On the Social Psychology of Agency Relationships: Lay Theories of Motivation Overemphasize Extrinsic Incentives

Three laboratory studies and one field study show that people generally hold lay theories which contain an extrinsic incentives bias-people predict that others are more motivated than themselves by extrinsic incentives (job security, pay) and less motivated by intrinsic incentives (learning new things). The extrinsic incentives bias can be separated from a self-serving bias and it provides an empirical counterexample to the traditional actor-observer effect in social psychology (although its theoretical explanation is similar). This kind of bias may hinder organizations from organizing because people who act as principals may use improper lay theories to offer inappropriate deals to agents. Copyright 1999 Academic Press.     

The Unintended Negative Consequences of Sympathy for the Stigmatized1

Research on attitudes toward the stigmatized indicates that negative feelings and stereotypes toward the stigmatized are often mixed with positive feelings of sympathy and concern. Three studies investigate the hypothesis that positive outcomes for the stigmatized that are motivated by sympathy may have unintended negative consequences for self-esteem, affect, and motivation. Subjects were asked to imagine themselves in the position of a stigmatized person who received a job either because he or she was qualified, or out of sympathy for a stigmatizing condition. Results indicated that subjects reported lower state self-esteem, more negative affect, and lowered work motivation when the job was offered out of sympathy rather than on the basis of qualifications. Study 2 showed that the negative effects of sympathy occur whether the basis for the sympathy is prejudice and discrimination or mobility problems faced by the stigmatized individual. The third experiment showed that sympathy has negative effects when the sympathy is based either on individual or group-based problems imposed by the stigmatizing condition. The findings are discussed in terms of the attributional ambiguity surrounding positive outcomes faced by the stigmatized and applied to the effects of affirmative-action programs.     

The effects of intrinsic and extrinsic sources of motivation on well-being depend on time of day: The moderating effects of workday accumulation

Using self-determination theory and research on temporal aspects of work (e.g., time of day), this study investigates dynamic effects of task-specific motivation on well-being throughout the workday. We argue that the effects of task-specific intrinsic and extrinsic motivations on well-being outcomes (psychological vitality, job satisfaction) depend on the time of day in which the task is encountered, referred to here as workday accumulation. Our results showed that time of day interacted with intrinsic sources of motivation to predict job satisfaction, such that the relation was strong and positive early in the day and weak and positive later in the day. Time of day did not moderate the relationship of intrinsic task motivation with vitality, which was consistently positive throughout the day. The effects of extrinsic reasons for task pursuit on satisfaction and vitality were moderated by time of day, with extrinsic motivation having positive effects early in the day, but negative effects later in the day.     

绩效薪酬对员工突破性创造力和渐进性创造力的影响

研究分别从认知评价理论和习得性努力理论视角考察了绩效薪酬对员工突破性创造力和渐进性创造力的影响及其作用机制, 并检验了变革型领导和交易型领导对上述两条路径的调节效应。基于24家企业的364对上下级匹配数据的研究结果表明：绩效薪酬对内在动机和突破性创造力没有显著的影响, 对外在动机和渐进性创造力有显著的正向影响。变革型领导调节绩效薪酬与突破性创造力的关系：高变革领导情境下, 绩效薪酬通过正向影响内在动机间接对突破性创造力产生正向影响; 低变革领导情境下, 绩效薪酬通过负向影响内在动机间接对突破性创造力产生负向影响。交易型领导调节绩效薪酬与渐进性创造力的关系：交易型领导通过强化绩效薪酬对外在动机的影响进而放大了绩效薪酬对渐进性创造力的正向效应。针对上述结果, 讨论了本文的理论与实践意义。     

PAY PREFERENCES AND JOB SEARCH DECISIONS: A PERSON-ORGANIZATION FIT PERSPECTIVE

The present study investigated the degree to which pay preferences influenced job search decisions in both hypothetical and actual organizations, and the degree to which preferences for particular compensation attributes depended on job seekers' dispositional characteristics. Based on prior theory and research, we hypothesized that certain pay systems generally would be preferred by job seekers, that these pay systems would affect applicant attraction to organizations, and that different types of job seekers would be attracted to different types of pay systems. The sample comprised 171 college students who were seeking jobs during the study, and who represented six majors, three degree types, and two degree levels. Experimental policy-capturing results and results obtained about actual companies with which the job seekers would potentially interview supported hypotheses that organizations perceived to offer high pay levels, flexible benefits, individual-based pay, and fixed pay policies were more attractive to job seekers. Results further suggested that the attractiveness of these pay policies may be heightened by greater levels of fit between individual personality traits and compensation system characteristics.     

The Effect of Intrinsic Motivation on the Affect and Evaluation of the Creative Process Among Fine Arts Students

The main aim of this study was to gain a deeper understanding of the effect of intrinsic motivation on affect, subjective evaluation, and the creative process of young artists. Relations between motivation, affect, and evaluation were treated as a dynamic process and measured several times. The unique contribution of this study is that it concerned not only the effect of intrinsic motivation on the final result of creativity, but also changes in subjective evaluation and affect of the intermediate results at consecutive stages of the creative process. Thirty-six female fine arts students participated in the experiment. The creative task (collage making) was sampled on 3 occasions: after 5 min, 10 min, and at the end of the activity. Intrinsic and extrinsic motivations were induced by 2 types of instruction. The creative products were assessed by 13 judges in accordance with the consensual assessment technique. Intrinsically motivated art students experienced significantly higher levels of positive affect in the creative process and evaluated their performance significantly higher than extrinsically motivated students. The distribution of collage creativity scores suggests that there may be a complex effect of motivation on creativity among fine arts students. The study sheds new light on the effect of intrinsic motivation on evaluation, affect and product creativity.     

Approach motivation and the expansion of self in close relationships

The self‐expansion model posits that individuals are fundamentally motivated to expand their sense of self. It is proposed that approach—but not avoidance—motivation underlies self‐expansion and that approach‐motivated individuals should be especially interested in self‐expanding with a person who provides many novel resources, identities, and perspectives. In Studies 1, 2a, and 2b, correlational evidence that self‐expansion is associated with both relationship‐specific and global measures of approach motivation, but is unrelated to avoidance motivation, was found. In Study 3, experimental evidence that approach motivation increases sensitivity to self‐expansion opportunities, such that individuals high in approach motivation are especially attracted to targets who offer many expansion opportunities and unattracted to targets who offer few expansion opportunities was found. Taken together, these studies provide evidence that self‐expansion is rooted in approach motivation.     

Be Happy,don't Wait: The Role of Trait Affect in Job Search

In this study we developed and tested a self‐regulatory model of trait affect in job search. Specifically, we theorized that trait positive and negative affect would influence both motivation control and procrastination, and these mediating variables would, in turn, influence job search outcomes through job search intensity. Using longitudinal data from 245 graduating students who were searching for a full‐time position, we found that positive, but not negative, affect influenced the self‐regulatory variables of motivation control and procrastination, which in turn influenced the job search outcomes. Procrastination had direct effects on the number of first interviews, controlling for job search intensity, and on the number of second interviews, controlling for first interviews, suggesting the importance of timeliness of job search activities. We discuss the implications of such results for understanding the role of affect and self‐regulation in the job search process and for measuring the quality as well as quantity (i.e., intensity) of job search tactics.     

The interactive effect of positive and negative occupational attributional styles on job motivation

Research on attributional style in the work setting has generated inconsistent results concerning the effect attributional styles for positive and negative events have on job motivation and performance. This study set out to examine whether attributional style for positive and for negative work-related events, and their interaction, are related to job motivation. One hundred and sixteen working adults completed questionnaires measuring positive and negative attributional styles, and job motivation. The findings showed that both positive and negative attributional styles, as well as their interaction, were predictors of job motivation. The interactive effect suggests that a negative attributional style is negatively related to job motivation in the absence, but not in the presence, of a positive attributional style. It was also found that employees who have stayed for a reasonably long time with an organization (more than 4 years) are particularly vulnerable to negative attributional style. These findings are discussed in terms of the theoretical framework of positive?–?negative asymmetry in evaluations. Implications concerning the measurement of occupational attributional style are presented, as well as practical applications for organizations.     

Rewarded remembering: dissociations between self-rated motivation and memory performance

People often claim that they perform better in memory performance tasks when they are more motivated. However, past research has shown minimal effects of motivation on memory performance when factors contributing to item-specific biases during encoding and retrieval are taken into account. The purpose of the present study was to examine the generality of this apparent dissociation by using more sensitive measures of experienced motivation and memory performance. Extrinsic motivation was manipulated through competition instructions, and subjective ratings of intrinsic and extrinsic motivation were obtained before and after study instructions. Participants studied a series of words, and memory performance was assessed by content recall (Experiment 1) and source recall (Experiment 2). Both experiments showed dissociation between subjective ratings of extrinsic motivation and actual memory performance, so that competition increased self-rated extrinsic motivation but had no effects on memory performance, including source recall. Inconsistent with most people's expectations, the findings suggest that extrinsic motivation has minimal effects on memory performance.     

Promoting success or preventing failure: cultural differences in motivation by positive and negative role models

In two studies, cross-cultural differences in reactions to positive and negative role models were examined. The authors predicted that individuals from collectivistic cultures, who have a stronger prevention orientation, would be most motivated by negative role models, who highlight a strategy of avoiding failure; individuals from individualistic cultures, who have a stronger promotion focus, would be most motivated by positive role models, who highlight a strategy of pursuing success. In Study 1, the authors examined participants' reported preferences for positive and negative role models. Asian Canadian participants reported finding negative models more motivating than did European Canadians; self-construals and regulatory focus mediated cultural differences in reactions to role models. In Study 2, the authors examined the impact of role models on the academic motivation of Asian Canadian and European Canadian participants. Asian Canadians were motivated only by a negative model, and European Canadians were motivated only by a positive model.     

Job characteristics and burnout: The moderating roles of emotional intelligence,motivation and pay among bank employees

This study investigated the prediction of burnout from job characteristics, emotional intelligence, motivation and pay among bank employees. It also examined the interactions of emotional intelligence, motivation, pay and job characteristics in the prediction of burnout. Data obtained from 230 (Males = 127, Females = 103) bank employees were analysed using Pearson's Product Moment Correlation and multiple regression analysis. Results showed that theses variables jointly and separately negatively predicted burnout components. The results further indicated that emotional intelligence, motivation and pay separately interacted with some job characteristic components to negatively predict some burnout components. The findings imply that emotional intelligence, motivation and pay could be considered by counsellors when designing interventions to reduce burnout among bank employees.     

The Effects of Competition on Improvisers’ Motivation,Stress, and Creative Performance

We explored how competition affects the quality of musical improvisation, as well as the intrinsic motivation and stress reported by improvisers. Amateur musicians improvised on a keyboard in one of two conditions: induced competition and no competition. Employing the consensual assessment technique, improvisations were assessed for creativity and technical goodness by 10 expert judges. Findings indicate that improvisations were judged as more creative under competitive than non-competitive conditions. Moreover, improvisers in the competition condition were more intrinsically motivated, as well as more stressed, than improvisers in the no competition condition. The creativity and technical goodness dimensions of improvisations were positively related to each other. The findings are discussed in light of the intense debate over the effects of extrinsic motivators on intrinsic motivation and creativity and offer mechanisms through which competition may affect creative performance as well as discuss the role of stress in affecting motivation and creativity.     

Recruiting Through Employee Referrals: An Examination of Employees’ Motives

As previous research focused on the outcomes of employee referrals, not much is known about its determinants. This study examined employees’ intrinsic, prosocial, and extrinsic motives for encouraging versus discouraging others to apply with their employer. In a sample of 232 employees from two organizations, job satisfaction, the desire to help job seekers find good fitting jobs, the desire to help the organization find good fitting employees, and rewards predicted positive referrals. Negative referrals were motivated by job dissatisfaction and the desire to help job seekers avoid bad fitting jobs. Moreover, in the organization rewarding employees for making referrals, more positive and less negative referrals were made than in the organization without referral program.     

Is Bad News Always Bad?: Cue and Feedback Effects on Intrinsic Motivation

Although previous research has suggested that, in general, negative feedback concerning performance reduces intrinsically motivated activity, results of the present study indicate that mild negative feedback can increase intrinsic motivation when associated with environmental cues signalling self-determination (Deci & Ryan, 1985). Subjects working on brain-teasers who were given mild negative feedback—but who had a choice of problems to solve, no expectation of evaluation, and who received scores privately—retained as much or more intrinsic motivation than subjects given positive feedback under the same conditions. Subjects in controlling contexts showed less intrinsic motivation. The measure of intrinsic motivation used in this study was a sum of standardized mood and target activity, following recent criticisms of the use of strictly behavioral measures to operationalize intrinsic motivation (Ryan & Deci, 1986).     

Extraversion, threat categorizations, and negative affect: a reaction time approach to avoidance motivation

The authors sought to measure a component of the avoidance self-regulation system, specifically one related to object appraisal functions. Participants performed a choice reaction time task (Studies 1 & 2) or a go/no go task (Study 3) in which they were asked to categorize words (e.g., knife) as threatening in nature. In a series of three studies involving 236 undergraduates, the authors found that introverts who were skilled at categorizing events as threatening (vs. introverts slow to do so) experienced more negative affect in their daily lives. Among extraverts, threat categorization performance did not predict negative affect. The authors suggest that implicit threat categorizations render individuals vulnerable to negative affect but that high levels of Extraversion are capable of inhibiting such affective consequences. The authors discuss implications of the findings for extant views of Extraversion, avoidance motivation, and self-regulation.     

Service job lawyers are happier than money job lawyers,despite their lower income

Giving too much emphasis to extrinsic values and too little emphasis to intrinsic values is known to depress well-being. But is simply working in an extrinsic job also risky, even if that job delivers the money? We compared 1414 ‘Money’ (extrinsic) lawyers, 1145 ‘Service’ (intrinsic) lawyers, and 3415 ‘Other’ lawyers as to their income, values, well-being, and drinking behavior. Although service lawyers had much lower incomes, they also experienced more well-being and less negative affect compared to money lawyers, and drank less and less often. ANCOVAs showed that the intrinsic vs. extrinsic job-type effects were independent of rated intrinsic vs. extrinsic values, current income, years of work experience, and class rank at graduation, suggesting that the job-contexts themselves were operative. We discuss the difficult choice that pre-professional students face, between two versions of the American dream: one emphasizing wealth and status, and the other, service and personal development.     

Breaking through the loss cycle of burnout: The role of motivation

We aimed to study burnout as a process that develops over time. On the basis of the Conservation of Resources theory ( Hobfoll, 2002 ), we tested whether burnout induces a loss cycle, depleting resources, and enhancing demands. In addition, we investigated whether intrinsic job motivation and externally regulated job motivation attenuated or aggravated this loss cycle. Using a sample of 352 employees who answered online questionnaires in 2005 and 2007, we found that baseline burnout predicted future burnout that results from an increase in job demands (e.g., work overload) and a decrease in job resources (e.g., social support, information). Furthermore, external regulation aggravated the positive relationship between baseline burnout and demand accumulation. Intrinsic motivation attenuated the positive relationship between baseline burnout and resource loss. We conclude that intrinsic motivation is an important factor enabling employees to break through the negative cycle of burnout.     

Individual differences in motives for regulating affect intensity: positive trait affect and the value of trait-consistent affect

We examined individual differences in the motivation to regulate affect intensity. In three samples (total n?=?1082) we used structural equation modeling and found support for a serial mediation model in which positive trait affect predicted the motivation to increase the intensity of positive affect and decrease the intensity of negative affect, indirectly, through the commonality and value of positive affect. These findings indicate that trait affect drives regulation motives for multiple parameters of affect: people most value, and are motivated to feel, moods and emotions that match their typical experiences on intensity as well as valence.

     

Handling the Stress of Looking for a Job in Law School: The Relationship between Intrinsic Motivation,Internal Attributions,Relations with Others,and Happiness

A study was conducted to examine how law students cope with the stress of looking for a job. We argue that effective coping is exhibited by the capacity to keep stress in one domain of life from spreading to and contaminating other, unrelated areas of life. Certain situations may be undeniably stressful; however, individuals who can maintain positive feelings about their life as a whole despite this stress may cope well. We hypothesized that three social psychological variables might be associated with this phenomenon: motivation (intrinsic versus extrinsic), attributions (internal versus external), and relations with others. The results indicated that students with intrinsic motives for being a lawyer were happier with their lives in general than were students with extrinsic motives. Likewise, students who attributed the ability to find a job to internal attributes were happier than were those who did not. Relations with others did not relate to happiness. Implications of these findings for career counseling are presented.