A field experimental test of the moderating effects of growth need strength on productivity.

Abstract

The literature on growth need strength (GNS) as a moderator in organizational research, particularly the job characteristics model of work motivation, is reviewed. This review reveals a preponderance of inappropriate cross-sectional surveys and few appropriate experimental tests in the field on the GNS moderator hypothesis. Next, an incremental model of growth opportunity is contrasted with that of the general level of motivating potential. It is proposed that one should manipulate growth opportunities (increments) being offered to employees in an experimental design to test GNS as a moderator in a theory of motivation. A field experiment using this approach is described. Growth opportunities were manipulated by a vertical collaboration offer based on the leader-member exchange (LMX) model. Results of this experiment demonstrated statistically significant interaction effects between GNS and growth opportunity. As predicted, only high GNS employees responded to the growth opportunity (a 55% increase in quantity produced). This increase in quantity was not made at the expense of quality; the number of errors per week also decreased for this group. The implications of these results for future research on the moderating effects of GNS are discussed. The job characteristics model (Hackman & Lawler, 1971; Hackman & Oldham, 1976) hypothesizes that employee growth need strength (GNS) will moderate the relationship between job characteristics and work outcomes. Growth needs are denned as strong needs for personal challenge and accomplishment, for learning, and for professional development. The model assumes that not all employees appreciate jobs high in motivating potential. Only employees having strong growth needs are predicted to develop strong internal motivation when working on complex, challenging jobs. Others, with less strong needs for growth, will be less likely to take advantage of opportunities for professional development provided by a job high in motivating potential. The concept of growth need strength (GNS) is crucial to the theory of work motivation underlying the job characteristics