1. Goal Setting Theory Locke et al. (1981) Eden (1988) Eden (1984) Davidson & Eden (2000)

2. Agenda – 6/16/05 • Reminders • Questions, Comments, or Questions? • Goal Setting Theory • Break • TRP 4 • Summary Motivation Discussion • Next Week

3. Reminder No SAPs or TRPs Next Week

4. Turn in SAP 4 Please Pass to the Isle then Pass to the Front of the Class. Thanks.

5. Questions, Comments, or Concerns? Summarize the Findings of JCT. What is the Main Outcome of VIE? How is SCT a “Choice” Theory of Motivation?

6. Goal Setting Theory • Background • Components • Empirical Findings • Application to Management • Pygmalion Effects • Galetea and Golem • Link to Performance Management

7. Background of Goal Setting • Goals Naturally Induce Action • Three Components of GST (Locke and Latham, 1990) • Challenging, Yet Attainable Goals • Verbal Performance Feedback • Visual Feedback Relative to Goal • Employee Participation and Self-Efficacy • Strong Empirical Support

8. Visual Feedback to Goal Goal - $100 M We Are Here Sales Profit in Millions $ Progression Track FY 2005 (July 1 – June 30)

9. Diagram of GST* Money Direction Goal Specificity Goal Commit Goal Accept Intensity Task Perform Know of Result Persistence Ability Strategies Participation * Landy (1989). Psychology of Work Behavior, 4th Edition. Pacific Grove CA: Brooks Cole Publishing

10. Application to Management • Strong Pygmalion Effects • Self-Fulfilling Prophecies • Two Pygmalion Effects • Galatea Effects (Positive Expectations) • Golem Effects (Negative Expectations) • Relationship to Performance Management • Direct, Specific, Temporally Contiguous Feedback • Management By Objectives

11. Break 20 Minute Break Remember that TRPs Begin Immediately After Break

12. TRP 4

13. Summary of Motivation Theories • What Can We Take Away From This? • Combine Theories • Internal Factors • External Factors • Desired Outcomes • Meaning for Managers?

14. Next Week • No SAPs or TRPs • Tuesday • Meindl et al. (1985) • Thomas (1988) • Collins and Holton (2004)