Matches in SemOpenAlex for { <https://semopenalex.org/work/W3048767624> ?p ?o ?g. }
- W3048767624 endingPage "230" @default.
- W3048767624 startingPage "205" @default.
- W3048767624 abstract "ABSTRACT We conducted a clustered randomized field experiment with 20 Brazilian distributorships of a multinational direct sales organization to examine whether controlling failure perceptions through formal communications increases performance. We used the organization's weekly sales meetings to deliver a video-based message from the regional head that either communicates workers should view failure as a natural part of learning rather than an indictment of their ability (treatment condition) or simply summarizes the organization's history (control condition). We find that those who were assigned to the treatment condition were more likely to sustain their effort in response to the economic adversity that coincided with our experiment. Additional analyses suggest that our treatment accomplished this by increasing job-specific confidence and by reinforcing social norms that encourage workers to persevere after failure. Overall, our findings highlight that formal communications from senior management are a viable control mechanism for sustaining effort in the face of failure." @default.
- W3048767624 created "2020-08-18" @default.
- W3048767624 creator A5001187304 @default.
- W3048767624 creator A5001896452 @default.
- W3048767624 creator A5067654654 @default.
- W3048767624 creator A5068863579 @default.
- W3048767624 date "2020-08-11" @default.
- W3048767624 modified "2023-10-16" @default.
- W3048767624 title "How Controlling Failure Perceptions Affects Performance: Evidence from a Field Experiment" @default.
- W3048767624 cites W113875393 @default.
- W3048767624 cites W141430544 @default.
- W3048767624 cites W1488099187 @default.
- W3048767624 cites W1500317331 @default.
- W3048767624 cites W1593499880 @default.
- W3048767624 cites W1902920277 @default.
- W3048767624 cites W1964675124 @default.
- W3048767624 cites W1967879932 @default.
- W3048767624 cites W1973597580 @default.
- W3048767624 cites W1984524168 @default.
- W3048767624 cites W1985624896 @default.
- W3048767624 cites W1991059088 @default.
- W3048767624 cites W1995118469 @default.
- W3048767624 cites W2000577646 @default.
- W3048767624 cites W2001427424 @default.
- W3048767624 cites W2004776836 @default.
- W3048767624 cites W2005725439 @default.
- W3048767624 cites W2007880521 @default.
- W3048767624 cites W2018514036 @default.
- W3048767624 cites W2024226727 @default.
- W3048767624 cites W2028803871 @default.
- W3048767624 cites W2031394198 @default.
- W3048767624 cites W2033659252 @default.
- W3048767624 cites W2034205695 @default.
- W3048767624 cites W2035883433 @default.
- W3048767624 cites W2040941877 @default.
- W3048767624 cites W2041129084 @default.
- W3048767624 cites W2044555715 @default.
- W3048767624 cites W2047174296 @default.
- W3048767624 cites W2049350168 @default.
- W3048767624 cites W2053416998 @default.
- W3048767624 cites W2062121040 @default.
- W3048767624 cites W2073581498 @default.
- W3048767624 cites W2074588908 @default.
- W3048767624 cites W2084354217 @default.
- W3048767624 cites W2084707106 @default.
- W3048767624 cites W2085302771 @default.
- W3048767624 cites W2085619076 @default.
- W3048767624 cites W2085733975 @default.
- W3048767624 cites W2088869467 @default.
- W3048767624 cites W2096648510 @default.
- W3048767624 cites W2096684396 @default.
- W3048767624 cites W2116544216 @default.
- W3048767624 cites W2130435519 @default.
- W3048767624 cites W2131857427 @default.
- W3048767624 cites W2136787442 @default.
- W3048767624 cites W2145273396 @default.
- W3048767624 cites W2146319152 @default.
- W3048767624 cites W2150806568 @default.
- W3048767624 cites W2158532959 @default.
- W3048767624 cites W2158669601 @default.
- W3048767624 cites W2158810025 @default.
- W3048767624 cites W2159055697 @default.
- W3048767624 cites W2331835837 @default.
- W3048767624 cites W2544043192 @default.
- W3048767624 cites W26251786 @default.
- W3048767624 cites W26383678 @default.
- W3048767624 cites W3121301164 @default.
- W3048767624 cites W3121489462 @default.
- W3048767624 cites W3121663241 @default.
- W3048767624 cites W3121684724 @default.
- W3048767624 cites W3122635074 @default.
- W3048767624 cites W3123340585 @default.
- W3048767624 cites W3125705573 @default.
- W3048767624 cites W3125719925 @default.
- W3048767624 cites W3126080411 @default.
- W3048767624 cites W4205641472 @default.
- W3048767624 cites W4205879138 @default.
- W3048767624 cites W4206419526 @default.
- W3048767624 cites W4229737049 @default.
- W3048767624 cites W4233698021 @default.
- W3048767624 cites W4236547334 @default.
- W3048767624 cites W4242637003 @default.
- W3048767624 cites W4247360795 @default.
- W3048767624 cites W4254409169 @default.
- W3048767624 cites W4254759995 @default.
- W3048767624 cites W4292808503 @default.
- W3048767624 doi "https://doi.org/10.2308/tar-2018-0146" @default.
- W3048767624 hasPublicationYear "2020" @default.
- W3048767624 type Work @default.
- W3048767624 sameAs 3048767624 @default.
- W3048767624 citedByCount "3" @default.
- W3048767624 countsByYear W30487676242020 @default.
- W3048767624 countsByYear W30487676242023 @default.
- W3048767624 crossrefType "journal-article" @default.
- W3048767624 hasAuthorship W3048767624A5001187304 @default.
- W3048767624 hasAuthorship W3048767624A5001896452 @default.
- W3048767624 hasAuthorship W3048767624A5067654654 @default.
- W3048767624 hasAuthorship W3048767624A5068863579 @default.