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...................................................................................................................................... 8 .................................................................................................................................. 9

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. , . . , . , , . , , , . . , . , : Academy of Management Journal, Academy of Management Review, Journal of Management Development Human Resource Development Quarterly.. : , ; . . , : ( . ) Leadership: Readings, Assesments, and Exercises (1995 .), ( . ) Supervision: Managing for Results (7 ., 1996 .), ( . ) The Managers Bookshelf (4 ., 1996 .), Windows into Organizations (1990 .), ( . ) Transfer of Training: Action Packed Strategies to Ensure High Payoff from Training Invesments (1992 .), ( . ) The Big Book of Games (1996 .). , , , Personnel Psychology, Acedemy of Management Journal, Journal of Management Personell Journal, Training, Journal of Management Development, Business Horizons, Review of Business Training and Development. , 130 , . . . , . . , . , . , Mobil Oil Texaco. . , . ( . ) Human Resources and Personnel Management (5 ., 1996 .). . 100 150 , Harvard Business Review, Academy of Managment Journal, Management International California Management Review. .

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Louis S. Richman, The New Worker Elite, Fortune, August 22, 1994, p. 64. Brian OReilly, The New Deal: What Companies and Employees Owe One Another, Fortune, June 13, 1994, p. 44. David C. McClelland, The Achieving Society, New York: Van Nostrand Company, 1961. Lawrence Holpp, Achievement Motivation and Kaizen, Training and Development Journal, October 1989, pp. 5363; Joseph P. McCarthy, A New Focus on Achieve ment, Personnel Journal, February 1991, pp. 7476. Jay Hall, The Competence Process, The Woodlands, Tex.: Teleometrics International, n. d.; William S. Silver and Terence R. Mitchell, The Status Quo Tendency in Deci sion Making, Organizational Dynamics, Spring 1990, pp. 3446. A H. Maslow, A Theory of Motivation, Psychological Review, vol. 50, 1943, pp. 370396; A H. Maslow, Motivation and Personality, New York: Harper & Row Publishers, Inc., 1954. Frederick Herzberg, Bernard Mausner, Barbara Snyderman, The Motivation to Work, New York: John Wiley & Sons, Inc., 1959; Frederick Herzberg, Work and the Nature of Man, Cleveland, Ohio: World Publishing Company, 1966; Frederick Herzberg, The Managerial Choice: To Be Efficient or To Be Human, rev. ed., Salt Lake City: Olympus, 1982. Martin G. Evans, Herzbergs Two Factor Theory of Motivation: Some Problems and a Suggested Test, Personnel Journal, January 1970, pp. 3235; Valerie M. Bockman, The Herzberg Controversy, Personnel Psychology, Summer 1971, pp. 155189. Clayton P. Alderfer, An Empirical Test of a New Theory of Human Needs, Organi zational Behavior and Human Performance, vol. 4, 1969, pp. 142175. B. F. Skinner, Science and Human Behavior, New York: Macmillan Company (Free Press), 1953; B. F. Skinner, Contingencies of Reinforcement, New York: Appleton Century Crofts, Inc., 1969. Fred Luthans and Robert Kreitner, Organizational Behavior Modification and Beyond: An Operant and Social Learning Approach, Glenview, 111.: Scott, Foresman and Company, 1985. Albert Bandura, Social Learning Theory, Englewood Cliffs, N.J.: Prentice Hall, Inc., 1977. P. Christopher Earley and Terry R. Lituchy, Delineating Goal and Efficacy Effects: A Test of Three Models, Journal of Applied Psychology, February 1991, pp.8198. Marylin E. Gist and Terence R. Mitchell, Self Efficacy: A Theoretical Analysis of Its Determinants and Malleability, Academy of Management Review, April 1992, pp. 183211; Robert E. Mager, No Self Efficacy, No Performance, Training, April 1992, pp. 3236. James R. Larson, Jr. and Christine Callahan, Performance Monitoring: How It Af fects Work Productivity, Journal of Applied Psychology, October 1990, pp. 530538.

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Marc Hequet, Not Paid Enough? Youre Not Alone, Training, November 1995, p. 54. Thomas L. Quick, Expectancy Theory in Five Simple Steps, Training and Develop ment Journal, July 1988, p. 30. Victor H. Vroom, Work and Motivation, New York: John Wiley & Sons, Inc., 1964; Lyman W. Porter and Edward E. Lawler III, Managerial Attitudes and Performance, Homewood, 111.: Dorsey Press and Richard D. Irwin, Inc., 1968. Madeline Hirschfeld, Is There an Imposter in Your Office?, Management Review, September 1985, pp. 4447. . 1 +1, . . Craig C. Pinder, Valence Instrumentality Expectancy Theory, in Richard M. Steers and Lyman W. Porter (eds), th Motivation and Work Behavior, 4 ed., New York: McGraw Hill Book Company, 1987, pp. 6989. Walter B. Newsom, Motivate, Now!, Personnel Journal, February 1990, pp. 5155; Thomas L. Quick, Expectancy Theory in Five Easy Steps, Training and Develop ment Journal, July 1988, p. 3032. J. S. Adams, Inequity in Social Exchange, L. Berkowitz (ed.), Advances in Experi mental Social Psychology, vol. 2, New York: Academic Press, 1965, pp. 267299; Lynda M. Kilbourne and Anne M. OLeary Kelly, A Reevaluation of Equity Theory: The Influence of Culture, Journal of Management Inquiry, June 1994, pp. 177188. Richard C. Huseman, John D. Hatfield, Edward W. Miles, A New Perspectives of Equity Theory: The Equity Sensivity Construct, Academy of Management Review, April 1987, pp. 222234; Richard C. Huseman and John D. Hatfield, Equity Theory and the Managerial Matrix, Training and Development Journal, April 1990, pp. 98102. Fritz Heider, The Psychology of Interpersonal Relations, New York: John Wiley & Sons, Inc., 1958; H. H. Kelley, The Process of Causal Attribution, American Psy chologist, February 1973, pp. 107128. . Donald B. Fedor and Kendrith M. Rowland, Investigating Supervisor Attribu tions of Subordinate Performance, Journal of Management, September 1989, pp. 405 416. . Robert K. Merton, The Self Fulfilling Prophecy, Antioch Review, vol. 8, 1948, pp. 193210. R. H. G. Field, The Self Fulfilling Prophecy Leader: Achievement the Metharme Effect, Jour nal of Management Studies, March 1989, pp. 151175; Don Eden, Pygmalion with out Interpersonal Contrast Effects: Whole Groups Gain from Raising Manager Expec tations, Journal of Applied Psychology, August 1990, pp. 394398. Barbara Whitaker Shimko, The McPygmalion Effect, Training and Development Journal, June 1990, pp. 6469. Bernard J. Reilly and Myroslaw J. Kyj, Ethical Business and the Ethical Person, Business Horizons, November December 1990, pp. 2327.

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