Demand Better Results - And Get Them (an HBR Classic)

Demand Better Results - And Get Them (an HBR Classic)

11.25.74Robert Schaffer

This article, first published in 1974, answers one of management's most important questions: Why do so few organizations reach their productivity potential?

The author answers that most executives fail to establish expectations of performance improvement in ways that get results. To set high goals that employees respond to and are accountable for, managers must invest their own time and energy. The first step is to set a modest, measurable goal concerning an important organizational problem. If this goal is met, management uses the success as a springboard for more ambitious demands.

One of HBR’s 10 most requested articles of the 1990s decade. A pioneering article that explains why managers avoid setting high performance expectations and that outlines a strategy for demanding more from their people and achieving it.

Harvard Business Review, November-December 1974 and reprinted as an HBR Classic in March-April 1991

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