Personality and job performance: test of the mediating effects of motivation among sales representatives

Research shows consistent relations between personality and job performance. In this study the authors develop and test a model of job performance that examines the mediating effects of cognitive-motivational work orientations on the relationships between personality traits and performance in a sales job (N = 164). Covariance structural analyses revealed proximal motivational variables to be influential mechanisms through which distal personality traits affect job performance. Specifically, striving for status and accomplishment mediate the effects of Extraversion and Conscientiousness on ratings of sales performance. Although Agreeableness was related to striving for communion, neither Agreeableness nor communion striving was related to success in this sales job. The importance of the proposed motivational orientations model is discussed.     

Self‐Construals,Motivation, and Feedback‐Seeking Behaviors

The current study explores the relations between individualism, motivation, and feedback‐seeking behaviors. Specifically, we examined how three motivational factors (i.e., status‐striving, achievement‐striving, and affiliation‐striving) mediated or moderated the relations between individualism and feedback‐seeking behaviors. Data were collected from 154 Singaporean undergraduate students across two time periods. Results indicated that only status motivation mediates the individualism–feedback‐seeking relation. Affiliation was found to moderate that same relation but only for a specific subset of feedback‐seeking behaviors. The implications of these findings for performance management and development are discussed.     

Personality and the goal-striving process: the influence of achievement goal patterns,goal level,and mental focus on performance and enjoyment

The purpose of this study is to examine the mechanisms by which personality traits influence performance and satisfaction. Specifically, the authors examined how 3 personality characteristics derived from self-determination theory (autonomy, control, and amotivated orientations) influence performance and enjoyment through achievement goal patterns, goal level, and mental focus. Data were collected from 284 students at 5 points in time. In particular, mental focus emerged as an important aspect of the self-regulation process. The results suggest that global personality traits can help researchers to understand and predict the motivational strategies that people use while working toward goals in achievement settings.     

追求快乐还是追求意义?青少年幸福倾向及其对学习行为的影响

研究使用问卷调查法,以2828名中学生为对象,考察了幸福倾向对其学习目标、学习毅力、学习策略、学习投入等学习行为的影响。结果表明:(1)青少年的意义倾向对其成就目标中的掌握目标和表现趋近维度、学习毅力、学习策略和学习投入都有显著的正向预测作用,对成就目标中的表现回避维度具有显著的负向预测作用;(2)青少年的快乐倾向对掌握目标、学习毅力、学习策略和学习投入都有显著的负向预测作用,对表现趋近和表现回避有显著的正向预测作用;(3)通过意义倾向和快乐倾向两个维度可以将青少年分为四类,双高组和单高意义组的青少年在学习行为表现上最积极,双低组的青少年学习行为表现最为消极。总体来说,追求快乐还是意义会影响到青少年学习行为这一重要的发展指标,意义比快乐更能促进青少年的积极健康发展。     

Goal-Focused Leadership,Leader-Member Exchange,and Task Performance: The Moderating Effects of Goal Orientations and Emotional Exhaustion

An important role of leaders is to foster followers’ performance through goal setting processes, which involve reciprocal interactions between leaders and followers (Locke & Latham in American Psychologist, 57, 705–717, 2002). Drawing upon the theory of role-making processes and a resource allocation framework, this study examined (a) how leaders’ goal setting activities interact with employees’ goal orientations and emotional exhaustion in predicting leader-member exchange (LMX), and (b) how LMX intervenes between goal-focused leadership and followers’ task performance. Hypotheses were tested using data collected from a sample of 187 leader-subordinate dyads from South Korea. Follower learning goal orientation (LGO) weakened the positive relationship between goal-focused leadership and LMX and, indirectly, task performance, contributing to the literature on goal orientations by revealing a “backfire effect” of LGO. Additionally, employee emotional exhaustion also reduced the positive relationship of goal-focused leadership to LMX and, ultimately, task performance. Integrating the theory of role-making processes from the LMX literature and a resource allocation perspective on self-regulation behavior, the present findings indicate that LMX is a key process through which goal-focused leadership relates to follower task performance. Furthermore, this study contributes to the goal-focused leadership literature by pointing out the importance of adopting an interactional perspective on leaders’ influence. Specifically, findings suggest that followers with divergent characteristics in terms of goal orientations and resourcefulness respond differently to leaders’ goal setting activities. This is one of the few studies that have examined the mechanisms and boundary conditions by which leaders’ goal-focused behaviors relate to followers’ task performance.     

Agency and Communion in People with Rheumatoid Arthritis

The purpose of this study was to determine whether the previously found relations among the gender-linked personality orientations of agency, communion, unmitigated agency, and unmitigated communion, and health outcomes existed within a sample of adults with rheumatoid arthritis, a chronic disease that is more prevalent among women than among men. We obtained self-report data from 158 participants on the gender-linked personality orientations, psychological distress, disability, pain, and life satisfaction. As hypothesized, regression analyses indicated that agency was significantly associated with better health outcomes, whereas unmitigated communion was associated with poorer health outcomes. Assessment of these personality variables in people with rheumatoid arthritis may help to identify those at high risk for adverse outcomes.     

A situated process model of vocational achievement goal striving within members of the academic staff at university

Building on achievement goal approach and self-determination theory (SDT), we propose a concise process model of achievement goal striving within academic staff members working at universities. We investigate this model in a sample of 107 academic staff members, who we questioned twice a day over the course of 2 weeks resulting in 1653 measurement occasions. Using two-level structural equation modeling, we found that substantial amounts of variance in situated achievement goals could be attributed to personal goal orientations. Life aspirations indirectly predicted the general strength of situated achievement goal striving via personal goal orientations. Finally, the situational satisfaction of the basic psychological needs for autonomy, competence and relatedness was differentially predictive for fluctuations in situated achievement goal striving, which in turn predicted situational intrinsic work motivation and work engagement. Our research ties achievement goal approach more closely to SDT and delivers a first outlook on the importance of working conditions in academia for goal setting processes and vocational motivation.     

Examining Situationally Induced State Goal Orientation Effects on Task Perceptions,Performance, and Satisfaction: A Two‐Dimensional Conceptualization1

We examined the longitudinal effects of situationally induced 2‐dimensional state goal orientations (i.e., achievement goals) on perceptions, performance, and satisfaction. Results (N = 268) indicated that high state learning cues led to higher perceived challenge and, for higher ability individuals, greater performance gains. Further, high state performance cues led to higher perceived effort. However, results revealed that state learning and performance effects were more complex than expected. State learning effects on challenge and state performance effects on effort were both stronger with other cues absent. Additionally, increasingly beneficial state learning cue effects were stronger for higher ability individuals. Thus, results provided support that state learning and performance goals are separate dimensions, and their interactive effects need further examination.     

The relationship between goal orientation and career striving in young adolescents

We surveyed 280 students (61% girls; M = 15.3 years) and, in the context of goal setting theory and self‐regulation, tested a cross‐sectional model in which goal orientation (learning, performance–prove, performance–avoid) was viewed as an antecedent to self‐efficacy and outcome expectations, self‐efficacy and outcome expectations were tested as antecedents to goal setting, and goal setting tested as an antecedent to career‐striving behaviors (exploration, planning). After controlling for educational achievement, learning orientation was directly, positively, associated with self‐efficacy and outcome expectations, and indirectly associated with career aspirations, career exploration, and planning; and performance–avoid orientation was negatively associated with self‐efficacy. The study demonstrated that goal orientation is an important variable to consider when examining career development in adolescents.     

Goal orientations and the seeking of different types of feedback information

Based on the goal orientation model of feedback‐seeking behaviour, goal orientations are proposed to influence employees in the type of information they seek from knowledgeable others in the work environment. As hypothesized, a survey conducted among 170 medical residents of a Dutch university hospital showed that a learning‐approach goal orientation had a positive relationship with the seeking of self‐improvement information and a negative relationship with the seeking of self‐validation information. In contrast, a performance‐approach goal orientation was negatively related to the seeking of self‐improvement information, while a performance‐avoidance goal orientation was positively related to the seeking of self‐validation information. Unexpectedly, a performance‐avoidance goal orientation was also found to be positively related to the seeking of self‐improvement information.     

社会认知基本维度与主观幸福感：未来时间洞察力的中介作用

基于社会认知双视角模型和人类适应机制,探讨能动性和表达性与主观幸福感的关系及其作用机制,采用社会认知基本维度形容词词库、未来时间洞察力问卷和幸福感指数量表对全国21个省市居民进行调查,共回收有效问卷4071份,其中男性1714人（42.1%）,女性2342人（57.5%）。结果表明：（1）能动性、表达性显著正向预测主观幸福,且能动性的预测效力大于表达性;未来时间洞察力显著正向预测主观幸福感;（2）能动性、表达性能通过未来时间洞察力的中介作用间接预测个人主观幸福感。本研究结果有利于揭示能动性、表达性如何影响个体主观幸福感体验,以及能动性、表达性对主观幸福感的影响程度,对于提升个人主观幸福感有一定启示意义。     

Individual Goal Orientations,Team Empowerment,and Employee Creative Performance: A Case of Cross‐level Interactions

Intrigued by relationship between team motivational context and individual characteristics in the organizational reality, we developed and tested a cross‐level model to investigate the interactive effects of team empowerment and individual goal orientations on individual creative performance through the mediating mechanism of an individual's creative self‐efficacy. Using multi‐wave multi‐source data from 63 R&D teams in three IT companies, we found that (1) team empowerment, individual learning goal orientation, and individual performance orientation are all positively related to individual creative performance through mediation of creative self‐efficacy; (2) learning orientation and performance approach orientation could both supplement the effects of team empowerment on individual creative self‐efficacy. Our findings point to the importance of individual goal orientation in shaping the effects of team motivation climates and provide insights for both scholars and practitioners. The specific practical implications include but are not limited to (1) individuals with learning and performance approach orientations should be identified during hiring procedures given that they could still thrive in less empowered teams and maintain a relatively high level of creative self‐efficacy and creative outcomes; (2) managers should consider assigning employees who are more learning oriented to more empowering and open‐ended tasks in order to obtain better creative results.     

Emotional exhaustion and job performance: the mediating role of motivation

The literature concerning the relationship between emotional exhaustion and performance led researchers to raise questions about the extent to which the variables are related. In 2 time-lagged samples, the authors found that motivation mediates the emotional exhaustion-job performance relationship. Moreover, the authors found that participants appear to target their investment of resources in response to emotional exhaustion to develop social support through social exchange; specifically, emotional exhaustion was associated with communion striving resources that were manifest in the form of organizational citizenship behaviors targeted at individuals. Implications of this relationship for theories of burnout and for management practice are discussed.     

The value of job crafting for work engagement,task performance,and career satisfaction: longitudinal and quasi-experimental evidence

We examine how job crafting (i.e. seeking resources, seeking challenges, decreasing demands) increases the person-job fit of employees. In Study 1, we studied job crafting’s effects over time. 111 employees filled out a questionnaire at two time points with 6 months in between. We found that seeking resources behavior at Time 1 positively affected work engagement, task performance, and career satisfaction at Time 2. Decreasing demands at Time 1 negatively affected work engagement, task performance, and career satisfaction at Time 2. In Study 2, we tested a job crafting intervention using a quasi-experimental design (i.e., intervention group, N = 60, and a control group, N = 59). The intervention was successful, as participants in the intervention group increased seeking resources and decreasing demands behaviors. Furthermore, seeking resources behavior was the main driver of increased participants’ work engagement, task performance, and career satisfaction.     

Goal orientation and task demand effects on motivation, affect, and performance

Two studies tested the joint effects of goal orientation and task demands on motivation, affect, and performance, examining different factors affecting task demands. In Study 1 (N = 199), task difficulty was found to moderate the effect of goal orientation on performance and affect (i.e., satisfaction with performance). In Study 2 (N = 189), task consistency was found to moderate the effect of goal orientation on self-efficacy and intrinsic motivation. Results are discussed in relation to self-regulatory processes cued by goal orientations, attentional resource demands, and the need to match goal orientations to the nature of the task.     

Cognition- and Affect-Based Trust and Feedback-Seeking Behavior: The Roles of Value,Cost, and Goal Orientations

We examined how subordinates’ cognition- and affect-based trust in supervisors influences their feedback-seeking behavior (FSB) by considering the different cost/value perception of FSB and goal orientation (i.e., learning and performance goal orientations). Using data from 194 supervisor-subordinate dyads in South Korea, we conducted multiple regression analyses to test our hypotheses. The results showed that, whereas subordinates’ cognition-based trust in supervisors positively influenced their FSB through increasing the perceived value of feedback received from supervisors, their affect-based trust in supervisors positively influenced their FSB through decreasing the perceived value of FSB. Additionally, we found that, when subordinates had high levels of learning goal orientation, the increasing influence of cognition-based trust on the value of feedback was stronger; in contrast, when subordinates had low levels of performance goal orientation, the decreasing influence of affect-based trust on the cost of FSB was stronger. The theoretical and practical implications, limitations, and suggestions for future research were discussed.     

Genetic and Environmental Influences on Achievement Goal Orientations Shift with Age

Students engage in learning activities with different achievement goal orientations. Some students pursue learning for learning sake (i.e. mastery goal orientation), some are driven by gaining favourable judgement of their performance (i.e. performance approach goal orientation), and others focus on avoiding negative judgement (i.e. performance avoidance goal orientation). These goal orientations are linked with academic achievement, and troublingly, students report decreasing levels of goal orientations across the school years. However, little is known concerning the mechanisms that drive this decline. In a large (N = 891 twin pairs) cross‐sectional genetically informative sample (age = 8 to 22 years), we found that older students reported lower goal orientations. Then, we identified shifts in the magnitude of genetic and environmental variance in each goal orientation. For example, variance in mastery goal orientation was primarily associated with environmental factors during the elementary school years. As students entered high school, genetic influences increased, replacing shared environmental influences. Finally, we situated these findings in the larger nomological network by testing associations with psychological constructs (e.g. personality and cognitive ability) and contextual variables (e.g. parents, schools, and peers). The development of academic motivation is complex with many interconnecting factors that appear to shift with age © 2019 European Association of Personality Psychology     

To Seek or Not to Seek: The Relationship Between Help Seeking and Job Performance Evaluations as Moderated by Task-Relevant Expertise

The present study explored the relationship between level of employees' help-seeking behavior and their overall job evaluations. It was hypothesized that employees would seek more help from others whom they perceive as more knowledgeable than they are and that they would seek more help from superiors than from coworkers. Regarding the link between amount of help seeking and performance evaluations, it was predicted that the relationship between amount of help seeking and evaluations of overall job performance are curvilinear and affected by the perceived expertise of the helper. Study participants were employees of a chemical plant, and they reported on the amount of help seeking that they engaged in with superiors and coworkers. Data on the perceived expertise of the help seeker and the help giver in any helping interaction were collected. Most recent job performance evaluations as reported by participants' superiors served as a measure of job performance. The analyses indicate that in line with prediction, the relationships between help seeking and performance evaluations were curvilinear. These relationships were moderated by the help seeker's relative task-relevant expertise. The theoretical implications of these findings and suggestions for future research are discussed.     

Negotiators who give too much: unmitigated communion, relational anxieties, and economic costs in distributive and integrative bargaining

A series of studies found that the personality dimension of unmitigated communion (H. L. Fritz & V. S. Helgeson, 1998) leads negotiators to make concessions to avoid straining relationships. Results indicate that even within the population of successful business executives, this dimension of relational anxiety can be identified distinctly from more general relational orientations, such as agreeableness, and that it distinctly predicts accommodating tendencies in everyday conflicts. In economic games, unmitigated communion predicts giving in contexts in which the relational norm of reciprocity applies, but not in contexts tapping instrumental or altruistic motives for cooperation. In distributive negotiations, the effect of unmitigated communion in lowering a negotiator's outcome is mediated by prenegotiation anxieties about relational strain and plans to make large concessions if needed to avoid impasse (lower reservation points). In integrative negotiations, high unmitigated communion on both sides of the negotiation dyad results in relational accommodation, evidenced by decreased success in maximizing economic joint gain but increased subjective satisfaction with the relationship.     

Family and individual correlates of academic goal orientations: social context differences in South Africa

This study examined relationships between distal social contexts, parents' support for learning, self-concept, and adolescents' academic goal orientations. Data were collected from 435 female and 410 male 18-yr.-old South Africans. Multistage regression analyses indicated that family social status and rural/urban locality had unmediated relations with the adolescents' learning and performance goal orientations. In addition, parent and self-concept measures combined to have small independent associations with the adolescents' academic goal orientations.