Self-regulation: from goal orientation to job performance.
The authors investigated the effects on job performance of 3 forms of goal orientation and 4 self-regulation (SR) tactics. In a longitudinal field study with salespeople, learning and performance-prove goal orientation predicted subsequent sales performance, whereas performance-avoid goal orientation negatively predicted sales performance. The SR tactics functioned as mediating variables between learning and performance-prove goal orientations and performance. Social competence and proactive behavior directly and positively predicted sales performance, and emotional control negatively predicted performance.
Porath
Christine L
CL
Department of Management and Organization, University of Southern California, Los Angeles, CA 90089-0808, USA. cporath@marshall.usc.edu
Bateman
Thomas S
TS
D000328:Adult; D003132:Commerce; D004650:Employee Performance Appraisal; D005260:Female; D006040:Goals; D006801:Humans; D008297:Male; D008875:Middle Aged; D009042:Motivation; D012919:Social Behavior; D012927:Social Control, Informal; D011795:Surveys and Questionnaires