The desire to win : The effects of competitive arousal on motivation and behavior

  title={The desire to win : The effects of competitive arousal on motivation and behavior},
  author={Deepak Malhotra},
The paper theoretically elaborates and empirically investigates the ‘‘competitive arousal” model of decision making, which argues that elements of the strategic environment (e.g., head-to-head rivalry and time pressure) can fuel competitive motivations and behavior. Study 1 measures real-time motivations of online auction bidders and finds that the ‘‘desire to win” (even when winning is costly and will provide no strategic upside) is heightened when rivalry and time pressure coincide. Study 2… CONTINUE READING
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