Bonuses, goals, and instrumentality effects
成果类型：
Article
署名作者：
Wood, RE; Atkins, PWB; Bright, JEH
署名单位：
University of New South Wales Sydney; University of New South Wales Sydney
刊物名称：
JOURNAL OF APPLIED PSYCHOLOGY
ISSN/ISSBN：
0021-9010
DOI：
10.1037/0021-9010.84.5.703
发表日期：
1999
页码：
703-720
关键词：
摘要：
Three experimental studies showed that bonuses based on end-of-period determinations of standards led to the setting of more challenging goals but lower performance than a control condition in which bonuses were based on the achievement of self-set goals. Performance differences between the bonus and control conditions were not mediated by levels of self-set goals or goal commitment as predicted by goal theory. However, self-set goals and self-efficacy were significant predictors of performance within both the bonus and control conditions. Changes in performance under the end-of-period bonus condition in Study 3 were fully mediated by judgments of instrumentality. Participants in the end-of-period bonus condition were less certain of receiving a bonus, and this negatively affected their performance. Implications for the use of appraisal ratings to allocate bonuses and for the design of bonus schemes for management are discussed.
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