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Self-regulation: from goal orientation to job performance
Christine L Porath1, Thomas S Bateman
1Department of Management and Organization, University of Southern California, Los Angeles, CA 90089-0808, USA. cporath@marshall.usc.edu
The Journal of Applied Psychology
|January 27, 2006
Summary
Learning and performance-prove goal orientations boost sales performance, while performance-avoidance hinders it. Self-regulation tactics mediate these effects, alongside social competence and proactive behavior positively influencing sales outcomes.
Area of Science:
- Organizational Psychology
- Sales Management
- Behavioral Economics
Background:
- Job performance is crucial for organizational success.
- Understanding the drivers of sales performance is a key area of research.
- Goal orientation and self-regulation strategies are recognized factors influencing employee behavior and outcomes.
Purpose of the Study:
- To investigate the impact of different goal orientations on sales performance.
- To examine the mediating role of self-regulation tactics in the goal orientation-performance relationship.
- To identify other predictors of sales performance, such as social competence, proactive behavior, and emotional control.
Main Methods:
- A longitudinal field study was conducted with a sample of salespeople.
- Data on goal orientation, self-regulation tactics, social competence, proactive behavior, emotional control, and sales performance were collected over time.
- Statistical analyses were used to examine direct and indirect effects.
Main Results:
- Learning and performance-prove goal orientations positively predicted subsequent sales performance.
- Performance-avoid goal orientation negatively predicted sales performance.
- Self-regulation tactics mediated the relationship between learning/performance-prove goal orientations and sales performance.
- Social competence and proactive behavior directly and positively predicted sales performance.
- Emotional control negatively predicted sales performance.
Conclusions:
- Goal orientation significantly influences sales performance, with learning and performance-prove orientations being beneficial.
- Self-regulation tactics play a crucial mediating role, translating goal orientations into actual performance.
- Beyond goal orientation, social competence, proactive behavior, and emotional control are important determinants of sales success.
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