Re: Articles on the behavior casued by quotas

["David Chase" <SSDCHAS@lottery.state.ca.us>]

In a post dated 10/19 10:03 AM, Eugene Taurman wrote:

"Does anyone know of a credible article on the behaviors that
quotas cause at the management level? There is plenty written on the 
damage of piecework but I do not know of any thing on management 
staff quotas."

>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

The first resource that comes to mind is Deming's Red Bead Experiment. 
I'm assuming that you feel hesitant in providing contradictory evidence
that's focused on manufacturing processes, or piecework. It sounds as
if you would prefer a resource that's addressed more specifically at 
management quotas.

While I would assert that the lesson of the Red Beads applies to any
system where management establishes essentially arbitrary quotas, your
audience must be open to seeing the analogy.

It appears that your main problem with management quotas focuses on the 
corrosive effect of the competition that quotas produce. Why not use Alfie 
Kohn's book: "No Contest: The Case Against Competition" as your resource?

Here's a link to Alfie Kohn's site:
http://www.alfiekohn.org/books/nc.htm

(Selected text from Kohn's site on "No Contest"):
"Drawing from hundreds of studies, Alfie Kohn eloquently argues that our 
struggle to defeat each other -- at work, at school, at play, and at home -- turns 
all of us into losers. Contrary to the myths with which we have been raised, 
Kohn shows that competition is not an inevitable part of "human nature." It 
does not motivate us to do our best... Rather than building character, 
competition sabotages self-esteem and ruins relationships."

I find Kohn's book "Punished By Rewards" to be an excellent resource for
refuting the conventional wisdom on rewards and recognition programs. I'm
confident that you'll find similar value in "No Contest".

David Chase
California Lottery
916-445-3166