Observer Effects without Demand Characteristics: An Inductive Investigation of Video Monitoring and Performance

Purpose: The purpose of these two studies was to explore the relationship between video monitoring and quantity of performance in the absence of demand characteristics. Design/methodology/approach: Data were gathered via two experiments involving business students working on a motor task. Participants were randomly assigned to the monitored and unmonitored conditions. Experiment 1 (n = 75) was inductive while Experiment 2 (n = 139) was partially inductive. Findings: Experiment 1 showed that monitored participants’ performance was lower than that of unmonitored participants. Further, monitoring reduced outliers, increased interquartile variance, and normalized the distribution. Experiment 2 replicated the effect of monitoring on performance controlling for cognitive ability and emotions, demonstrated that negative emotions interacted with monitoring condition, and suggested that differences in performance were not due to cheating or variation in task-related strategies. We offer a grounded theory of video monitoring proposing that different implicit decision rules are activated when people are monitored as compared to when they are not monitored. Implications: Future research needs to determine the extent to which our results extend to similar settings in the workplace and to other forms of observation. At this time, we believe organizations should carefully consider the consequences of electronic monitoring. Controlling expectations in the lab or workplace does not necessarily eliminate the independent effect of monitoring. Therefore, researchers must beware misinterpretation of effect sizes and overlooking the role of observation in their data. Originality/value: These studies demonstrate that video monitoring can create observer effects in the absence of demand characteristics. Our inductive approach revealed the nature of the effects beyond mean differences and served as the basis for developing a testable theory of monitoring that goes beyond what was previously known

Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?

It has been 25 years since the publication of a comprehensive review of the full spectrum of sales-performance drivers. This study takes stock of the contemporary field and synthesizes empirical evidence from the period 1982-2008. The authors revise the classification scheme for sales performance determinants devised by Walker et al. (1977) and estimate both the predictive validity of its sub-categories and the impact of a range of moderators on determinant-sales performance relationships. Based on multivariate causal model analysis, the results make two major observations: (1) Five sub-categories demonstrate significant relationships with sales performance: selling-related knowledge (β =.28), degree of adaptiveness (β =.27), role ambiguity (β = -.25), cognitive aptitude (β =.23) and work engagement (β =.23). (2) These sub-categories are moderated by measurement method, research context, and sales-type variables. The authors identify managerial implications of the results and offer suggestions for further research, including the conjecture that as the world is moving toward a knowledge-intensive economy, salespeople could be functioning as knowledge-brokers. The results seem to back this supposition and indicate how it might inspire future research in the field of personal selling