Motivation in Action

Chapter 5

Goal Setting Theory

Goals affect behavior in four ways:

1. Direct attention to a particular task

2. Mobilize on-task effort

3. Encourage task persistence

4. Facilitate strategy development

Class Exercise

Goal Setting Theory

Goal Difficulty - the more challenging a goal is, the more motivating the goal

Goal Specificity - the more specific a goal, the more motivating the goal

Goal Acceptance – individuals are more likely to achieve a goal that they accept as their own

Goal Commitment - individuals are more likely to achieve a goal to which they are committed

**Feedback - enables individuals to assess progress toward goals and adjust

33 studies have compared the effectiveness of goals plus feedback with either goals alone or feedback alone

17 out of 18 studies found that the combination of goals and feedback to be better than goals alone

21 out of 22 studies found the combination to be better than feedback alone

Goals and Feedback

Latham & Baldes (1975): Trucks were only being loaded to about 60% of their

capacity. Latham & Baldes set drivers the goal of hauling 94% of

the trucks maximum allowable weight. Result: Within a month

the company had saved

$250,000

Follow-up: Still at 90% 7

years later!

One of the Original Goal Setting Studies

Goal Setting Process…

1. Goals have an initial proactive influence on performance

GOAL BEHAVIOUR

2. Following this initial performance individuals are given feedback

GOAL BEHAVIOUR

FEEDBACK

3. Individuals compare their performance to their goals

GOAL BEHAVIOUR

FEEDBACKDISCREPANCY

4. Discrepancies lead to satisfaction, or dissatisfaction

GOAL BEHAVIOUR

FEEDBACK

SATISFACTION

DISCREPANCY

Satisfaction leads to maintaining effort. Dissatisfaction leads to an increase in effort.

Practical Implications of Goal Setting Theory

1. Assign specific goals

2. Assign difficult but acceptable performance goals

3. Involve employees in goal-setting, but…

4. Provide feedback concerning goal attainment

SMART Goals: A Goal Setting Application

Specific

Measurable

Attainable/Action-Oriented

Relevant

Time-bound

Management by Objectives: A Goal Setting Application

OverallOrganizational

Objectives

OverallOrganizational

Objectives

XYZ Company

Consumer ProductsDivision

Industrial ProductsDivision

Divisional Objectives

Divisional Objectives

Departmental Objectives

Departmental Objectives

Individual Objectives

Individual Objectives

Production

Sales

CustomerService

MarketingResearch

Develop

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