Over or Under? The Motivational Implications of an Underdog Image.

Abstract

Underdogs are pervasive in competitive and organizational settings, but their theoretical understanding is limited. I build on several fragmented and disparate literatures to understand how being perceived as an underdog impacts employee motivation. Whereas existing research suggests that the low expectations of others are threatening, I contribute to existing theory and research by suggesting that an underdog image has the potential to motivate employees through the desire to prove others wrong and prove oneself right. However, I suggest that whether each of these motives is experienced depends on the characteristics of an underdog image, constituents and competitors. This perspective offers insights into how and why people may be motivated from being perceived as an underdog by others, and considers its consequences for employees. I discuss theoretical implications for research on expectations, motivation, competition, and self-verification.