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.     

Unwrapping the organizational entry process: disentangling multiple antecedents and their pathways to adjustment

This 4-wave longitudinal study of newcomers in 7 organizations examined preentry knowledge, proactive personality, and socialization influences as antecedents of both proximal (task mastery, role clarity, work group integration, and political knowledge) and distal (organizational commitment, work withdrawal, and turnover) indicators of newcomer adjustment. Results suggest that preentry knowledge, proactive personality, and socialization influences from the organization, supervisors, and coworkers are independently related to proximal adjustment outcomes, consistent with a theoretical framework highlighting distinct dimensions of organizational and work task adjustment. The proximal adjustment outcomes partially mediated most of the relationships between the antecedents of adjustment and organizational commitment, work withdrawal, and turnover.     

Employee commitment and motivation: a conceptual analysis and integrative model

Theorists and researchers interested in employee commitment and motivation have not made optimal use of each other's work. Commitment researchers seldom address the motivational processes through which commitment affects behavior, and motivation researchers have not recognized important distinctions in the forms, foci, and bases of commitment. To encourage greater cross-fertilization, the authors present an integrative framework in which commitment is presented as one of several energizing forces for motivated behavior. E. A. Locke's (1997) model of the work motivation process and J. P. Meyer and L. Herscovitch's (2001) model of workplace commitments serve as the foundation for the development of this new framework. To facilitate the merger, a new concept, goal regulation, is derived from self-determination theory (E. L. Deci & R. M. Ryan, 1985) and regulatory focus theory (E. I. Higgins, 1997). By including goal regulation, it is acknowledged that motivated behavior can be accompanied by different mindsets that have particularly important implications for the explanation and prediction of discretionary work behavior.     

Personality and economics: Overview and proposed framework

We sketch a framework for exploring the overlap between, and integration of, personality/temperament/character traits and economics. This integrative framework incorporates the study of the evolution and biology of personality, and an investment model from economics. We offer models of the development of traits and the expression of behavior associated with traits that are environmentally contingent. We demonstrate how economic games offer a well-defined and constrained social context to explore and test predictions concerning traits derived from evolutionary theory. We discuss open areas of research in the integration of personality and economics, such as fundamental identification problems in identifying traits. We finish by proposing an agenda for collaborative research on the personality-economics interface (e.g., examining anti-social behavior, psychometrics of preferences, etc.).     

TEST OF A MULTISTAGE MODEL OF DISTAL AND PROXIMAL ANTECEDENTS OF LEADER PERFORMANCE

The authors developed and tested a multistage model of distal and proximal predictors of leader performance in an effort to shed greater light on the intermediate linkages between broad leader traits and performance. Predictor and criterion data were obtained from 471 noncommissioned officers in the U.S. Army. A model with cognitive ability and 3 of the Big 5 personality factors as distal antecedents, leadership experiences and motivation to lead as semidistal antecedents, and the knowledge, skills, and ability (KSAs) to lead as proximal antecedents of leader performance provided a good fit to the data. More specifically, the effects of the distal and semidistal antecedents on leader performance were partially mediated by more proximal variables, whereas leader KSAs demonstrated a relatively strong, direct influence on performance. The 1 exception was that Conscientiousness—a hypothesized distal antecedent—had a notable direct effect on leader performance. The implications of these findings for leadership research and practice are discussed.     

RECONSIDERING THE DISPOSITIONAL BASIS OF COUNTERPRODUCTIVE WORK BEHAVIOR: THE ROLE OF ABERRANT PERSONALITY

Interest in the study of aberrant behaviors has coincided with widely publicized scandals involving unethical behaviors of individuals in organizations. Consequently, the literature in the organizational sciences has been increasingly focused on counterproductive and deviant behaviors such as aggression, sabotage, or theft and how individual differences can predict such behaviors. As such, research linking personality to counterproductive work behaviors has grown substantially over the last 10 years. However, the majority of this research has relied on traditional personality traits as the dispositional antecedents of such counterproductive behaviors (e.g., the global traits comprising the five factor model). A different yet possibly fruitful framework with which to examine the link between individual differences and counterproductive work behaviors is through the use of aberrant personality traits. The importance of focusing attention on aberrant traits in relation to counterproductive work behaviors is highlighted through a review of narcissism, Machiavellianism, and psychopathy, followed by a variety of research hypotheses designed to spur future research in these and related areas.     

Perceived deep-level dissimilarity: Personality antecedents and impact on overall job attitude, helping, work withdrawal, and turnover

The current research extends three research areas in relational demography: considering deep-level dissimilarity in theory building, assessing dissimilarity perceptions directly in theory testing, and examining the antecedents of dissimilarity perceptions. The results, based on two field studies using diverse samples, demonstrate the effects of enduring personality traits of Extraversion and Agreeableness on an individual’s perceived deep-level dissimilarity to coworkers in the workgroup, and the effects of perceived deep-level dissimilarity beyond the effects of actual dissimilarity and perceived surface-level dissimilarity on critical work outcomes, including the individual’s overall job attitude, and behaviors of helping, work withdrawal, and actual voluntary turnover.     

A meta-analytic examination of the goal orientation nomological net

The authors present an empirical review of the literature concerning trait and state goal orientation (GO). Three dimensions of GO were examined: learning, prove performance, and avoid performance along with presumed antecedents and proximal and distal consequences of these dimensions. Antecedent variables included cognitive ability, implicit theory of intelligence, need for achievement, self-esteem, general self-efficacy, and the Big Five personality characteristics. Proximal consequences included state GO, task-specific self-efficacy, self-set goal level, learning strategies, feedback seeking, and state anxiety. Distal consequences included learning, academic performance, task performance, and job performance. Generally speaking, learning GO was positively correlated, avoid performance GO was negatively correlated, and prove performance GO was uncorrelated with these variables. Consistent with theory, state GO tended to have stronger relationships with the distal consequences than did trait GO. Finally, using a meta-correlation matrix, the authors found that trait GO predicted job performance above and beyond cognitive ability and personality. These results demonstrate the value of GO to organizational researchers.     

Justice and personality: Using integrative theories to derive moderators of justice effects

Although organizational justice has been shown to have behavioral consequences, there remains a surprising amount of variation in how individuals react to fair and unfair treatment. The present study drew on three integrative theories in the justice literature—fairness heuristic theory, uncertainty management theory, and fairness theory—to identify personality traits that could explain such variation. From these theories, we identified trust propensity, risk aversion, and morality (rooted in circumplex models of personality) as potential moderators. A laboratory study provided some support for the prediction that the three traits moderate the effects of procedural, interpersonal, and distributive justice on task performance and counterproductive behavior. The moderating effects of the three traits explained more variance in the outcomes than moderators based in the justice literature (equity sensitivity, sensitivity to befallen injustice) or the five-factor model of personality. Taken together, the results suggest that the three integrative theories can inform the search for personality-based moderators of justice effects.     

The antecedents and consequences of interpersonal forgiveness: A meta‐analytic review

This article examines the antecedents and outcomes of forgiveness. The interpersonal forgiveness literature is qualitatively reviewed. Antecedents to forgiveness are classified by their proximity to forgiveness based on M. E. McCullough and colleagues, (1998) framework. From most distal to most proximal these antecedents are personality, relationship factors, offense‐specific factors, and social‐cognitive factors including empathy. The association of these antecedents and several consequences of forgiveness are quantitatively examined in meta‐analyses. All investigated variables were significantly related to forgiveness. Empathy was a stronger correlate of forgiveness than any other non‐social‐cognitive antecedent except for trait agreeableness. Methodological factors and the average age of subjects moderated the relationship between forgiveness and some of its correlates. Implications and future directions are considered.     

Predicting the counterproductive employee in a child-to-adult prospective study

The present research tested the relations between a battery of background factors and counterproductive work behaviors in a 23-year longitudinal study of young adults (N = 930). Background information, such as diagnosed adolescent conduct disorder, criminal conviction records, intelligence, and personality traits, was assessed before participants entered the labor force. These background factors were combined with work conditions at age 26 to predict counterproductive work behaviors at age 26. The results showed that people diagnosed with childhood conduct disorder were more prone to commit counterproductive work behaviors in young adulthood and that these associations were partially mediated by personality traits measured at age 18. Contrary to expectations, criminal convictions that occurred prior to entering the workforce were unrelated to counterproductive work behaviors. Job conditions and personality traits had independent effects on counterproductive work behaviors, above and beyond background factors.     

TRAIT AND BEHAVIORAL THEORIES OF LEADERSHIP: AN INTEGRATION AND META‐ANALYTIC TEST OF THEIR RELATIVE VALIDITY

The leadership literature suffers from a lack of theoretical integration ( Avolio, 2007 , American Psychologist, 62, 25–33). This article addresses that lack of integration by developing an integrative trait‐behavioral model of leadership effectiveness and then examining the relative validity of leader traits (gender, intelligence, personality) and behaviors (transformational‐transactional, initiating structure‐consideration) across 4 leadership effectiveness criteria (leader effectiveness, group performance, follower job satisfaction, satisfaction with leader). Combined, leader traits and behaviors explain a minimum of 31% of the variance in leadership effectiveness criteria. Leader behaviors tend to explain more variance in leadership effectiveness than leader traits, but results indicate that an integrative model where leader behaviors mediate the relationship between leader traits and effectiveness is warranted.     

促进型和抑制型建言的差异

本文系统地回顾了促进型和抑制型建言在前因与后果上的差异。这些差异的理论基础包括计划行为理论、调节焦点理论、目标导向理论、社会期望理论、资源保存理论、归因理论、自我损耗理论、认知评价理论以及情感事件理论。与理论相对应, 两类建言前因的差异体现在建言者特质(如人格、动机)、领导风格与行为、领导成员交换和组织层面的因素(如组织政治、组织公平)等方面; 后果的差异体现在建言者工作态度与行为(如绩效、工作满意度)、领导建言采纳和团队绩效等方面。未来可能的研究方向包括:探讨两类建言在团队中的共存、两类建言的文化差异等。     

The engageable personality: Personality and trait EI as predictors of work engagement

Work engagement is seen as a critical antecedent of various organizational outcomes such as citizenship behavior and employee productivity. Though defined as a state, recent research has hinted at potential individual differences in engagement, meaning that employees differ in their tendencies to engage at work. This study investigated the effects of the Big Five personality traits, work-specific personality, and trait emotional intelligence, on work engagement among a sample of 1050 working adults. Hierarchical multiple regression analyses identified trait EI, openness to experience, interpersonal sensitivity, ambition, extraversion, adjustment, and conscientiousness as predictors of engagement. Trait EI predicted work engagement over and above personality. Practical and theoretical implications are discussed.     

6～9岁儿童特质观与其人格特质的关系

为考察特质观与稳定的行为方式之间的关系,采用情境故事法和问卷法分别对180名6～9岁儿童进行了特质稳定性理解的个别测查和人格特质的教师评定。结果发现,持三种不同特质观（实体论、中间论、渐变论）的6～9岁儿童开始在认真有恒、自制稳重、聪慧性、开朗活泼和同情利他五种人格特质行为上表现出显著差异;6～9岁儿童的特质观能够预测以上五种人格特质,丽儿童“开朗插泼”和“聪慧性”特质行为的线性组合是预测儿童特质观的最佳指标。这些研究结论有助于说明关于特质的认知在调解和制约个体稳定的行为理解和反应中的重要作用,验证了人格认知流派的观点;支持了认知与人格之间交互作用的理论假设;对于解释年幼儿童发展中的不适应问题具有一定的意义。     

Disaggregating the Distal,Proximal, and Time-Varying Effects of Parent Alcoholism on Children’s Internalizing Symptoms

We tested whether children show greater internalizing symptoms when their parents are actively abusing alcohol. In an integrative data analysis, we combined observations over ages 2 through 17 from two longitudinal studies of children of alcoholic parents and matched controls recruited from the community. Using a mixed modeling approach, we tested whether children showed elevated mother- and child-reported internalizing symptoms (a) at the same time that parents showed alcohol-related consequences (time-varying effects), (b) if parents showed greater alcohol-related consequences during the study period (proximal effects), and (c) if parents had a lifetime diagnosis of alcoholism that predated the study period (distal effects). No support for time-varying effects was found; proximal effects of mothers' alcohol-related consequences on child-reported internalizing symptoms were found and distal effects of mother and father alcoholism predicted greater internalizing symptoms among children of alcoholic parents. Implications for the time-embedded relations between parent alcoholism and children's internalizing symptoms are discussed.     

Personality at Work: Raising Awareness and Correcting Misconceptions

Personality variables have always predicted important behaviors and outcomes in industrial, work, and organizational psychology. In this commentary, we first review empirically supported structural models of personality that show the following: (a) Personality traits are hierarchically organized, (b) the Big Five are not orthogonal, (c) abnormal personality measures assess the same continuum of traits as normal adult personality measures, and (d) there are compound personality traits that are especially useful in the prediction of organizational behaviors. Second, we provide a brief overview of meta-analyses of compound personality variables. The highest operational validities of single scales (.40s) are associated with personality measures assessing broad, compound personality characteristics, such as integrity, violence potential, customer service orientation, and managerial potential, that incorporate aspects from multiple dimensions of the Big Five. Third, we also review meta-analytic evidence that has linked personality attributes to other important organizational attitudes and behaviors, such as job satisfaction, motivation, and leadership, with multiple correlations for the Big Five in the .40 to .50 range. Fourth, we discuss the important role that meta-analysis has had in establishing the predictive and explanatory value of personality variables. We conclude with some caveats and directions for future research.     

Beyond the Big Five: Leader Goal Orientation as a Predictor of Leadership Effectiveness

This study examined proximal traits as mediators of the relationships between distal traits and leadership effectiveness. Specifically, we examined goal orientation, leadership self-efficacy, and motivation to lead (MTL) as antecedents of leadership effectiveness, after controlling for the Big Five personality traits. We tested our hypotheses with a sample of 100 leaders of four-person teams performing a manufacturing task in a laboratory setting. Consistent with expectation, leadership self-efficacy partially mediated the relationships between learning goal orientation and Affective-Identity MTL as well as Social-Normative MTL, after controlling for the Big Five. Noncalculative MTL related significantly to averaged team member ratings of leadership effectiveness, after controlling for both the leader's and the team member's personality. These results help aid in our understanding of why leader traits relate to leadership effectiveness.     

Direct and contextual effects of individual values on organizational citizenship behavior in teams

The authors use Schwartz's values theory as an integrative framework for testing the relationship between individual values and peer-reported organizational citizenship behavior (OCB) in teams, controlling for sex, satisfaction, and personality traits. Using hierarchical linear modeling in a sample of 582 students distributed across 135 class project teams, the authors find positive, direct effects for achievement on citizenship behaviors directed toward individuals (OCB-I), for benevolence on citizenship behaviors directed toward the group (OCB-O), and for self-direction on both OCB-I and OCB-O. Applying relational demography techniques to test for contextual effects, the authors find that group mean power scores negatively moderate the relationship between individual power and OCB-I, whereas group mean self-direction scores positively moderate the relationship between self-direction and both OCB-I and OCB-O.     

Regulatory Focus Theory: Implications for the Study of Emotions at Work

Previous theory and research have shown that people have two distinct self-regulatory foci. When promotion focused, people are motivated by growth and development needs in which they attempt to bring their actual selves (their behaviors and self-conceptions) in alignment with their ideal selves (self-standards based on wishes and aspirations of how they would like to be). When prevention focused, people are responsive to security needs in which they try to match their actual selves with their ought selves (self-standards based on felt duties and responsibilities). Strategically, eagerness or ensuring gains predominate for promotion-focused persons, whereas vigilance or ensuring nonlosses predominate for prevention-focused persons. People's regulatory focus influences the nature and magnitude of their emotional experience. Promotion-focused people's emotions vary along a cheerful-dejected dimension, whereas prevention-focused people's emotions vary along a quiescent-agitated dimension. We consider the implications of the relationship between regulatory focus and emotions for such topics as person/organization fit, goal-setting theory, expectancy-valence theory, behavioral decision theory, and employee resistance to organizational change. Possible antecedents of employees' regulatory focus also are discussed.