Accession Number:

ADA409337

Title:

The Influence of Incentives and Monitoring on the Task and Contextual Performance of Navy Recruiters

Descriptive Note:

Final technical rept. 1 Jul 2001-30 Sep 2002

Corporate Author:

MISSISSIPPI UNIV UNIVERSITY

Report Date:

2002-09-30

Pagination or Media Count:

6.0

Abstract:

This research investigated the effects of different contextual variables such as supervisor monitoring behaviors and incentive systems on individual perception of accountability for different performance components as well as the effect of those perceptions on sales performance and individual attitudes about the organization. A field study of 140 sales personnel using survey and archival data investigated the effects of behavioral and outcome monitoring and incentive systems on the perceptions of accountability in terms of what subordinates feel accountable for and the degree or intensity to which they feel accountable for those outcomes. Our overall approach was to assess how differences in management system characteristics focusing on the operant supervisory behaviors of managers influenced the individual assessments of sales personnel as to different outcomes for which they were accountable. We then considered how those perceptions of accountability influenced the eventual individual performance outcomes and attitudes. Implications for Navy recruiters are discussed.

Subject Categories:

  • Personnel Management and Labor Relations

Distribution Statement:

APPROVED FOR PUBLIC RELEASE