Research output: Contribution to Journal/Magazine › Journal article › peer-review
Research output: Contribution to Journal/Magazine › Journal article › peer-review
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TY - JOUR
T1 - Goal orientation effects on behavior and performance
T2 - evidence from international sales agents in the Middle East
AU - Chakrabarti, Ronika
AU - Barnes, Bradley
AU - Berthon, Pierre
AU - Pitt, Leyland
AU - Monkhouse, Lien
PY - 2014/1
Y1 - 2014/1
N2 - The concept of goal orientations and their effects on workplace behavior has been traditionally examined in a domestic context and often within the same organization. This article addresses the shortage of empirical research in this area by exploring whether goal and achievement motivation theory holds in an international Middle Eastern context. Based on data from 225 international sales agents (ISAs) located in the UAE, our findings extend the extant literature by providing fresh insights into an interfirm and international context. Using structural equation modeling, the findings confirm 10 hypotheses, and we specifically discover that both positive and negative feedback lead to greater learning and performance orientation that in turn influence ISAs located in the Middle East to work harder and smarter, which ultimately leverages performance outcomes. Several managerial implications for HRM practice are extracted from the study and directions for future research are provided.
AB - The concept of goal orientations and their effects on workplace behavior has been traditionally examined in a domestic context and often within the same organization. This article addresses the shortage of empirical research in this area by exploring whether goal and achievement motivation theory holds in an international Middle Eastern context. Based on data from 225 international sales agents (ISAs) located in the UAE, our findings extend the extant literature by providing fresh insights into an interfirm and international context. Using structural equation modeling, the findings confirm 10 hypotheses, and we specifically discover that both positive and negative feedback lead to greater learning and performance orientation that in turn influence ISAs located in the Middle East to work harder and smarter, which ultimately leverages performance outcomes. Several managerial implications for HRM practice are extracted from the study and directions for future research are provided.
KW - goal orientation
KW - HRM practice
KW - international sales agents
KW - performance
KW - work behavior
U2 - 10.1080/09585192.2013.826915
DO - 10.1080/09585192.2013.826915
M3 - Journal article
VL - 25
SP - 317
EP - 340
JO - The International Journal of Human Resource Management
JF - The International Journal of Human Resource Management
SN - 0958-5192
IS - 2
ER -