Chapter 7

Practical Application of Goal Setting

1. Set Goals 2. Promote Goal Commitment 3. Provide Support and Feedback

Insights from goal-setting research

1. Specific high goals lead to greater performance (goal specificity) 2. Feedback enhances the effect of specific, difficult goals 3. Participative goals, assigned goals, and self-set goals are equally effective 4. Action planning facilitates goal accomplishment 5. Goal commitment and monetary incentives affect goal-setting outcomes

Equity theory

Is a model of motivation that explains how people strive for Fairness and justice in social exchanges or give and take relationships

Goal commitment

Is the extent to which an individual is personally committed to achieving a goal

Action plan

Outlines the activities or tasks that need to be accomplished in order to obtain a goal

Negative inequity

Person enjoys greater outcomes for similar inputs

Goal specificity

Pertains to the quantifiability of a goal. For example, a goal of selling nine cars a month is more specific than telling a salesperson to do his/her best

Valence

Refers to the positive or negative value people place on outcomes. Example: Negative valence = being laid off Positive valence = promotion

Expectancy

Represents an individual's belief that a particular degree of effort will be followed by a particular level of performance Effort -> performance expectation

SMART Goals

Specific Measurable Attainable (realistic) Results Oriented Time Bound

Positive inequity

When his or her outcome to input ratio is greater than that of a relevant worker

Expectancy Theory

expectancy theory holds that people are motivated to behave in ways that produce desired combinations of expected outcomes.

Management by objectives

is a management system that incorporates participation in decision making, goal setting, and objective feedback.

Equity sensitivity

reflects an individual's different preference for tolerances for, and reactions to the level of equity associated with any given situation *Benevolents - higher tolerance for negative inequity *sensitives - individuals who adhere to a strict norm of reciprocity and are quickly motivated to resolve negative & positive inequity *entitleds - no tolerance for negative inequity

Vroom's Expectancy Theory

the strength of a tendency to act in a certain way depends on the strength of an expectancy that the act will be followed by a given consequence (or outcome) and on the value or attractiveness of that consequence (or outcome) to the actor. Two stage sequence: Effort -> performance and Performance -> outcome