Productivity and extra-role behavior: the effects of goals and incentives on spontaneous helping

Article Abstract:

This study examined the effects of goals and monetary incentives on performance and extra-role behavior. One hundred fifty-four Ss worked on an order-processing task for 20 min under easy, moderate, or difficult goals and were paid either a flat rate or a bonus for goal attainment. During the experimental task, a confederate co-worker attempted to elicit help from the S. Results indicated that goals were positively related to performance, that goals were negatively related to extra-role behavior among individuals committed to the goals, and that the lowest extra-role behavior was observed among Ss assigned difficult goals and paid on the basis of goal attainment. Implications are discussed. (Reprinted by permission of the publisher.)

Labor productivity, Incentives (Business), Goal setting, Helping behavior

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Test of the mediating role of goals in the incentive-performance relationship

Article Abstract:

The mediating role of goal setting in the relationship between incentives and performance was investigated by specifically testing the effect of monetary incentives on subjects' personal goal level and commitment to an assigned goal. Subjects performed a computer-card sorting task for a 20-min practice trial and a 20-min experimental trial. In the experimental trial, they worked under 1 of 3 monetary incentive conditions (piece rate, hourly rate, and goal-attainment bonus). Incentives were unrelated to performance but did affect personal goal level and commitment to an assigned goal. These latter two variables were both strongly related to performance. (Reprinted by permission of the publisher.)

Performance, Achievement motivation, Incentive (Psychology)

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