Time management and achievement striving interact to predict car sales performance.

Abstract

Recent research (T. H. Macan, 1994) questioned the importance oftime management i predicting performance. The authors tested the hypothesis that ime management behav-iors interact with achievement striving to predict car sales performance. On the basis of data from 102 salespeople, moderated regression analyses supported that hypothesis. There was a significant interaction between short-range planning and achievement striv-ing. Results how how time management is related to job performance under conditions of high motivation. Despite a large literature lauding the benefits of time management behaviors in general (e.g., Warihay, 1978) and for sales performance in particular (e.g., Berkowitz & Ginter, 1978; Feiertag, 1991; Friedman, 1993), the available literature suggests ome controversy regarding whether the expected benefits of time management are realized in practice (Macan, 1994). Empirical findings suggest that positive time management practices are as-sociated with self-evaluations of academic performance

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