• Bruce M Meglino and Audrey Korsgaard.
• Moore School of Business, University of South Carolina, Columbia, SC 29208, USA. meglino@moore.sc.edu
• J Appl Psychol. 2004 Dec 1; 89 (6): 946-59.

AbstractIn contrast with major theories of attitudes and behavior, the authors propose that individuals are not equally motivated to pursue their self-interests. The authors show that differences in other orientation affect the extent to which actions and attitudes reflect self-interested calculation (instrumental rationality) and the extent to which beliefs represent their external environment (epistemic rationality). These differences have consequences for processes underlying a wide range of attitudes and behavior typically assumed to be rationally self-interested. Thus, the authors' model exposes a common explanation for diverse organizational phenomena. It also clarifies inconsistencies surrounding the validity of certain attitudinal and motivational models, the relationship between job attitudes and actions, cross-cultural differences in attitudes and behavior, escalation of commitment, and the relationship between chief executive officer characteristics and organizational performance.2004 APA, all rights reserved

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