title: The role of team goal monitoring in the curvilinear relationship between team efficacy and team performance.
abstract: In this research, we apply a team self-regulatory perspective to build and test theory focusing on the relationships between team efficacy and 2 key team performance criteria: a performance behavior (i.e., team effort) and a performance outcome (i.e., objective team sales). We theorize that rather than having a linear association, the performance benefits of team efficacy reach a point of inflection, reflective of too much of a good thing. Further, in an effort to establish a boundary condition of the inverted-U shaped relationship we predict, we also test the moderating role played by team goal monitoring in the nonmonotonic relationship between team efficacy and team performance. The results from a lagged field test, in which we collect multisource data from 153 technology sales teams, reveal a significant curvilinear association that is moderated by team goal monitoring behavior. Implications for theory and practice are discussed.
authors.affiliation: GATS Group Consulting.
authors.forename: Tammy L
authors.initials: TL
authors.lastname: Rapp
authors.affiliation: Department of Management.
authors.forename: Daniel G
authors.initials: DG
authors.lastname: Bachrach
authors.affiliation: Department of Marketing.
authors.forename: Adam A
authors.initials: AA
authors.lastname: Rapp
authors.affiliation: College of Business and Behavioral Science, Clemson University.
authors.forename: Ryan
authors.initials: R
authors.lastname: Mullins
mesh_terms: D000328:Adult; D003299:Cooperative Behavior; D004651:Employment; D006040:Goals; D006126:Group Processes; D006801:Humans; D013647:Task Performance and Analysis