Motivation, behavior, and performance: A closer examination of goal setting and monetary incentives

Some experimenters often test predictions from theories of motivation using performance outcomes as dependent variables. It is argued that observable behaviors that are likely to be affected by motivation manipulations should be used in combination with performance outcomes. Such procedures would be sensitive to differential effects of manipulations on various behaviors and would allow for investigation of relationships among behaviors and performance outcomes. For this experiment, 60 17-23 yr olds were hired to work individually on a 2-hr construction task. Ss were assigned to 1 of 2 pay conditions (piece-rate vs hourly) and 1 of 3 goal-setting conditions (no goal, quantity, or quality) resulting in a ^h 2 × 3 ^H crossed analysis of variance design. Dependent variables included 3 measures of effort, 3 measures of direction of behavior, and both quantity and quality performance. Method of payment affected quantity performance and effort. Goal setting affected quantity and quality performance and direction of behavior. Implications for designing and testing work motivation systems are discussed. (27 ref)