title: Self-management training for improving job performance: a field experiment involving salespeople.
abstract: In a control-group field experiment using a reversal design, 30 insurance salespeople were randomly assigned to an experimental group that received self-management training. A multivariate analysis of variance and subsequent repeated-measures analyses of variance revealed that, compared with a control condition (n = 30), training in self-management skills significantly improved job performance as assessed through both objective and subjective measures. Performance improvement continued with time, and increases were sustained across a 12-month period posttraining. Subsequent training of the control group produced similar increases in self-efficacy, outcome expectancies, and job performance. Potential mediating effects of self-efficacy and outcome expectancies on the self-management-performance relationship were explored and partially supported.
authors.affiliation: College of Business, California Polytechnic University, San Luis Obispo 93407, USA. cfrayne@calpoly.edu
authors.forename: C A
authors.initials: CA
authors.lastname: Frayne
authors.forename: J M
authors.initials: JM
authors.lastname: Geringer
mesh_terms: D000704:Analysis of Variance; D004526:Efficiency; D005260:Female; D006801:Humans; D007318:Inservice Training / Q000379:methods*; D007352:Insurance, Life; D008297:Male; D009042:Motivation; D009656:North America; D011582:Psychological Theory; D020377:Self Efficacy