, the results suggest that the Dark Triad traits do not influence the level of effort that superiors exert in the target-setting process as expected. Supplemental Analysis – Effects of Additional Personality Characteristics We included several personality scales in the follow-up characteristic survey to prevent hypothesis guessing, including procedural fairness and tolerance for ambiguity, and we evaluate the potential effects that these traits have on superiors’ target setting (untabulated). We first note that superiors with a high concern for procedural fairness set less aggressive targets for their subordinates (6.57) compared to those with low procedural fairness concerns (6.93), regardless of whether or not they have ex post compensation discretion. A general linear model with Target as the dependent variable and ProcFairness and Discretion as independent variables, however, shows that this difference only approaches significance (p = 0.12, two-tailed), and the interaction is not significant (p = 0.76, two-tailed). For TolAmbiguity, using a general linear model with
Target%20Setting%20-%20Martin%20and%20Thomas%202017-1.docx