TY - JOUR
AU - Smith, Samuel V.
AB - In an organization that had an ongoing assigned goal-setting program, the effects of 2 formal training methods, role playing (RP) and videotaping (VTF) and lecture and RP, were studied in simulated goal-setting sessions and back on the job. It was hypothesized that the sales representatives (reps), who were subordinates of the trained sales managers, would report more positive attitudes about goal properties, be more satisfied with their jobs, and display better performance than reps of nontrained sales managers. Nontrained sales managers received a traditional introduction to goal setting in that they were given an operating notebook and told to proceed. 60 sales managers and 150 reps participated. Evaluators indicated that trained sales managers were more effective in the posttraining simulations than their nontrained counterparts. Pre- and posttraining evaluations of reps' (VTF, RP, and comparison-group subordinates) attitudes and performance indicated the superiority of formal goal-setting training over the traditional approach used with the comparison or nontrained managers. (12 ref)
TI - Goal setting interview skills training: Simulated and on-the-job analyses
JF - Journal of Applied Psychology
DO - 10.1037/0021-9010.66.6.697
DA - 1981-12-01
UR - https://www.deepdyve.com/lp/american-psychological-association/goal-setting-interview-skills-training-simulated-and-on-the-job-ca5YhiQPJL
SP - 697
EP - 705
VL - 66
IS - 6
DP - DeepDyve
ER -