Outperforming Whom? A Multilevel Study of Performance-Prove Goal Orientation, Performance, and the Moderating Role of Shared Team Identification

• 成果类型: Article
• 署名作者: Dietz, Bart; van Knippenberg, Daan; Hirst, Giles; Restubog, Simon Lloyd D.
• 署名单位: Erasmus University Rotterdam - Excl Erasmus MC; Erasmus University Rotterdam; Australian National University
• 刊物名称: JOURNAL OF APPLIED PSYCHOLOGY
• ISSN/ISSBN: 0021-9010
• DOI: 10.1037/a0038888
• 发表日期: 2015
• 页码: 1811-1824
• 关键词: GOAL ORIENTATION; SALES PERFORMANCE; team identification; multilevel

摘要

Performance-prove goal orientation affects performance because it drives people to try to outperform others. A proper understanding of the performance-motivating potential of performance-prove goal orientation requires, however, that we consider the question of whom people desire to outperform. In a multilevel analysis of this issue, we propose that the shared team identification of a team plays an important moderating role here, directing the performance-motivating influence of performance-prove goal orientation to either the team level or the individual level of performance. A multilevel study of salespeople nested in teams supports this proposition, showing that performance-prove goal orientation motivates team performance more with higher shared team identification, whereas performance-prove goal orientation motivates individual performance more with lower shared team identification. Establishing the robustness of these findings, a second study replicates them with individual and team performance in an educational context.