Article1998

Effects of Trait Competitiveness and Perceived Intraorganizational Competition on Salesperson Goal Setting and Performance

605 citations0/0 files storedJournal of Marketing

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Employee Performance and Motivation Employee Performance and Management Job Satisfaction and Organizational Behavior

Abstract

The authors assess the effects of trait competitiveness and competitive psychological climate on self-set goal levels and sales performance. The results indicate an interaction between trait competitiveness and competitive psychological climate, such that (1) salespeople who are high in trait competitiveness set higher goals when they perceive the organizational climate as competitive and (2) salespeople who are low in trait competitiveness set relatively low goals, regardless of their perceptions of competition in the organizational climate. Results also indicate that a self-set goal level is related strongly to performance and that self-efficacy has strong direct and indirect effects on sales performance. The authors also discuss implications for theory and practice.

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References

1999Self-Efficacy: The Exercise of Control 1966Generalized expectancies for internal versus external control of reinforcement.1954A Theory of Social Comparison Processes 1973Making Vocational Choices: A Theory of Vocational Personalities and Work Environments 1991A Theory of Goal Setting and Task PerformanceA Theory of Goal Setting and Task Performance, by LockeEdwin A. and LathamGary P.. Englewood Cliffs, NJ: Prentice-Hall, 1990.1992Self-Efficacy: A Theoretical Analysis of Its Determinants and Malleability 1975A vertical dyad linkage approach to leadership within formal organizations 1968Toward a theory of task motivation and incentives

Cited by

2011The evolution and psychology of self-deception 2010The Psychology of Rivalry: A Relationally Dependent Analysis of Competition 2013Hierarchical representations of the five-factor model of personality in predicting job performance: Integrating three organizing frameworks with two theoretical perspectives.2002The Effects of Job Autonomy, Customer Demandingness, and Trait Competitiveness on Salesperson Learning, Self-Efficacy, and Performance 2014How does a servant leader fuel the service fire? A multilevel model of servant leadership, individual self identity, group competition climate, and customer service performance.

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