Coaching Behaviors,Satisfaction of Needs,and Intrinsic Motivation Among Chinese University Athletes

This cross-sectional study applied self-determination theory to understand the relationship between coaching behaviors, psychological need satisfaction, and intrinsic motivation among young Chinese athletes from 2 universities in Macao, China (N = 208). In the path model with the demographics adjusted, coaching behaviors (training instruction, democratic behaviors, autocratic behaviors, social support, and positive feedback) and need satisfaction (perceived autonomy, competence, and relatedness) explained 44% of the variance in intrinsic motivation. We also found indirect effects of some coaching behaviors on intrinsic motivation through satisfying the psychological needs. Furthermore, independent self-construal significantly moderated the relationship between perceived relatedness and intrinsic motivation.     

Pre- to Post-Season Changes in the Intrinsic Motivation of First Year College Athletes: Relationships with Coaching Behavior and Scholarship Status

This study examined whether the intrinsic motivation levels of first-year college athletes changed from pre- to post-season as a function of their scholarship status or their perceptions of their coaches' behavior. Division I college athletes ( N = 72) completed questionnaires assessing their intrinsic motivation at the beginning and end of their first year of participation. They also reported their scholarship status and their perceptions of their coaches' behaviors over the season. Contrary to predictions, results revealed that neither scholarship status nor time affected the athletes' level of intrinsic motivation. Strong support for the relationship between athletes' perceptions of their coaches' behavior and changes in athletes' level of intrinsic motivation over the season, however, emerged. Increases in athletes' level of intrinsic motivation were associated with athletes' perceptions that their coaches exhibited high frequencies of training and instruction behavior, and low frequencies of autocratic behavior and social support. Results are discussed in relation to cognitive evaluation theory and previous research on intrinsic motivation.     

Leader Behavior,Work-Attitudes,and Turnover of Salespeople: An Integrative Study

Data were collected from the national field sales force of a major consumer goods manufacturer. The study develops a structural model of salespeople's perceptions of their supervisors' behaviors (i.e., leadership consideration and leadership role clarity), and the influence of supervisors' behaviors on the sales force's role perceptions, job anxiety, job satisfaction, propensities to leave and actual turnover. The study integrates previous research regarding sales force turnover to form the underpinning for the relationships between the constructs, and finds empirically that sales managers' leadership behaviors directly and indirectly influence job satisfaction, which influences salespeople's propensity to leave the organization and actual turnover.     

Perceived brand authenticity: Examining the effects of inferred dedication and anticipated quality on consumers' purchase intentions and actual choices

This research investigates both the downstream effect of perceived brand authenticity on consumers' actual, consequential choice and the important role of inferred brand dedication in the relationship between perceived brand authenticity, anticipated quality, and purchase intentions. We also investigate the interactive effect of two source-related factors—intrinsic motivation and congruity—on consumers' brand authenticity perceptions. We present findings from three studies using different product categories (utilitarian/consumable: hand sanitizer; hedonic/consumable: chocolate; hedonic/non-consumable: sunglasses). Study 1 shows that consumers use information regarding the intrinsic motivation of those behind the brand and congruity between the brand's actions and what it represents to consumers when forming brand authenticity perceptions and that intrinsic motivation and congruity interact to increase authenticity perceptions. We anticipate that consumers' positivity toward brands perceived as authentic will extend to actual choice through anticipated quality. Study 2 demonstrates that consumers choose authentic brands over inauthentic brands above what chance would dictate and anticipated quality can forecast this choice. Next, we extend our collective process knowledge by exploring an underlying reason why consumers anticipate that brands presented through marketing communications as authentic will have higher quality. We suggest that when managers present brands as authentic, consumers infer greater dedication of those behind the brand and inferred dedication influences anticipated product quality. Study 3 provides support and uncovers a serial mediation process, highlighting the importance of inferred dedication. Specifically, perceived brand authenticity increases consumers' brand dedication inferences, which in turn increases anticipated product quality, and ultimately purchase intentions.     

Keeping It Real: How Perceived Brand Authenticity Affects Product Perceptions

This article examines the effects of firm motivation (an intrinsic or extrinsic interest in their product) on perceptions of brand authenticity and anticipated product quality. Specifically, studies 1 and 2 show that an intrinsic motivation increases authenticity perceptions which, in turn, increase perceived product quality, even for negatively regarded products. Studies 3a and 3b demonstrate that motivation affects perceived product quality (through perceived authenticity) by influencing deliberate attribute‐level inferences consumers make about the product, and Study 4 demonstrates that the positive effect of intrinsic motivation (through authenticity) disappears in the presence of objective product attribute information, when such inferences are no longer necessary. These findings suggest that authenticity perceptions are malleable, and they shed light on the mechanism through which brand authenticity leads consumers to anticipate that a brand's products will be higher in quality.     

An integrative analysis of intrinsic and extrinsic motivation in sport

Abstract

The purpose of this paper is to propose a motivational sequence that integrates much of the intrinsic and extrinsic motivation literature in sport. The proposed motivational sequence: “Social Factors → Psychological Mediators → Types of Motivation → Consequences” is in line with self-determination theory (Deci & Ryan. 1985. 1991) and the Hierarchical model of intrinsic and extrinsic motivation (Vallerand, 1997). Using the sequence, it is first shown that the motivational impact of social factors inherent in sport, such as competition/cooperation, success/failure, and coaches' behaviors toward athletes, takes place through their influence on athletes' perceptions of autonomy, competence, and relatedness (i.e., the psychological mediators). Second, recent results are provided with respect to a new multidimensional measure (i.e., the Sport Motivation Scale; Pelletier et al., 1995) to assess the different types of athletes' motives. Third, we review findings that suggest that such sport motives lead to various consequences for the athlete e.g.     

Linking Feedback Quality and Goal Orientation to Feedback Seeking and Job Performance

Contemporary feedback researchers have adopted theoretical perspectives in which personal characteristics interact with aspects of the feedback environment to influence feedback-related perceptions, feedback seeking, and job performance. To test these assertions, this study incorporates implicit person theory, uncertainty reduction theory, and Korman's theory of work motivation (2001) to develop a model that links a critical aspect of the feedback environment (feedback quality) and goal orientation to perceptions of feedback utility, feedback seeking, role clarity, and task performance and organizational citizenship behaviors. Results from supervisor–subordinate dyadic data (N?=?202) obtained from employed students largely support the hypothesized model. Implications are discussed.     

Satisfied Groups and Satisfied Members: Untangling the Between- and Within-Groups Effects of Need Satisfaction

The present study investigated how individual- and group-level psychological need satisfaction ( Deci & Ryan, 1985a ) influence affect, intrinsic motivation, and performance satisfaction. It also examined the impact of leader personality on group need satisfaction. Groups (45) of 4 college women participated in a task, with 1 member designated "leader." Multilevel modeling revealed significant between- and within- groups relations. Individuals in groups with higher need satisfaction reported greater pleasant affect, intrinsic motivation, and satisfaction with group performance. In addition, individuals whose need satisfaction was higher than their group's average reported greater intrinsic motivation, pleasant affect, and performance satisfaction. Group need satisfaction was found to be lower under neurotic leaders and higher under agreeable, introverted leaders. Implications for group environments are discussed.     

领导权力和地位对下属建言的影响——心理安全感的作用

通过实验研究(研究1、2)和多来源、多时点的实地问卷调查(研究3), 本文发现: 领导权力对下属建言有消极作用, 领导地位对下属建言有积极作用; 领导地位调节领导权力对下属建言的影响, 当领导地位较低时, 领导权力对下属建言的负面作用增强, 反之则不显著; 领导地位对权力的调节作用通过下属心理安全感传递至下属建言行为。这一研究结果有助于阐明组织层级差异(如权力、地位)是如何影响下属建言行为的。     

Psychological need satisfaction,intrinsic motivation and affective response to exercise in adolescents

ObjectivesTo further understanding of the factors influencing adolescents' motivations for physical activity, the relationship of variables derived from Self-Determination Theory to adolescents' affective response to exercise was examined.DesignCorrelational.MethodAdolescents (N = 182) self-reported psychological needs satisfaction (perceived competence, relatedness, and autonomy) and intrinsic motivation related to exercise. In two clinic visits, adolescents reported their affect before, during, and after a moderate-intensity and a hard-intensity exercise task.ResultsAffective response to exercise and psychological needs satisfaction independently contributed to the prediction of intrinsic motivation in hierarchical linear regression models. The association between affective response to exercise and intrinsic motivation was partially mediated by psychological needs satisfaction.ConclusionsIntrinsic motivation for exercise among adolescents may be enhanced when the environment supports perceived competence, relatedness, and autonomy, and when adolescents participate in activities that they find enjoyable.     

Motivation for Dental Home Care: Testing a Self‐Determination Theory Model1

The present research developed the Self‐Regulation for Dental Home Care Questionnaire (SRDHCQ), based on self‐determination theory (SDT; Deci & Ryan, 2000 ), and used it in an SDT process model of dental health behaviors and self‐rated oral health. In this model, patients' perceptions of autonomy‐supportive (relative to controlling) dental professionals were expected to positively predict patients' psychological needs satisfaction in treatment. Needs satisfaction was expected to be positively related to autonomous motivation for dental home care and perceived dental competence, which were expected to be positively associated with self‐rated oral health and dental health behaviors. Confirmatory factor analysis of the 5‐factor SRDHCQ model fit the data very well, and a structural equation model supported the hypothesized process model.     

A qualitative study of leader behaviors perceived to enable salesperson performance

Abstract

This study builds on and extends previous sales leadership research by exploring sales professionals’ perceptions of effective leadership behaviors. Semistructured interviews with both sales leaders and salespeople working in a global enterprise software company were examined through a qualitative analysis. Results indicated that participants believed sales leadership played an important role in influencing sales performance. When asked to describe specific sales leader behaviors that best enable salesperson performance, sales professionals – both sales leaders and salespeople – overwhelmingly referenced coaching, followed by collaborating, championing, and customer engaging. We define and describe these four key sales leader behaviors and identify four potential mediating variables (trust, confidence, optimism, and resilience), from which emerges a conceptual framework of sales leader behaviors perceived to enable salesperson performance. We examine these four key sales leader behaviors and mediators in the broader context of leadership theory, particularly transformational, servant, authentic, and adaptive leadership theories. The key contribution of this study is the identification of a set of leader behaviors that are likely to be especially effective in modern sales organizations given that they originated from the perceptions of sales professionals themselves.     

Longitudinal associations between athletes' controlled motivation,ill-being,and perceptions of controlling coach behaviors: A Bayesian latent growth curve approach

Although many scholars have argued that leadership is a dynamic process jointly produced by leaders and followers, leadership in sports is most often researched as a unidirectional process from coaches to athletes. Within self-determination theory (SDT), individual characteristics are suggested to influence how people perceive external events such as coaches' behaviors. In the present study, we examined this jointly produced leadership process by investigating longitudinal associations between athletes' controlled motivation, ill-being, and perceptions of coaches' controlling behaviors at the between- and within-person levels. The participants were 247 young elite skiers enrolled at Swedish sport high schools who responded to self-report questionnaires at three time points over the course of an athletic season. At the between-person level, increases in perceptions of coaches' controlling behaviors over the season positively predicted controlled motivation at the end of the season, and controlled motivation at the beginning of the season positively predicted ill-being at the end of the season. At the within-person level, athletes' controlled motivation positively predicted perceptions of coaches' controlling behaviors. The results at the between-person level support the unidirectional perspective and the tenets of SDT. The results at the within-person level suggest that individual characteristics such as motivation can influence how athletes perceive external events, which has been proposed theoretically but seldom examined empirically. Three plausible explanations for this reversed association are presented in the discussion.     

Disentangling empowerment: Considering the role of employee perceptions in adaptive selling

As more jobs require employees to continually learn and adapt, empowering employees to adopt learning goals becomes a competitive advantage. Although research has identified key leadership behaviors that empower employees, the relationship between managers and empowered employees is ongoing and dynamic. Therefore, it is important to understand how key leadership behaviors interact with employees in their current state of empowerment to influence learning and performance. In this paper, we draw from self-determination theory to argue that the way employees perceive a given leadership behavior will differ by dimension of empowerment, and these perceptions impact their intrinsic motivation to learn. Specifically, employees who are high in competence and impact will perceive the leadership behavior of goal clarity as controlling, and be less likely to set learning goals, while those who are high in autonomy and meaning will perceive the same behavior as supportive, and be more likely to set learning goals. In a time-lagged study of 349 salespeople, we find that goal clarity acts as a boundary condition by weakening the relationship between empowerment and learning goal orientation (LGO) for those high on the competence and impact dimensions. As hypothesized, we find that the same behavior of goal clarity actually strengthens the relationship for those high on the autonomy and meaning dimensions. Further, we provide theoretical and empirical evidence that LGO mediates the relationship between empowerment and adaptive selling.     

How consumers “see” a visually warm store: Differences between affective and cognitive processors

Store atmosphere can influence shoppers' perceptions and behaviors. This research contributes to the literature by showing that a visually warm store atmosphere can induce psychological warmth perception among in‐store consumers. An empirical study was conducted to investigate the effect of warmth through a visually warm or cold store atmosphere on consumers' perceptions/behaviors and the moderating role of consumers' processing styles. Results (N = 181) showed that a visually warm (vs. cold) atmosphere induces the perception of intimacy toward the store among affective processors and the perception of assortment similarity among cognitive processors. Such perceptions were found to mediate the effect of the visually warm atmosphere on consumers' approach behaviors toward the store. Based on the grounded cognition theory, this study extends the current knowledge of the warmth experience on psychological perceptions to a retail context. Findings not only contribute to the extant literature of store atmospherics and retailing but they also offer practical guidelines for retailers and designers of store environments.     

Salesperson–brand relationship: main dimensions and impact within the context of private brand retailing

Private branding is considered one of the most effective and efficient influencers of retailers’ return on investment in their fiercely competitive industry. However, no study to date has examined these brands’ impact on salespeople's motivation and commitment to their own employer. This study, based upon extensive qualitative and quantitative research, shows that salespeople's relationships with their private brands can be influential in increasing their selling motivation and organizational commitment. Toward this end, our study first identifies the three important dimensions of salesperson–brand relationship (affect, trust, perceived customer recognition due to the brand) and develops their measures. Second, the findings show that salesperson–brand relationships, which exist between the retail frontline employees and retailers’ private brand, strongly influence sales motivation and firm commitment with a moderating influence of role clarity regarding management's expectations from its salespeople.     

Cohesiveness, coach's interpersonal style and psychological needs: Their effects on self-determination and athletes' subjective well-being

GoalThe goal of this study was to test the impact of cohesiveness and coaches' controlling interpersonal style on athletes' perceptions of autonomy, competence and relatedness. A contextual motivation sequence [Vallerand, R. J. (1997). Toward a hierarchical model of intrinsic and extrinsic motivation. In M. Zanna (Ed.), Advances in experimental social psychology, Vol. 29 (pp. 271–360). New York: Academic Press.] was tested whereby social factors supporting the satisfaction of basic needs would increase the level of sport self-determination, which in turn, should predict subjective well-being in athletes.MethodThe proposed sequence was tested with 197 basketball players using structural equation modeling. The hypothesized model was supported.ResultsPerceptions of cohesiveness positively predicted the satisfaction of the basic needs. Perceptions of coaches' controlling interpersonal style negatively impacted feelings of autonomy. In turn, psychological needs predicted self-determination in sports ensuing greater sport satisfaction and positive emotions in sports. Tests of indirect effects also supported the mediating role of psychological needs and self-determination.ConclusionResults are discussed in light of the different types of motivational antecedents and their influence on the psychological needs.     

Attribution of Influence and Charisma to the Leader: The Romance of Leadership Revisited1

This study examined the impact of performance outcomes, leadership type, leader behaviors, and observers' general belief in the importance of leadership on attributions of influence and charisma to a leader. Subjects (N= 549) read 24 versions of an organizational vignette representing all possible combinations of two performance levels, two leadership roles, and six leader behavior conditions, and were asked to evaluate the leader's level of causal influence and charisma. Results supported and extended Meindl's (1990) claim that observers' tendency to romanticize the role of a specific leader is affected by the group performance outcomes and by observers' general beliefs in the importance of leadership in organizations. The results further suggested that more influence may be attributed to a prototypical leadership role than to a less prototypical role. However, information about leader behaviors did not affect the attributions of influence and charisma to the leader. These results are discussed with reference to Conger and Kanungo's (1987) attributional theory of charismatic leadership and leadership categorization theory (Lord, 1985).     

Show them the money? The role of pay,managerial need support,and justice in a self‐determination theory model of intrinsic work motivation

The link between money and motivation has been a debated topic for decades, especially in work organizations. However, field studies investigating the amount of pay in relation to employee motivation is lacking and there have been calls for empirical studies addressing compensation systems and motivation in the work domain. The purpose of this study was to examine outcomes associated with the amount of pay, and perceived distributive and procedural justice regarding pay in relation to those for perceived managerial need support. Participants were 166 bank employees who also reported on their basic psychological need satisfaction and intrinsic work motivation. SEM‐analyses tested a self‐determination theory (SDT) model, with satisfaction of the competence and autonomy needs as an intervening variable. The primary findings were that amount of pay and employees' perceived distributive justice regarding their pay were unrelated to employees' need satisfaction and intrinsic work motivation, but procedural justice regarding pay did affect these variables. However, managerial need support was the most important factor for promoting need satisfaction and intrinsic work motivation both directly, indirectly, and as a moderator in the model. Hence, the results of the present organizational field study support earlier laboratory experiments within the SDT framework showing that monetary rewards did not enhance intrinsic motivation. This seems to have profound implications for organizations concerned about motivating their employees.