Hollensbe, Elaine C.; Guthrie, James P.
October 2000
Academy of Management Review;Oct2000, Vol. 25 Issue 4, p864
Academic Journal
Despite the increasing popularity of group pay-for-performance plans, relatively little theory exists regarding the dynamics of these plans. The authors integrate goal setting, pay plan characteristics, and group factors to explain and predict the effectiveness of what they call 'open-goal' group pay plans. They introduce spontaneous goal setting as a process explanation and propose antecedents that affect a group's propensity to set goals, the goal level chosen, and goal commitment. Finally, the authors discuss implications of their propositions for future research.


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