An exploratory field experiment of the effect of subconscious and conscious goals on employee performance |
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Authors: | Amanda Shantz Gary P Latham |
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Institution: | 1. Centre for Industrial Relations and Human Resources, University of Toronto, 105 St. George Street, Toronto, Ontario, Canada M5S 3E6;2. Rotman School of Management, University of Toronto, 105 St. George Street, Toronto, Ontario, Canada M5S 3E6 |
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Abstract: | The effect of both a primed and a conscious goal on performance in the workplace was investigated. The primed goal was pilot tested. People on their way to work (n = 52) shown a photo of a woman winning a race performed better on a brainstorming task within a 2-min time period than people in the control group. A laboratory experiment (n = 71) revealed that this primed goal significantly increased the participants’ subconscious need for achievement, as measured by a projective test, relative to those in the control group. A 2 (primed goal vs. control group) × 2 (conscious goal vs. do best goal) factorial design involving call center employees (n = 81) revealed a main effect for this primed goal, as well as a main effect for a conscious goal for money solicited from donors. |
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Keywords: | Subconscious Conscious goal setting |
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