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- Christine L Porath and Thomas S Bateman.
- Department of Management and Organization, University of Southern California, Los Angeles, CA 90089-0808, USA. cporath@marshall.usc.edu
- J Appl Psychol. 2006 Jan 1; 91 (1): 185-92.
AbstractThe authors investigated the effects on job performance of 3 forms of goal orientation and 4 self-regulation (SR) tactics. In a longitudinal field study with salespeople, learning and performance-prove goal orientation predicted subsequent sales performance, whereas performance-avoid goal orientation negatively predicted sales performance. The SR tactics functioned as mediating variables between learning and performance-prove goal orientations and performance. Social competence and proactive behavior directly and positively predicted sales performance, and emotional control negatively predicted performance.(c) 2006 APA, all rights reserved.
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