Managerial objectives of formal control: High motivation control mechanisms

Organizational control

Volumn , Issue , 2010, Pages 434-462

  Weibel, Antoinette ^a  

^a UNIVERSITY OF LIECHTENSTEIN   (Liechtenstein)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84918811448     PISSN: None     EISSN: None     Source Type: Book    
DOI: 10.1017/CBO9780511777899.015     Document Type: Chapter

References (120)

1. Adler, P. S. And Borys, B. 1996. Two types of bureaucracy: Enabling and coercive. Administrative Science Quarterly, 41: 61-89.
2. Alchian, A. A. And Demsetz, H. 1972. Production, information costs and economic organization. American Economic Review, 62: 777-795.
3. Aldefer, C.P. 1969. Empirical test of a new theory of human needs. Organizational Behavior and Human Performance, 4 (2): 142-175.
4. Anderson, E. And Oliver, R. L. 1987. Perspectives on behavior-based versus outcome-based salesforce control systems. Journal of Marketing, 51: 76-88.
5. Argyris, C. 1957. The individual and organization-some problems of mutual adjustment. Administrative Science Quarterly, 2 (1): 1-24.
6. Argyris, C. 1959. The individual and organization-an empirical test. Administrative Science Quarterly, 4 (2): 145-167.
7. Argyris, C. 1964. Integrating the individual and the organization.New York, NY: Wiley.
8. Baldauf, A., Cravens, D.W., and Piercy, N. F. 2005. Sales management control research-synthesis and an agenda for future research. Journal of Personal Selling and Sales Management, 25 (1): 7-26.
9. Bandura, A. 1977. Self-efficacy: Toward a unifying theory of behavioral change. Psychological Review, 84 (2): 191-215.
10. Barkema, H. G. 1995. Do executives work harder when they are monitored? Kyklos, 48: 19-42.
11. Baron, J. N. 1993. Criticism (informal negative feedback) as a source of perceived unfairness in organizations: Effects, mechanisms, and countermeasures. In R. Cropanzano (ed.), Justice in the workplace: 150-170. Hillsdale, NJ: Erlbaum Associates.
12. Baumeister, R. F. And Leary, M. R. 1995. The need to belong: Desire for interpersonal attachments as a fundamental human motivation. Psychological Bulletin, 117: 497-529.
13. Bies, R. J. And Moag, J. S. 1986. Interactional justice: Communication criteria of fairness. In R. J. Lewicki, B. H. Sheppard, and B. H. Bazerman (eds.), Research on negotiations in organizations, I: 43-55. Greenwich CT: JAI.
14. Bijlsma-Frankema, K. And Costa, A. C. 2005. Understanding the trust-control nexus. International Sociology, 20 (3): 259-282.
15. Bijlsma-Frankema, K., Sitkin, S. B., and Weibel, A. 2008. Breaking out of inter-group distrust: Judges and administrators in a court of law. Hochschule Liechtenstein, 1-54.
16. Black, A. E. And Deci, E. L. 2000. The effects of instructors autonomy support and students autonomous motivation on learning organic chemistry: A self-determination theory perspective. Science Education, 84 (6): 740-756.
17. Burks, S., Carpenter, J., and Goette, L. 2006. Performance pay and the erosion of worker cooperation field experimental evidence. Bonn: IZA.
18. Cardinal, L. B. 2001. Technological innovation in the pharmaceutical industry: The use of organizational control in managing research and development. Organization Science, 12 ( 1): 19-36.
19. Cardinal, L. B., Sitkin, S.B., Long, C. P., and Miller, C. C. 2010. The genesis of control configurations during organizational founding. Working paper.
20. Challagalla, G. N. And Shervani, T. A. 1997. A measurement model of the dimensions and types of output and behavior control: An empirical test in a salesforce context. Journal of Business Research, 39 (3): 159-172.
21. Conger, J.A. And Kanungo, R.N. 1988. The empowerment process: Integrating theory and practice. Academy of Management Review, 13 (3): 471-482.
22. Creed, W. E. D. And Miles, E. R. 1996. Trust in organizations. A conceptual framework linking organizational forms, managerial philosophies, and the opportunity costs of control. In R. M. Kramer and T. Tyler (eds.), Trust in organizations: Frontiers of theory and research: 16-38. Thousand Oaks, CA: Sage Publications.
23. Dawes, R. M. 1980. Social dilemmas. Annual Review of Psychology, 31: 169-193.
24. De Charms, R. 1968. Personal causation: The internal affective determinants of behavior. New York, NY: Academic Press.
25. De Cremer, D. And Van Knippenberg, D. 2002. How do leaders promote cooperation? The effects of charisma and procedural fairness. Journal of Applied Psychology, 87 (5): 858-866.
26. De Cremer, D. And Van Vugt, M. 1999. Social identification effects in social dilemmas: A transformation of motives. European Journal of Social Psychology, 29 (7): 871-893.
27. Deci, E. L. 1975. Intrinsic motivation. New York, NY: Plenum Press.
28. Deci, E. L. 1980. The psychology ofself-determination. Lexington, MA: D. C. Heath Lexington Books.
29. Deci, E. L. 1985. Intrinsic motivation and self-determination in human behavior. New York, NY: Plenum Press.
30. Deci, E. L. And Flaste, R. 1995. Why we do what we do: Understanding self-motivation. Rochester, NY: Penguin Books.
31. Deci, E. L. And Ryan, R. M. 1985. The general causality orientations scale-self-determination in personality. Journal of Research in Personality, 19 (2): 109-134.
32. Deci, E. L. And Ryan, R. M. 2000. The “what“ and “why“ of goal pursuits: Human needs and the selfdetermination of behavior. Psychological Inquiry, 11: 227-268.
33. Deci, E. L. And Ryan, R. M. (eds.). 2002. Handbook of self-determination research. Rochester, NY: University of Rochester Press.
34. Deci, E. L., Koestner, R., and Ryan, R. M. 1999. A meta-analytic review of experiments examining the effects of extrinsic rewards on intrinsic motivation. Psychological Bulletin, 125: 627-668.
35. Deutsch, M. 1960. The effect of motivational orientation upon trust and suspicion. Human Relations, 13: 123-139.
36. Edwards, R. 1979. Contested terrain: The transformation of the workplace in the twentieth century. London: Heinemann.
37. Eisenberger, R. And Cameron, J. 1996. Detrimental effects of rewards: Reality or myth? American Psychologist, 51 (11): 1,153-1,166.
38. Eisenberger, R., Pierce, W. D., and Cameron, J. 1999. Effects of reward on intrinsic motivation-negative, neutral, and positive: Comment on Deci, Koestner, and Ryan (1999). Psychological Bulletin, 125 (6): 677-691.
39. Eisenhardt, K. M. 1985. Control: Organizational and economic approaches. Management Science, 31 (2): 134-149.
40. Falk, A. And Kosfeld, M. 2006. The hidden costs of control. American Economic Review, 96 (5): 1,611-1,630.
41. Fayol, H. And Urwick, L. F. 1963. General and industrial management. London, UK: Pitman.
42. Fehr, E., Falk, A., and Fischbacher, U. 2003. On the nature of fair behavior. Economic Inquiry, 41: 20-26.
43. Feld, L. P. And Frey, B. S. 2007. Tax compliance as the result of a psychological tax contract: The role of incentives and responsive regulation. Law and Policy, 29 (1): 102-120.
44. Fox, A. 1974. Beyond contract: Work, power and trust relations. London: Faber & Faber.
45. Frey, B.S. 1997a. A constitution for knaves crowds out civic virtues. Economic Journal, 107 (443): 1,043-1,053.
46. Frey, B.S. 1997b. Not just for the money: An economic theory of personal motivation. Cheltenham, UK: Edward Elgar.
47. Frey, B. S. And Jegen, R. 2001. Motivation crowding theory: A survey of empirical evidence. Journal of Economic Surveys, 15 (5): 589-611.
48. Frey, B. S. And Osterloh, M. F. 2002. Successful management by motivation. Balancing intrinsic and extrinsic incentives. Berlin/Heidelberg/New York: Springer.
49. Gagne, M. And Deci, E. L. 2005. Self-determination theory and work motivation. Journal of Organizational Behavior, 26 (4): 331-362.
50. Gavin, J. H. And Mason, R. O. 2004. The virtuous organization: The value of happiness in the workplace. Organizational Dynamics, 33 (4): 379-392.
51. Ghoshal, S. And Moran, P. 1996. Bad practice: A critique of the transaction cost theory. Academy of Management Review, 21: 13-47.
52. Gittell, J. H. 2000a. Organizing work to support relational coordination. International Journal of Human Resource Management, 11 (3): 517-539.
53. Gittell, J. H. 2000b. Paradox of coordination and control. California Management Review, 42 (3): 101-117.
54. Gneezy, U. And Rustichini, A. 2000a. A fine is a price. Journal of Legal Studies, 29 (1): 1-17.
55. Gneezy, U. And Rustichini, A. 2000b. Pay enough or don't pay at all. Quarterly Journal of Economics, 115 (3): 791-810.
56. Gouldner, A. W. 1954. Patterns of industrial bureaucracy. Glencoe, IL: Free Press.
57. Gulati, R. 1998. Alliances and networks. Strategic Management Journal, 19: 293-317.
58. Hackman, J. R. And Lawler, E. E. 1971. Employee reactions to job characteristics. Journal of Applied Psychology, 55 (3): 259-286.
59. Hackman, J. R. And Oldham, G. R. 1974. The job diagnostic survey: An instrument for the diagnosis ofjobs and the evaluation ofjob redesign projects. New Haven, CT: Yale University.
60. Hardin, G. 1968. The tragedy of the commons. Science, 162: 1,243-1,248.
61. Hattie, J. And Timperley, H. 2007. The power of feedback. Review of Educational Research, 77 (1): 81-112.
62. Higgins, R., Hartley, P., and Skelton, A. 2002. The conscientious consumer: Reconsidering the role of assessment feedback in student learning. Studies in Higher Education, 27 (1): 53-64.
63. Hobbes, T. 1909. Leviathan. In W. G. Pogson (ed.), Leviathan. Oxford: The Clarendon Press.
64. Jensen, M. C. And Meckling, W. H. 1976. Theory of the firm: Managerial behavior, agency costs, and ownership structure. Journal of Financial Economics, 3: 305-360.
65. Jones, S. C. 1973. Self-and interpersonal evaluations: Esteem theories versus consistency theories. Psychological Bulletin, 79 (3): 185-199.
66. Kirsch, L.J. 2004. Deploying common systems globally: The dynamics of control. Information Systems Research, 15 (4): 374-395.
67. Kluger, A. N. And DeNisi, A. 1996. The effects of feedback interventions on performance: A historical review, a meta-analysis, and a preliminary feedback intervention theory. Psychological Bulletin, 119 (2): 254-284.
68. Kohn, A. 1993. Punished by rewards: The trouble with gold stars, incentive plans, As, praise, and other bribes. Boston, MA: Houghton Mifflin.
69. Kollock, P. 1998. Social dilemmas: The anatomy of cooperation. Annual Review of Sociology, 22: 183-205.
70. Kramer, R. M. 1999. Trust and distrust in organizations: Emerging perspectives, enduring questions. Annual Review of Psychology, 50: 569-598.
71. Kruglanski, A.W. 1970. Attributing trustworthiness in supervisor-worker relations. Journal of Experimental Social Psychology, 6: 214-232.
72. Lam, C.F. And Gurland, S.T. 2008. Self-determined work motivation predicts job outcomes, but what predicts self-determined work motivation? Journal of Research in Personality, 42 (4): 1,109-1,115.
73. Leana, C. R., Ahlbrandt, R. S., and Murrell, A. J. 1992. The effects of employee involvement programs on unionized workers attitudes, perceptions, and preferences in decision making. Academy of Management Journal, 35: 861-873.
74. Lind, E. A. And Tyler, T. R. 1988. The social psychology of procedural justice. New York, NY: Plenum Press.
75. Locke, E. A. And Latham, G. P. 1990. A theory of goal setting and task performance. Englewood Cliffs, NJ: Prentice-Hall.
76. London, M. And Smither, J.W. 1999. Empowered self-development and continuous learning. Human Resource Management, 38 (1): 3-15.
77. London, M., Larsen, H. H., and Thisted, L. N. 1999. Relationships between feedback and self-development. Group and Organization Management, 24 (1): 5-27.
78. Mayer, R. C. And Davis, J. H. 1999. The effect of the performance appraisal system on trust for management: A field quasi experiment. Journal of Applied Psychology, 84 (1): 123-136.
79. Mayer, R. C. And Schoorman, F. D. 1998. Differentiating antecedents of organizational commitment: A test of March and Simon's model. Journal ofOrganizational Behavior, 19: 15-28.
80. McGregor, D. 1960. The human side of enterprise. New York, NY: McGraw Hill.
81. Miller, G. 1992. Managerial dilemmas. The political economy of hierarchy. Cambridge University Press.
82. Niehoff, B. P. And Moorman, R. H. 1993. Justice as a mediator of the relationship between methods of monitoring and organizational citizenship behavior. Academy of Management Journal, 36: 527-556.
83. Oldham, G. R. And Cummings, A. 1996. Employee creativity: Personal and contextual factors at work. Academy of Management Journal, 39 (3): 607-634.
84. Oliver, R. L. And Anderson, E. 1994. An empirical test of the consequences of behavior and outcome-based sales control systems. Journal of Marketing, 58: 53-67.
85. Osterloh, M. F. And Bruno, S. 2000. Motivation, knowledge transfer and organizational form. Organization Science, 11: 538-550.
86. Pearson, C. A. L. 1991. An assessment of extrinsic feedback on participation, role perceptions, motivation, and job-satisfaction in a self-managed system for monitoring group achievement. Human Relations, 44 (5): 517-537.
87. Pettijohn, C., Pettijohn, L. S., Taylor, A.J., and Keillor, B.D. 2001. Are performance appraisals a bureaucratic exercise or can they be used to enhance sales-force satisfaction and commitment? Psychology and Marketing, 18 (4): 337-364.
88. Pfeffer, J. 1994. Competitive advantage through people: Unleashing the power of the work force. Boston, MA: Harvard Business School Press.
89. Piaget, J. 1971. Biology and knowledge. Chicago: University of Chicago Press.
90. Piercy, N. F., Cravens, D.W., Lane, N., and Vorhies, D.W. 2006. Driving organizational citizenship behaviors and salesperson in-role behavior performance: The role of management control and perceived organizational support. Journal of the Academy of Marketing Science, 34 (2): 244-262.
91. Ramaswami, S.N. 1996. Marketing controls and dysfunctional employee behaviors: A test of traditional and contingency theory postulates. Journal of Marketing, 60 (2): 105-120.
92. Rhoades, L. And Eisenberger, R. 2002. Perceived organizational support: A review of the literature. Journal of Applied Psychology, 87 (4): 698-714.
93. Rhoades, L., Eisenberger, R., and Armeli, S. 2001. Affective commitment to the organization: The contribution of perceived organizational support. Journal of Applied Psychology, 86 (5): 825-836.
94. Rhodes, S.R. And Steers, R. M. 1981. Conventional vs. Worker-owned organizations. Human Relations, 34 (12): 1,013-1,035.
95. Robbins, T. L. 1995. Social loafing on cognitive tasks-an examination of the sucker effect. Journal of Business and Psychology, 9 (3): 337-342.
96. Ryan, R. M. 1995. Psychological needs and the facilitation of integrative processes. Journal of Personality, 63 (3): 397-427.
97. Ryan, R. M. And Deci, E. L. 2000. Self-determination theory and the facilitating of intrinsic motivation. American Psychologist, 55: 68-78.
98. Ryan, R. M., Deci, E. L., and Grolnick, W. S. 1995. Autonomy, relatedness and the self: Their relation to development and psychopathology. In D. Cicchetti and D.J. Cohen (eds.), Manual of developmental psychopathology: 618-655. New York, NY: Wiley.
99. Ryan, R. M., Sheldon, K. M., Kasser, T., and Deci, E. L. 1996. All goals are not created equal: An organismic perspective in the nature of goals and their regulation. In P. M. Gollwitzer and J. A. Bargh (eds.), The psychology of action. Linking cognition and motivation to behavior: 7-26. New York, NY: Guildford Press.
100. Rynes, S.L., Gerhart, B., and Parks, L. 2005. Personnel psychology: Performance evaluation and pay for performance. Annual Review of Psychology, 56: 571-600.
101. Shapiro, S.P. 1987. The social control of impersonal trust. American Journal of Sociology, 93 (3): 623-658.
102. Simon, H. A. 1991. Organization and markets. Journal of Economic Perspectives, 5 (2): 25-44.
103. Sitkin, S. B. 1995. On the positive effect of legalization on trust. Research on Negotiation in Organizations, 5: 185-217.
104. Sitkin, S. B. And Stickel, D. 1996. The road to hell: The dynamics of distrust in an era of quality. In R. Kramer and T. Tyler (eds.), Trust in organizations: Frontiers of theory and research: 196-215. London, UK: Sage.
105. Sitkin, S.B., Sutcliffe, K. M., and Schroeder, R. G. 1994. Distinguishing control from learning in total quality management: A contingency perspective. Academy of Management Review, 19 (3): 537-564.
106. Snell, S. A. 1992. Control-theory in strategic human-resource management-the mediating effect of administrative information. Academy of Management Journal, 35 (2): 292-327.
107. Spreitzer, G. M. And Mishra, A. K. 1999. Giving up control without losing control-trust and its substitutes effects on managers involving employees in decision making. Group and Organization Management, 24 (2): 155-187.
108. Spreitzer, G. M., Sutcliffe, K., Dutton, J., Sonenshein, S., and Grant, A. M. 2005. A socially embedded model of thriving at work. Organization Science, 16 (5): 537-549.
109. Stajkovic, A. O. And Luthans, F. 1997. A meta-analysis of the effects of organizational behavior modification on task performance. Academy of Management Journal, 40: 1,122-1,149.
110. Stajkovic, A. O. And Luthans, F. 2003. Behavioral management and task performance in organizations: Conceptual background, meta-analysis, and test of alternative models. Personnel Psychology, 56 (1): 155-194.
111. Strickland, L. H. 1958. Surveillance and trust. Journal of Personality, 26 (2): 200-215.
112. Tannenbaum, A. S. 1968. Control in organizations. New York, NY: McGraw Hill.
113. Tannenbaum, R. And Schmid, W. H. 1958. How to choose a leadership pattern. Harvard Business Review, 36 (2): 94-101.
114. Thompson, P. J. And Warhurst, C. 1998. Workplaces of the future. Basingstoke: Macmillan Business.
115. Tyler, T. R. And Degoey, P. 1995. Collective restraint in social dilemmas: Procedural justice and social identification effects on support for authorities. Journal of Personal and Social Psychology, 69: 482-497.
116. Walton, R. E. 1985. From control to commitment in the workplace. Harvard Business Review, 63 (Mar-Apr): 77-84.
117. Wells, C. V. And Kipnis, D. 2001. Trust, dependency, and control in the contemporary organization. Journal of Business and Psychology, 15 (4): 593-603.
118. Westin, A. F. 1992. Two key factors that belong in a macroergonomic analysis of electronic monitoring-employee perceptions of fairness and the climate of organizational trust or distrust. Applied Ergonomics, 23 (1): 35-42.
119. White, R.W. 1959. Motivation reconsidered: The concept of competence. Psychological Review, 66: 297-333.
120. Zucker, L. G. 1986. Production of trust: Institutional sources of economic structure, 1840-1920. Research in Organizational Behavior, 8: 53-111.