search query: @author VandeWalle, D. / total: 5
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| Author: | VandeWalle, D. |
| Title: | The influence of goal orientation and self-regulation tactics on sales performance: a longitudinal field test |
| Journal: | Journal of Applied Psychology
1999 : APR, VOL. 84:2, p. 249-259 |
| Index terms: | PSYCHOLOGY GOALS REGULATIONS |
| Language: | eng |
| Abstract: | The authors investigated the influence of goal orientation on sales performance in a longitudinal field study with salespeople. As hypothesized, a learning goal orientation had a positive relationship with sales performance. This relationship was fully mediated by 3 self-regulation tactics: goal setting, effort and planning. In contrast, a performance goal orientation was unrelated to sales performance. These results suggest that a focus on skill development, even for a veteral workforce, is likely to be associated with higher performance. |
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