Showing papers in "Organizational Behavior and Human Decision Processes in 1991"

TL;DR: Ajzen, 1985, 1987, this article reviewed the theory of planned behavior and some unresolved issues and concluded that the theory is well supported by empirical evidence and that intention to perform behaviors of different kinds can be predicted with high accuracy from attitudes toward the behavior, subjective norms, and perceived behavioral control; and these intentions, together with perceptions of behavioral control, account for considerable variance in actual behavior.

TL;DR: In social cognitive theory human behavior is extensively motivated and regulated by the ongoing exercise of self-influence as discussed by the authors, and the major self-regulative mechanism operates through three principal sub-functions: self-monitoring of one's behavior, its determinants, and its effects; judgment of behavior in relation to personal standards and environmental circumstances; and affective self-reaction.

TL;DR: In this article, a review of the literature on goal setting through 1990 has been reviewed and integrated by Locke and Latham (1990a), with special emphasis on its practical implications for the motivation of employees in organizational settings.

TL;DR: In this article, the authors investigated the effects of organizational citizenship behaviors and objective sales productivity on managers' evaluations of salespersons' performance and found that managers' subjective evaluations of the salesperson's performance are determined as much by the seller's altruism and civic virtue as by objective productivity levels in the primary sample.

TL;DR: In this paper, cognitive self-regulation theories are discussed in relation to other work motivation theories and to key concepts in the realm of motivation, such as motivation, self-awareness, and self-efficacy.

TL;DR: A meta-analysis of 122 studies revealed evidence that the bias occurs under some conditions and that its effect can be moderated by a subject's familiarity with the task and by the type of outcome information presented as discussed by the authors.

TL;DR: In this paper, a laboratory experiment was designed to test the influence of subordinate impression management on two aspects of the performance appraisal process: supervisor ratings of subordinate performance and supervisor verbal communication in a performance appraisal interview.

TL;DR: In this paper, the authors examine how D. Kahneman and A. Tversky's (1979, 1984) assertions from prospect theory, that mental accounts are organized topically, might relate to sunk cost effects in decision-making.

TL;DR: For instance, this article found that confidence in judgment increased with both practice and effort, whereas accuracy sometimes increased and under other conditions remained the same, and confidence was lowest when decisions based on judgment had already been made.

TL;DR: The authors found that people are frequently overconfident in the accuracy of their estimates of uncertain quantities, and overconfidence occurs when less than a target percentage of ranges include the true value.

TL;DR: In this paper, the authors find three factors to be associated with use of cost-benefit rules in everyday decisions: effectiveness in achieving desirable life outcomes, intelligence, and training in economics.

TL;DR: This paper examined the effects of the anchoring and adjustment heuristic upon judgments of future effort and performance and upon actual allocations of time and effort using several types of anchoring information, including irrelevant and relevant information.

TL;DR: In this article, the authors found that the overall accuracy of both price and earnings forecasts was very modest; subjects would have been more accurate had they predicted that price changes were equally likely to fall into any of the specified ranges.

TL;DR: This paper found that negotiators develop inferior bidding strategies because they fail to incorporate valuable information about the decisions of their opponents, which results in negative profits or the "winner's curse" in bilateral bargaining behavior under uncertainty.

TL;DR: In this paper, the relationship between goal setting and expectancy theories was investigated, and the results of an empirical study using a sample of 344 college students and an academic task were presented.

TL;DR: In this paper, the authors investigate the cognitive representations used by expert and novice auditors in performing a simulated audit task to evaluate financial data from two actual audit cases in which framing effects were present and were not detected by auditors.

TL;DR: In this paper, the authors identify expectation-outcome consistency as an important moderator of the degree of hindsight bias and find that the bias is larger when outcomes are inconsistent with expectations than when they are consistent.

TL;DR: In this paper, the authors argue that a careful consideration of possible constraints on organizational behavior and attitudes can facilitate both the production and consumption of organizational research, and the nature of such constraints is explored.

TL;DR: The authors conducted a process tracing study of multiattribute choice in which each of 24 participants made choices among alternative computer information systems and found that, relative to numbers, words lead to more alternative-based information search and less compensatory processing.

TL;DR: In this article, a method for verbal expression of degree of uncertainty is described, which requires the subject to select a phrase from a list that spans the full range of probabilities, and then the subject indicates the numerical meaning of each phrase.

TL;DR: In this paper, the authors investigate the impact of unequal power on the quality of negotiated agreements between dyad members in a job market and find that exploding offers lower quality of matching outcomes, while increasing the longevity of employment offers and improving the alternatives to agreement of recruiters.

TL;DR: Ayn Rand's theory of free will, the basis of this article, identifies this level of self-regulation with volition as mentioned in this paper, where the locus of direct volitional choice is placed in the choice "to think or not to think", where thinking is understood as rational, purposefully directed cognition.

TL;DR: In this paper, the authors compared the performance of novices and experienced tax practitioners on tasks involving the application of tax laws, and found that the more experienced experts were more inflexible in problem solving due to the proceduralization of information processing.

TL;DR: This article presented a cognitive analysis of subjective probability judgments and proposed that these are assessments of belief-processing activities, motivated by an investigation of the concepts of belief, knowledge, and uncertainty.

TL;DR: This paper investigated how the information acquisition process in a binary choice task is influenced by the overall level of attractiveness of alternatives, by the magnitude of differences in attractiveness, and by the dominance of one alternative, and found that subjects selected more information when the attractiveness difference was small and when one of the alternatives was not dominant.

TL;DR: This paper found that when overall evaluations toward the choice alternatives were available, respondents were less likely to show a directional bias and neglect the unique features of the referent in making a preference judgment.

TL;DR: This article showed that payment of performance-based monetary rewards in double oral markets is not a necessary condition for convergence to equilibrium, however, such rewards do increase the reliability or reproductibility of laboratory results and constitute a valuable, albeit expensive, research tool.

TL;DR: In this paper, an experiment with trained Army air defense personnel performing a paper-and-pencil representation of their substantive task was performed to test the predictions of the Hogarth-Einhorn (1992) model for belief updating.

TL;DR: In this article, the authors investigated if supervisory behaviors mediated the effects of prior absence on work attitudes, if work attitudes mediated the effect of supervisory style on absenteeism, and if family size and gender affected the satisfaction-absence relationship.

TL;DR: The authors found that vague estimates for both the probability and outcome dimensions caused vagueness aversion (and higher compliance) when the vague estimate was near the more favorable lower boundary of either dimension and lower compliance, and that the vague estimates were near the less favorable upper boundary.