9.12 Chapter References

Bass, B. M. (1990). Bass & Stogdill’s handbook of leadership: Theory, research, and managerial applications (3rd ed.). Free Press.

Cadsby, C. B., Song, F., & Tapon, F. (2007). Sorting and incentive effects of pay for performance: An experimental investigation. Academy of Management Journal, 50, 387–405.

Donovan, J. J., & Radosevich, D. J. (1998). The moderating role of goal commitment on the goal difficulty-performance relationship: A meta-analytic review and critical reanalysis. Journal of Applied Psychology, 83, 308–315. http://dx.doi.org/10.1037/0021-9010.83.2.308

Greenwood, R. G. (1981). Management by objectives: As developed by Peter Drucker, assisted by Harold Smiddy. Academy of Management Review, 6(2), 225–230. https://doi.org/10.2307/257878

Hargie, O. (2011). Skilled interpersonal communication: Research, theory, and practice (5th ed.). Routledge.

Harris, T. E., & Sherblom, J. (1999). Small group and team communication. Allyn & Bacon.

Heath, D., & Heath, C. (2008, February). Make goals not resolutions. Fast Company. https://www.fastcompany.com/641148/make-goals-not-resolutions

Heneman, R. L., Greenberger, D. B., & Strasser, S. (1988). The relationship between pay-for-performance perceptions and pay satisfaction. Personnel Psychology, 41, 745–759.

Ittner, C. D., & Larcker, D. F. (2003, November). Coming up short on nonfinancial performance measurement. Harvard Business Review. https://hbr.org/2003/11/coming-up-short-on-nonfinancial-performance-measurement

Ivancevich, J. M., & McMahon, J. T. (1982). The effects of goal setting, external feedback, and self-generated feedback on outcome variables: A field experiment. Academy of Management Journal, 25(2), 359–372.

Kerr, S., & Landauer, S. (2004). Using stretch goals to promote organizational effectiveness and personal growth: General Electric and Goldman Sachs. Academy of Management Executive, 18(4), 134–138. https://doi.org/10.5465/ame.2004.15268739

Klein, H. J., & Kim, J. S. (1998). A field study of the influence of situational constraints, leader-member exchange, and goal commitment on performance. Academy of Management Journal, 41(1), 88–95.

Klein, H. J., Wesson. M. J., Hollenbeck, J. R., & Alge, B. J. (1999). Goal commitment and the goal-setting process: Conceptual clarification and empirical synthesis. Journal of Applied Psychology, 84(6), 885–896.

Koning, F. (2022, December 16). What the last five years have taught me about managing a global hybrid sales force across 120 markets. International Workplace Group. https://work.iwgplc.com/MediaCentre/Article/what-the-last-five-years-have-taught-me-about-managing-a-global-hybrid-sales-force

Latham, G. P. (2004). The motivational benefits of goal-setting. Academy of Management Executive, 18(4), 126–129.

Latham, G. P., & Locke, E. A. (2006). Enhancing the benefits and overcoming the pitfalls of goal setting. Organizational Dynamics, 35(4), 332–340. https://doi.org/10.1016/j.orgdyn.2006.08.008

LePine, J. A. (2005). Adaptation of teams in response to unforeseen change: Effects of goal difficulty and team composition in terms of cognitive ability and goal orientation. Journal of Applied Psychology, 90(6), 1153–1167. https://doi.org/10.1037/0021-9010.90.6.1153

Lewin, K., Lippitt, R., & White, R. K. (1939). Patterns of aggressive behavior in experimentally created ‘social climates.’ Journal of Social Psychology10(2), 271–299.

Locke, E. A. (2004). Linking goals to monetary incentives. Academy of Management Executive, 18(4), 130–133. https://doi.org/10.5465/ame.2004.15268732

Locke, E. A., & Latham, G. P. (1990). A theory of goal setting & task performance. Prentice Hall.

Mento, A. J., Steel, R. P., & Karren, R. J. (1987). A meta-analytic study of the effects of goal-setting on task performance: 1966–1984. Organizational Behavior and Human Decision Processes, 39(1), 52–83. https://doi.org/10.1016/0749-5978(87)90045-8

Miner, J. B. (2017). The rated importance, scientific validity, and practical usefulness of organizational behaviour theories. Academy of Management Learning and Education, 2(3), 250–268. https://doi.org/10.5465/amle.2003.10932132

Muczyk, J. P., & Reimann, B. C. (1989). MBO as a complement to effective leadership. Academy of Management Executive, 3(2), 131–138. https://doi.org/10.5465/ame.1989.4274763

Peters, T. J., & Austin, N. (1985). A passion for excellence: The leadership difference. Random House.

Peterson, S. J., & Luthans, F. (2006). The impact of financial and nonfinancial incentives on business- unit outcomes over time. Journal of Applied Psychology, 91, 156–165.

Phillips, J. M., & Gully, S. M. (1997). Role of goal orientation, ability, need for achievement, and locus of control in the self-efficacy and goal-setting process. Journal of Applied Psychology, 82(5), 792–802. https://doi.org/10.1037/0021-9010.82.5.792

Pritchard, R. D., Roth, P. L., Jones, S. D., Galgay, P. J., & Watson, M. D. (1988). Designing a goal-setting system to enhance performance: A practical guide. Organizational Dynamics, 17(1), 69–78. https://doi.org/10.1016/0090-2616(88)90031-9

Reif, W. E., & Bassford, G. (1973). What MBO really is: Results require a complete program. Business Horizons, 16(3), 23–30.

Rodgers, R., & Hunter, J. E. (1991). Impact of management by objectives on organizational productivity. Journal of Applied Psychology, 76(2), 322–336. https://doi.org/10.1037/0021-9010.76.2.322

Rodgers, R., Hunter, J. E., & Rogers, D. L. (1993). Influence of top management commitment on management program success. Journal of Applied Psychology, 78(1), 151–155. https://doi.org/10.1037/0021-9010.78.1.151

Salamin, A., & Hom, P. W. (2005). In search of the elusive U-shaped performance-turnover relationship: Are high performing Swiss bankers more liable to quit? Journal of Applied Psychology, 90, 1204–1216.

Seijts, G. H., & Latham, G. P. (2005). Learning versus performance goals: When should each be used? Academy of Management Executive, 19(1), 124–131. https://doi.org/10.5465/ame.2005.15841964

Shaw, D. (2021, October 13). How to solve a new equation in the future of work. Accenture. https://www.accenture.com/us-en/blogs/business-functions-blog/hybrid-workforce

Shaw, K. N. (2004). Changing the goal-setting process at Microsoft. Academy of Management Executive, 18(4), 139–142. https://doi.org/10.5465/ame.2004.15268744

Stajkovic, A. D., & Luthans, F. (1998). Self-efficacy and work-related performance: A meta-analysis. Psychological Bulletin, 124, 240–261.

Stein, N. (2000). Measuring people power. Fortune, 142(7), 186.

Tubbs, M. E. (1986). Goal setting: A meta-analytic examination of the empirical evidence. Journal of Applied Psychology, 71(3), 474–483. https://doi.org/10.1037/0021-9010.71.3.474

Umstot, D. D., Bell, C. H., & Mitchell, T. R. (1976). Effects of job enrichment and task goals on satisfaction and productivity: Implications for job design. Journal of Applied Psychology, 61(4), 379–394. https://doi.org/10.1037/0021-9010.61.4.379

Wofford, J. C., Goodwin, V. L., & Premack, S. (1992). Meta-analysis of the antecedents of personal goal level and of the antecedents and consequences of goal commitment. Journal of Management, 18(3), 595–615. https://doi.org/10.1177/014920639201800309

Wood, J. T. (1977). Leading in purposive discussions: A study of adaptive behavior. Communication Monographs, 44(2), 152–165. https://doi.org/10.1080/03637757709390125

Yukl, G. A., & Latham, G. P. (1978). Interrelationships among employee participation, individual differences, goal difficulty, goal acceptance, goal instrumentality, and performance. Personnel Psychology, 31(2), 305–323. https://doi.org/10.1111/j.1744-6570.1978.tb00449.x

License

Icon for the Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License

Sales Leadership Management Copyright © 2023 by Fanshawe College is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License, except where otherwise noted.

Share This Book