The Effects of a Goal Setting Intervention on Productivity and Persistence in an Analogue Work Task

The authors of this study sought to quantify the beneficial effect of goal setting on work performance, and to characterize the persistence or deterioration of goal-directed behavior over time. Twenty-six participants completed a computer-based data entry task. Performance was measured during an initial baseline, a goal setting intervention that consisted of either a high, unattainable goal (high goal condition) or a low, attainable goal (low goal condition), followed by a return to baseline, and a second goal setting intervention (the alternate goal to the first goal). In the fifth condition, each participant was given the choice to work in either the high or low goal condition. Greater performance increases were reliably observed during the high goal condition than during the low goal condition, but patterns of persistence or deterioration varied across participants. The implications of the findings for the development and understanding of goal setting interventions in the workplace are explored.     

Goal Statements and Goal-Directed Behavior

Summary

Goal setting has consistently been shown to increase performance under specific conditions. These goal setting effects have previously been explored from both a cognitive perspective and in terms of traditional behavioral concepts. We highlight limitations of these approaches and propose a novel account based on Relational Frame Theory. This account focuses on both the content of goal statements and the contingencies that maintain goal-directed behavior. The content of goal statements is analyzed in terms of relational networks established for employees. We then detail how the current account explains the major effects noted in previous empirical studies. Two broad types of rule following contingencies that support goal-directed behavior, pliance and tracking, are then described. We then outline how these different types of contingencies results in the variety of goal-directed behavior observed in organizations. Throughout we relate this two-part approach to goal setting to specific recommendations for practice and future basic research.     

Group Incentives and Performance: A Study of Spontaneous Goal Setting, Goal Choice and Commitment

Building on previous results at the individual level, this study tested the differential effects of three forms of group incentives on aspects of group goal setting, and group performance. Relationships among group incentives, spontaneous goal setting, chosen group goal level, goal commitment, and group performance were examined. Results indicate that placing pay at risk increased the level of spontaneous group goal setting. Also, groups with the most pay at risk chose higher goals. For these groups, chosen group goal level mediated the group incentives-group performance relationship.     

The Effects of a Combined Goal Setting,Feedback and Incentive Intervention on Job Performance in a Manufacturing Environment

Abstract

Baked anodes are used in finished aluminum production. Employees of a large multinational aluminum smelter were responsible for the production of more than 3500 baked anodes per week. During a 74 week long baseline (A) condition, production of unusable anodes exceeded 300 per week or 8.6 percent of their nominal 3500 anode production requirement. A problem analysis suggested that this high rate of defective anodes might have been due to weak antecedents, inefficient work procedures and weak performance contingencies. An intervention package that included a combination of goal setting, performance feedback, and tangible rewards was designed to strengthen antecedents and consequences of job performance. A performance feedback system was introduced with and remained constant across the three types of performance contingent rewards and three successively higher goal levels. The three reward and goal combinations were introduced to “strengthen” antecedents and performance contingencies within an A-B1-B2-B3-A with reversal to baseline conditions design. Anode reject rates were lower (better performance) during the three intervention phases compared to both the pre- and post-intervention baseline phase data. A dramatic performance improvement (lowered rate of rejects) was observed during the B3 phase that included the highest performance goal. These data demonstrate that a treatment combination of specific goal setting, feedback and tangible rewards can “strengthen” antecedents and performance contingencies resulting in improved objective performance in a manufacturing environment.     

A Behavioral Analysis of Goal Setting

Goal setting is a promising strategy for improving performance in organizational settings. This paper reviews goal setting from a behavior analytic perspective, discussing the function of goals and a number of key variables related to goal setting: goal difficulty, feedback on goal attainment and participation in goal setting. The advantages of utilizing behavior analytic methodology, such as objective measurement, clear specification of independent variables, intensive experimental designs and a behavioral theoretical framework are presented, along with suggestions for future research in the area.     

The Effects of Graphic Feedback,Goal Setting,and Manager Praise on Customer Service Behaviors

Abstract

The current study used a multiple baseline design to investigate the effects of graphic feedback, goal setting, and manager praise on customer service behaviors in a large retail setting. Direct observation of customer greeting, eye contact, and smiling was used to collect data. After baseline data were collected feedback graphs were posted twice each week in the employee break room. A second intervention phase included goal setting and manager praise. Goals were developed based on employees' prior performance and were posted on the graphs. Managers then delivered immediate, verbal praise to employees. Graphic feedback produced slight increases in the customer interaction variables in the front of stores 1 and 2. Another small increase in performance was seen in the back of store 1 and the front and back of store 2 with the implementation of the interventions.     

Changing Less-Preferred Duties to More-Preferred: A Potential Strategy for Improving Supervisor Work Enjoyment

We evaluated a strategy for making highly nonpreferred work duties more preferred as a potential means of enhancing work enjoyment among supervisors in a human service setting. Repeated preference ratings and rankings were completed by 4 supervisors during baseline to identify their most disliked work tasks. These tasks were then altered by soliciting each supervisor's opinion regarding why the respective task was so disliked and what could be done to make the task more preferable, removing disliked stimuli associated with the tasks, and adding liked stimuli during completion of the tasks. Following the task alterations, ratings of task likeability increased for all 4 supervisors. Preference rankings of target tasks also increased, including from rankings as among the least preferred tasks to among the most preferred tasks. All supervisors rated the task-alteration process as making their quality of work life better, and all chose to continue the intervention. These results occurred without any observed decrease in work quality. Results are discussed regarding the potential contribution of behavioral interventions with subjective concepts, such as enjoyment, that are viewed as important by the general populace. However, qualifications with relying on verbal reports also are noted.     

Work Design and Integration Glitches in Globally Distributed Technology Projects

In a technology project, project integration represents the pooling together of complete, interdependent task modules to form a physical product or software delivering a desired functionality. This study develops and tests a conceptual framework that examines the interrelationships between the elements of work design, project integration challenges, and project performance. We identify two distinct elements of work design in technology projects: (i) the type of project organization based on whether a technology project spans a firm boundary (Domestic‐Outsourcing) or a country boundary (Offshore‐Insourcing) or both boundaries (Offshore‐Outsourcing) or no boundaries (Domestic‐Insourcing), and (ii) the joint coordination practices among key stakeholders in a technology project—namely, Onsite Ratio and Joint‐Task Ownership. Next, we measure the effectiveness of project integration using integration glitches that capture the incompatibility among interdependent task modules during project integration. Based on analysis of data from 830 technology projects, the results highlight the differential effects of distributed project organizations on integration glitches. Specifically, we find that project organizations that span both firm and country boundaries (Offshore‐Outsourcing) experience significantly higher levels of integration glitches compared to domestic project organizations (Domestic‐Outsourcing and Domestic‐Insourcing). The results further indicate that the relationship between project organization type and integration glitches is moderated by the extent of joint coordination practices in a project. That is, managers can actively lower integration glitches by increasing the levels of onsite ratio and by promoting higher levels of joint‐task ownership, particularly in project organization types that span both firm and country boundaries (Offshore‐Outsourcing). Finally, the results demonstrate the practical significance of studying integration glitches by highlighting its significant negative effect on project performance.     

Mastery-approach and mastery-avoidance goals and their relation with exhaustion and engagement at work: The roles of emotional and instrumental support

The results of two cross-sectional studies (N = 220 and N = 258) indicate that employees' work-related mastery-approach goals (i.e. the striving to improve one's performance at work) were positively associated with work engagement. Further, this relationship is explained by high levels of instrumental support. In contrast, employees' work-related mastery-avoidance goals (i.e. the striving to avoid performing worse than one aspires to) are positive predictors of job detachment and fatigue. The relationships between mastery-avoidance goals and these detrimental work outcomes are explained by low levels of perceived emotional support. Altogether, these results suggest that workers with mastery-approach goals tend to invest in their social work environment by establishing instrumental exchange relationships. Such relationships are considered functional for task performance and explain the positive relationship with work engagement. Employees who hold mastery-avoidance goals, on the other hand, tend to withdraw from the social structure of the workplace which explains the negative relationship with emotional support. In turn, given the lack of emotional support, psychological detachment and fatigue may emerge. These results are discussed in relation to the surging interest in the social mechanisms that result from the pursuit of achievement goals.     

Interdependent Network Recovery Games

Recovery of interdependent infrastructure networks in the presence of catastrophic failure is crucial to the economy and welfare of society. Recently, centralized methods have been developed to address optimal resource allocation in postdisaster recovery scenarios of interdependent infrastructure systems that minimize total cost. In real-world systems, however, multiple independent, possibly noncooperative, utility network controllers are responsible for making recovery decisions, resulting in suboptimal decentralized processes. With the goal of minimizing recovery cost, a best-case decentralized model allows controllers to develop a full recovery plan and negotiate until all parties are satisfied (an equilibrium is reached). Such a model is computationally intensive for planning and negotiating, and time is a crucial resource in postdisaster recovery scenarios. Furthermore, in this work, we prove this best-case decentralized negotiation process could continue indefinitely under certain conditions. Accounting for network controllers' urgency in repairing their system, we propose an ad hoc sequential game-theoretic model of interdependent infrastructure network recovery represented as a discrete time noncooperative game between network controllers that is guaranteed to converge to an equilibrium. We further reduce the computation time needed to find a solution by applying a best-response heuristic and prove bounds on ε-Nash equilibrium, where ε depends on problem inputs. We compare best-case and ad hoc models on an empirical interdependent infrastructure network in the presence of simulated earthquakes to demonstrate the extent of the tradeoff between optimality and computational efficiency. Our method provides a foundation for modeling sociotechnical systems in a way that mirrors restoration processes in practice.     

Crossover of distress due to work and family demands in dual-earner couples: A dyadic analysis

Abstract

Distress resulting from work and family overload is likely to be interdependent between partners, as both men and women increasingly participate in work and family tasks. We attempted to explain distress of both partners by looking at their work and family demands and the resulting time and energy deficits experienced by each partner. Furthermore, we investigated how time deficit, energy deficit and distress due to such demands crossover between partners. The study, which used a precise measurement of family demands, was based on a sample of both partners from 828 dual-earner couples in The Netherlands. The results showed that for both partners work and family demands increase time deficit and energy deficit. Energy deficit due to heavy demands resulted in more feelings of distress, whereas time deficit did not contribute significantly to distress. We found different patterns of crossover between male and female partners. Feelings of time deficit and energy deficit crossed over from the man to the woman, whereas feelings of distress crossed over from the woman to the man. These results indicate that the demands on each partner contribute to their own distress, as well as to their partner's distress, either through the crossover of energy deficit or through the crossover of distress     

The Performance Effects of an Ability-Based Approach to Goal Assignment

Some organizations have begun to target their goal-setting method more closely to the ability levels of their employees. In this article, we report the results of a laboratory study of 138 undergraduate students, which shows that these “ability-based” goals are more effective at improving performance than a “one goal for all” approach, where everyone is assigned the same performance target. Results from repeated measure tests and other analysis of variance tests show that lower-ability individuals in the ability-based goal condition outperform those in the one goal for all condition. Lower- and moderate-ability participants in the one goal for all condition also experienced larger decreases in performance in later rounds.     

A Study of the Impact of an Integrated Information Technology on the Time Utilization of Information Workers

This paper examines the impact of the implementation of an integrated information technology (IIT) on the time utilization of information workers as mediated by the content of the information work performed. The IIT in this study is a system of personal computers linked together in a network for sharing computing, data, and communication resources. The subjects of the study were two groups of information workers in an academic field setting. One group consisted of knowledge workers whose chief activity was to advise and counsel students. The other group represented lower level information workers who provided support service to an academic department. A two-dimensional framework was used to classify each of the activities an information worker performs relative to its importance and programmability within the context of the information work. Using work sampling methodology, it was determined that the IIT was associated with the knowledge workers' reallocation of work time to important yet relatively unstructured tasks. The lower level information workers became more efficient in performing highly structured skill-based activities. However, there was no statistically significant improvement in the effectiveness of the work completed as perceived by the clients of both groups of information workers. The results suggest that when an IIT is implemented, the manner in which newly available time is utilized depends on the nature of the information work performed by the users.     

Coordination in supply chains: an evaluation using fuzzy logic

Supply chain coordination (SCC) is an effective approach to improve supply chain (SC) performance. The coordination can be achieved when interdependent entities work together by sharing resources and information to achieve common objectives aligned to maximise customer value for the entire SC. There are a number of mechanisms by which the SC members can coordinate, e.g. contracts, information sharing, information technology and collaborative initiatives. To communicate frequently and effectively, the partners are required to have good information systems and capability to share information. To coordinate with each other the SC members are required to have capabilities to implement coordination mechanisms effectively. In this paper, a model is proposed to measure the effect of these mechanisms on the extent of coordination. Currently, there is no scale of measurement reported in the literature to measure the SCC. A fuzzy logic approach combined with the analytic hierarchy process (AHP) is proposed to evaluate the extent of coordination. The proposed methodology is demonstrated through a case study of an automotive parts manufacturer.     

Toward Disaster‐Resilient Cities: Characterizing Resilience of Infrastructure Systems with Expert Judgments

Resilient infrastructure systems are essential for cities to withstand and rapidly recover from natural and human‐induced disasters, yet electric power, transportation, and other infrastructures are highly vulnerable and interdependent. New approaches for characterizing the resilience of sets of infrastructure systems are urgently needed, at community and regional scales. This article develops a practical approach for analysts to characterize a community's infrastructure vulnerability and resilience in disasters. It addresses key challenges of incomplete incentives, partial information, and few opportunities for learning. The approach is demonstrated for Metro Vancouver, Canada, in the context of earthquake and flood risk. The methodological approach is practical and focuses on potential disruptions to infrastructure services. In spirit, it resembles probability elicitation with multiple experts; however, it elicits disruption and recovery over time, rather than uncertainties regarding system function at a given point in time. It develops information on regional infrastructure risk and engages infrastructure organizations in the process. Information sharing, iteration, and learning among the participants provide the basis for more informed estimates of infrastructure system robustness and recovery that incorporate the potential for interdependent failures after an extreme event. Results demonstrate the vital importance of cross‐sectoral communication to develop shared understanding of regional infrastructure disruption in disasters. For Vancouver, specific results indicate that in a hypothetical M7.3 earthquake, virtually all infrastructures would suffer severe disruption of service in the immediate aftermath, with many experiencing moderate disruption two weeks afterward. Electric power, land transportation, and telecommunications are identified as core infrastructure sectors.     

Managing Interdependence: The Effects of Outsourcing Structure on the Performance of Complex Projects*

The outsourcing of complex activities has become a common organizational practice. Yet very little research has focused on the implications of how these activities are divided up among outsourcing partners. Drawing on structural contingency theory, we argue that: (1) because activities within stages of complex projects are highly interdependent, outsourcing structures where owner firms do not maintain high levels of dominance over the activities that are performed will pose control and coordination challenges, leading to poor project performance; (2) the adverse effects of poorly structured outsourcing arrangements will spill over to subsequent project stages when activities are interdependent across project stages; and (3) dividing activities among large numbers of contractors or distributing work evenly among contractors exacerbates coordination and control problems further contributing to poor project performance. Our empirical analysis of 323 capital facility construction projects supports our predictions. Overall, these results provide strong evidence that some outsourcing structures are more costly than others and that because of the nature of complex projects the detrimental effects of poorly structured outsourcing are often not completely observable at the time activities are completed. We discuss the implications of our findings for capital construction and for outsourcing more generally.     

Should knowledge be distorted? Managers' knowledge distortion strategies and organizational learning in different environments

Organizational learning provides a sustainable competitive advantage for an enterprise facing a highly volatile environment, and managers' knowledge sharing strategies are of vital importance to organizational learning. This study systematically evaluates the effects of managers' knowledge distortion types (i.e., misrepresentation and omission), distortion levels, and distortion preferences in a formal organizational context under various environments. Multi-agent simulation results demonstrate that a slight level of managers' knowledge misrepresentation and a high level of managers' knowledge omission are beneficial in a closed system. With increasing turnover rate, both misrepresentation and omission are detrimental. Moreover, in an open system with environmental turbulence, misrepresentation is valuable to performance, while omission is neutral. In general, misrepresentation plays a leading role in the simultaneous combination of two distortion strategies. Implications for future research and practice are discussed.     

The Effects of a Combined Task Clarification,Goal Setting,Feedback, and Performance Contingent Consequence Intervention Package on Telephone Customer Service in a Medical Clinic Environment

Abstract

Appointment coordinators at a mid-western medical clinic were to provide exceptional telephone customer service. This included using a standard greeting, speaking in an appropriate tone of voice during the conversation, and using a standard closing to end the call. An analysis suggested performance deficiencies resulted from weak antecedents, poor knowledge and skills, and weak performance contingencies. An intervention package consisting of task clarification, goal setting, feedback, and performance contingent consequences was designed to improve customer service behaviors of four participating appointment coordinators. An ABAB reversal design was used, and overall performances of all four participants increased during intervention phases. This study indicates that a multi-component intervention may be an effective strategy to increase telephone customer service behavior in medical clinic settings.     

A model of goal dynamics in technology-based organizations

The purpose of the present work is to build a suitable system dynamics model for goal dynamics in organizations, as proposed by Barlas and Yasarcan (2008). The proposed model does not bear any ambition of being exhaustive: the main objective of this paper is to propose a model of goal dynamics in which Goal Setting, Management by Objectives and Training are viewed as human resource practices able to enhance workers’ goal commitment, and therefore, improve organizational performance. In the first part of this paper, an analysis of the Goal Setting Theory and the role of goal setting practices, in bettering worker's performance, are stressed. In the second part, a case-study, the causal loop and a quantitative model of goal dynamics in organizations are described. In the third part, behaviour reproduction testing, optimization analysis for parameter estimation and scenario analysis are presented. Limitations of the present research and conclusions are finally discussed.     

An Evaluation of the Effects of Very Difficult Goals

In 1968 the first cohesive theory on goal setting proposed that difficult goals produce higher levels of performance than easy goals and that specific goals produce a higher level of performance than “do your best” goals. While over 40 years of research supports this theory, there has been some discrepancy regarding the use of very difficult goals. This study was designed to examine the effects on performance of different levels of performance improvement goals and two different types of feedback, as feedback is often used in conjunction with goal setting. A group design was used with participants receiving one of two goal levels, and two different types of feedback. While no significant effects were found between the two types of feedback, goal level produced significant results in terms of performance and accuracy.