• Tammy L Rapp, Daniel G Bachrach, Adam A Rapp, and Ryan Mullins.
• GATS Group Consulting.
• J Appl Psychol. 2014 Sep 1; 99 (5): 976-87.

AbstractIn this research, we apply a team self-regulatory perspective to build and test theory focusing on the relationships between team efficacy and 2 key team performance criteria: a performance behavior (i.e., team effort) and a performance outcome (i.e., objective team sales). We theorize that rather than having a linear association, the performance benefits of team efficacy reach a point of inflection, reflective of too much of a good thing. Further, in an effort to establish a boundary condition of the inverted-U shaped relationship we predict, we also test the moderating role played by team goal monitoring in the nonmonotonic relationship between team efficacy and team performance. The results from a lagged field test, in which we collect multisource data from 153 technology sales teams, reveal a significant curvilinear association that is moderated by team goal monitoring behavior. Implications for theory and practice are discussed.PsycINFO Database Record (c) 2014 APA, all rights reserved.

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