haku: @indexterm GOALS / yhteensä: 117
viite: 46 / 117
Tekijä: | VandeWalle, D. |
Otsikko: | The influence of goal orientation and self-regulation tactics on sales performance: a longitudinal field test |
Lehti: | Journal of Applied Psychology
1999 : APR, VOL. 84:2, p. 249-259 |
Asiasana: | PSYCHOLOGY GOALS REGULATIONS |
Kieli: | eng |
Tiivistelmä: | 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. |
SCIMA