Competitive Organizational Climates Increase Material and Symbolic Zero-Sum Beliefs

Abstract: Across four studies, we examine how competitive organizational climates influence organization members' Zero-Sum Beliefs (ZSBs)—the perception that one person’s gain entails another’s corresponding loss—for different organizational resources. In Study 1, participants in a competitive (versus collaborative or neutral) organizational climate reported higher ZSBs for both material organizational resources that are inherently limited (e.g., money) and symbolic resources that are not necessarily limited (e.g., respect). Study 2 extended these findings to MBA students, showing that perceptions of a competitive climate was associated with greater ZSBs for material and symbolic resources which was linked to less desirable behaviors (e.g., peer helping). Finally, Studies 3 and 4 found support for interventions that reduced ZSBs in competitive climates: signaling an abundance of material and symbolic resources, respectively. Together, we establish that competitive climates increase material and symbolic ZSBs, identify their behavioral consequences, and offer strategies to mitigate ZSBs in such climates.

Keywords: Competitive Climates; Zero-sum Beliefs; Organizational Citizenship Behavior