This Article Full Text (PDF) References Alert me when this article is cited Alert me if a correction is posted Services Email this article to a friend Similar articles in this journal Similar articles in ISI Web of Science Alert me to new issues of the journal Add to Saved Citations Download to citation manager Request Permissions Request Reprints Add to My Marked Citations Citing Articles Citing Articles via HighWire Citing Articles via ISI Web of Science (19) Citing Articles via Google Scholar Google Scholar Articles by Lee, T. W. Articles by Phan, S. H. Search for Related Content Social Bookmarking                   What's this?

Explaining the Assigned Goal-Incentive Interaction: The Role of Self-Efficacy and Personal Goals

University of Washington, ORCAS{at}U.WASHINGTON.EDU

Edwin A. Locke

University of Maryland

Soo H. Phan

University of Washington

This study was designed to replicate conceptually and to explain the goal-level vs. incentive-type interaction reported by Mowen, Middlemist, and Luther (1981) based on goal setting and social cognitive theories. Mowen et al. found that subjects performed more poorly with hard goals than medium goals under a bonus pay system, the opposite of what was found for a piece-rate system. In the present study, an hourly pay condition was added. Mowen et al.‘s interaction was replicated using a two-trial design in which subjects could obtain feedback about their ability to attain the incentive bonuses between trials. The experimental effects were completely mediated by personal goals and self-efficacy. Goal commitment was related to performance, but did not mediate the experimental conditions. The implications for the design of incentive systems are discussed.

CiteULike    Connotea    Del.icio.us    Digg    Reddit    Technorati    What's this?

This article has been cited by other articles:

				J. P. Guthrie and E. C. Hollensbe Group Incentives and Performance: A Study of Spontaneous Goal Setting, Goal Choice and Commitment Journal of Management, April 1, 2004; 30(2): 263 - 284. [Abstract] [PDF]

				M. London and T. Diamante Technology-Focused Expansive Professionals: Developing Continuous Learning in the High-Technology Sector Human Resource Development Review, December 1, 2002; 1(4): 500 - 524. [Abstract] [PDF]

				F. M. Moussa Determinants, Process, and Consequences of Personal Goals and Performance Journal of Management, December 1, 2000; 26(6): 1259 - 1285. [Abstract] [PDF]

				M. L. Ambrose and C. T. Kulik Old Friends, New Faces: Motivation Research in the 1990s Journal of Management, June 1, 1999; 25(3): 231 - 292. [Abstract] [PDF]