Knowledge that Transforms

The goal-based perspective of performance appraisals suggests that raters who pursue different goals give different performance ratings. Yet previous studies have not provided strong empirical evidence that there are different impacts of different goals on mean rating and discriminability, nor have they provided evidence of a goal-rating causality. The authors extend the literature by manipulating rater goals in the context of peer evaluations of graded group projects with a sample of 104 undergraduate students. They find that (a) pursuing a harmony goal increased mean rating and decreased discriminability, and (b) pursuing a fairness goal increased mean rating and decreased discriminability when the group projects had not ended and increased mean rating but did not change discriminability when the group projects had ended.

Objective performance indicators have low test-retest reliability, particularly in complex jobs. Yet, little is actually known about the reasons why objective performance indicators lack temporal stability. The authors address this issue by using data from a sample of 106 professional football players to explore how the actions of other people influence intraindividual variation in performance. Results suggest that weekly measures of performance outcome exhibit substantial variability within individuals. A significant portion of this within-person variance is explained by environmental fluctuation created by the constraining actions of other people. Individuals with highly fluctuating past performance exhibit stronger relationships between the actions of competitors and subsequent performance outcomes. The intraindividual relationship between fluctuating constraints and performance outcomes is also stronger for individuals in more complex jobs.

The authors examined the influence of the introduction of a new suite of technology tools on the performance of 592 salespersons. They hypothesized that the salespersons' work experience would have a negative effect on their technology self-efficacy, which in turn would relate positively to their use of technology. Sales performance was hypothesized to be positively related to both past performance and the use of new technology tools. Further, the authors hypothesized that leaders' commitment to sales technology would enhance salespersons' technology self-efficacy and usage, and leaders' empowering behaviors would influence salespersons' technology self-efficacy and moderate the individual-level relationships. Hierarchical linear modeling analyses confirmed all of the hypothesized individual-level relationships and most of the cross-level relationships stemming from average leader behaviors. In particular, empowering leadership exhibited multiple cross-level interactions, as anticipated. Results are discussed in terms of the importance of social-psychological factors related to the success of sales force technology interventions.

Previous research on organizational practices is replete with contradictory evidence regarding their effects. Here, the authors argue that these contradictory findings may have occurred because researchers have often examined complex practice combinations and have failed to investigate a broad variety of firm-level outcomes. Thus, past research may obscure important differential effects of specific practices on specific firm-level outcomes. Extending this research, the authors develop hypotheses about the effects of practices that (a) enable information sharing, (b) set boundaries, and (c) enable teams on 3 different firm-level outcomes: financial performance, customer service, and quality. Relationships are tested in a sample of observations from over 200 Fortune 1000 firms. Results indicate that information-sharing practices were positively related to financial performance 1 year following implementation of the practices, boundary-setting practices were positively related to firm-level customer service, and team-enabling practices were related to firm-level quality. No single set of practices predicted all 3 firm-level outcomes, indicating practice-specific effects. These findings help resolve the theoretical tension in the literature regarding the effects of organizational practices and offer guidance as to how to best target practices to increase specific work-related outcomes. Implications for theory, research, and practice are discussed.

This study tested the possibility that hit-by-pitch events in Major League Baseball could be explained by theories of aggression. Consistent with the general aggression model, personal and situational characteristics interacted to predict these events. Pitchers were more likely to hit batters in situations that allowed them to restore justice and protect valued social identities. Higher order interactions revealed that the likelihood of being hit by a pitch in these situations depended on the background of the pitcher and the race of the batter. Consistent with the culture of honor theory, pitchers from the southern United States were more likely to hit batters in these situations, but primarily if the batter was White.

Do expressions of anger in conflict elicit competition or cooperation? To reconcile inconsistent results obtained in previous research, the authors developed and tested a dual-process model that proposes that power and the appropriateness of the expressions of anger jointly determine whether an individual facing an angry antagonist competes by demanding value or cooperates by conceding value. In a scenario study and a computer-mediated negotiation simulation, (a) participants with lower power claimed less value from an angry adversary than from a nonemotional one, regardless of the appropriateness of the expressions of anger, and (b) participants with higher power demanded more value when the adversary's expressions of anger were inappropriate than when they were appropriate or when the adversary was nonemotional. The theoretical and practical implications of the model and findings are discussed.

The authors examine 3 methods of combining new studies into existing meta-analyses: (a) adding the new study or studies to the database and recalculating the meta-analysis (the medical model); (b) using the Bayesian procedure advocated by F. L. Schmidt and J. E. Hunter (1977) and F. L. Schmidt, J. E. Hunter, K. Pearlman, and G. S. Shane (1979) to update the meta-analysis; and (c) using the Bayesian methods advocated by these authors and M. T. Brannick (2001) and M. T. Brannick, S. M. Hall, and Y. Liu (2002) to estimate study-specific parameters. Method b was found to severely overweight new studies relative to the previous studies contained in the meta-analysis, and Method c was found to do the same while also requiring an assumption with a low prior probability of being correct, causing the method to violate Bayesian principles. The authors present an alternative Bayesian procedure that does not suffer from these drawbacks and yields meta-analytic results very similar to those obtained with the medical model. They recommend use of the medical model or this alternative Bayesian procedure.

Unlike previous research that found small differences between population standard deviations and applicant pool standard deviations (P. R. Sackett & D. J. Ostgaard, 1994; D. S. Ones & C. Viswesvaran, 2003), this study revealed a 23% disparity between Law School Admission Test (LSAT) scores of all LSAT test takers and those of LSAT test takers who applied to law school. This study also illustrated robust applicant self-selection behavior across different law school ranks. These findings are important, because predictor scores of applicants who know their scores in advance and perceive small selection ratios necessitate substantially smaller range restriction corrections than those that would be required by population standard deviations. Furthermore, these findings more generally reveal that applicants who know their scores in advance behave quite differently from applicants who do not.

Using cross-sectional and longitudinal data from expatriates in China, the authors investigated the roles of general, work, and interaction adjustment, as well as work stress, as mediators between the antecedents (learning, proving, and avoiding goal orientations, and perceived organizational support) and expatriate outcome (job performance and premature return intention) relationships. Results indicated that goal orientations toward overseas assignments had differential relationships with expatriate job performance and premature return intention. In addition, it was found that these relationships were partially mediated by expatriate adjustment facets. Implications for expatriate adjustment research and practice are discussed.

This study assessed the relative accuracy of 3 techniques--local validity studies, meta-analysis, and Bayesian analysis--for estimating test validity, incremental validity, and adverse impact in the local selection context. Bayes-analysis involves combining a local study with nonlocal (meta-analytic) validity data. Using tests of cognitive ability and personality (conscientiousness) as predictors, an empirically driven selection scenario illustrates conditions in which each of the 3 estimation techniques performs best. General recommendations are offered for how to estimate local parameters, based on true population variability and the number of studies in the meta-analytic prior. Benefits of empirical Bayesian analysis for personnel selection are demonstrated, and equations are derived to help guide the choice of a local validity technique (i.e., meta-analysis vs. local study vs. Bayes-analysis).