Goal importance, self-focus and the goal setting process

Authors

Chuck R. Williams, Butler UniversityFollow
John R. Hollenbeck

Document Type

Article

Publication Date

1-1-1987

Publication Title

Journal of Applied Psychology

First Page

204

Last Page

211

DOI

http://dx.doi.org/10.1037/0021-9010.72.2.204

Abstract

In this study we examine the role played by perceived goal importance and self-focus in the goal-setting process. More specifically, this study tests the interactive hypotheses that (a) task performance is a function of goal level, self-focus, and perceived goal importance; (b) goal level is a function of perceptions of past performance, self-focus, and perceived goal importance; and (c) perceptions of past performance are a function of actual past performance, self-focus, and perceived goal importance. Hierarchical regression analysis, using a sample of 88 retail salespersons, revealed empirical support for the first two hypotheses. Specifically, the variables described by control theory account for an increment of 6 and 8% of the variance explained in task performance and self-set goal level, respectively. Finally, implications for theory, practice, and future research are discussed.

Rights

Copyright © 1987 American Psychological Association.

This is a post-print version of an article originally published in American Psychology Association.