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An exploratory field experiment of the effect of subconscious and conscious goals on employee performance

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  • Shantz, Amanda
  • Latham, Gary P.
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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) x 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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    Bibliographic Info

    Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

    Volume (Year): 109 (2009)
    Issue (Month): 1 (May)
    Pages: 9-17

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    Handle: RePEc:eee:jobhdp:v:109:y:2009:i:1:p:9-17

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    Web page: http://www.elsevier.com/locate/obhdp

    Related research

    Keywords: Subconscious Conscious goal setting;

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    Cited by:
    1. Ford, Robert C., 2014. "Prime time: The strategic use of subconscious priming to enhance customer satisfaction," Business Horizons, Elsevier, vol. 57(2), pages 269-277.

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