Augmenting means efficacy to boost performance: Two field experiments

Dov Eden*, Yoav Ganzach, Rachel Flumin-Granat, Tal Zigman

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review


Internal and external sources of efficacy beliefs are distinguished. "Means efficacy," a particular source of external efficacy, is defined as belief in the utility of the tools available for task performance. The authors tested the hypothesis that raising means efficacy boosts performance. In two field experiments, experimental participants were told they got a new computerized system proven to be the best of its kind; controls got the same system with no means-efficacy treatment. In both experiments, means efficacy among experimental participants increased, and they out-performed the controls. A broadened perspective on the efficacy-beliefs construct is elaborated, and practical applications are proposed.

Original languageEnglish
Pages (from-to)687-713
Number of pages27
JournalJournal of Management
Issue number3
StatePublished - May 2010


  • Expectancy
  • External efficacy
  • Field experiments
  • Means efficacy
  • Motivation
  • Performance


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