PRODUCTIVITY AND EXTRA-ROLE BEHAVIOR - THE EFFECTS OF GOALS AND INCENTIVES ON SPONTANEOUS HELPING

This study examined the effects of goals and monetary incentives on pe rformance and extra-role behavior. One hundred fifty-four Ss worked on an order-processing task for 20 min under easy, moderate, or difficul t goals and were paid either a flat rate or a bonus for goal attainmen t. During the experimental task, a confederate co-worker attempted to elicit help from the S. Results indicated that goals were positively r elated to performance, that goals were negatively related to extra-rol e behavior among individuals committed to the goals, and that the lowe st extra-role behavior was observed among Ss assigned difficult goals and paid on the basis of goal attainment. Implications are discussed.