title: Outperforming whom? A multilevel study of performance-prove goal orientation, performance, and the moderating role of shared team identification.
abstract: Performance-prove goal orientation affects performance because it drives people to try to outperform others. A proper understanding of the performance-motivating potential of performance-prove goal orientation requires, however, that we consider the question of whom people desire to outperform. In a multilevel analysis of this issue, we propose that the shared team identification of a team plays an important moderating role here, directing the performance-motivating influence of performance-prove goal orientation to either the team level or the individual level of performance. A multilevel study of salespeople nested in teams supports this proposition, showing that performance-prove goal orientation motivates team performance more with higher shared team identification, whereas performance-prove goal orientation motivates individual performance more with lower shared team identification. Establishing the robustness of these findings, a second study replicates them with individual and team performance in an educational context.
authors.affiliation: Department of Organisation and Personnel Management.
authors.forename: Bart
authors.initials: B
authors.lastname: Dietz
authors.affiliation: Department of Organisation and Personnel Management.
authors.forename: Daan
authors.initials: D
authors.lastname: van Knippenberg
authors.affiliation: Research School of Management.
authors.forename: Giles
authors.initials: G
authors.lastname: Hirst
authors.affiliation: Research School of Management.
authors.forename: Simon Lloyd D
authors.initials: SL
authors.lastname: Restubog
mesh_terms: D000328:Adult; D003299:Cooperative Behavior; D005260:Female; D006040:Goals; D006126:Group Processes; D006801:Humans; D008297:Male; D012933:Social Identification; D000066477:Work Performance