Do Goals Mediate the Effects of Incentives on Performance?

Tolchinsky, Paul D.; King, Donald C.
July 1980
Academy of Management Review;Jul1980, Vol. 5 Issue 3, p455
Academic Journal
In 1968, Locke set forth the proposition that goals mediate the effects of incentives (e.g., feedback, participation, and money) on performance. Research is reviewed hem to determine the extent to which Locke's contention is supported. We attempt to identify (1) individual and situational factors that may mediate the incentive-goal-performance relationship, and (2) integrate the literature. We also offer a model and suggestions for future research.


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