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Alternative TitleEffects of Performance approach Goal Orientation and Transactional Leadership on Sales Performance


Other Abstract

Job performance is an important research topic in the field of industrial and organizational psychology, which affecting factors includes many aspects. Extant literature has indicated that goal orientation and leader behaviors both affect job performance. Goal orientation can be divided into learning approach orientation and performance approach orientation. Among the literature, most of studies investigated how learning approach orientation affected job performance. In contrast, less attention has been paid to the effects of performance approach orientation. Besides, most of studies show the positive effects to the job performance of transformational leadership and the negative effects of transactional leadership comparatively. The new trait activation theory explores the behavior and effect of traits from the individual-situation interaction perspective. In the sales situation, one of the core features of sales work is result-orientation, while performance approach orientation and transactional leadership behavior are also oriented by performance results. So it is valuable to discuss the two effects how to affect the sales job performance. The current study employed the trait activation theory to examine the impact of performance approach orientation and transactional leadership on sales performance. Based on the data from 308 salespersons in a large pharmacy company, results of Hierarchical Linear Modeling analysis showed that: a) Performance approach orientation was positively related to sales performance; and b) Transactional leadership was also significantly associated with subordinates’ sales performance. The study provided further empirical evidence for the argument that situation trait relevance is the key to fully understand the relationship between a personality trait and performance. The study also had practical implications for employee recruiting and team management in the sales industry.

Keyword销售绩效 目标导向 绩效趋近导向 交易型领导
Degree Name理学硕士(同等学力硕士)
Degree Discipline应用心理学
Degree Grantor中国科学院心理研究所
Place of Conferral中国科学院心理研究所
Document Type学位论文
Recommended Citation
GB/T 7714
陈菲. 绩效趋近目标导向与交易型领导对销售绩效的影响[D]. 中国科学院心理研究所. 中国科学院心理研究所,2014.
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