Journal article
Conscientiousness and Performance of Sales Representatives: Test of the Mediating Effects of Goal Setting
Journal of applied psychology, Vol.78(5), pp.715-722
10/01/1993
DOI: 10.1037/0021-9010.78.5.715
Abstract
The authors used 91 sales representatives to test a process model that assessed the relationship of conscientiousness to job performance through mediating motivational (goal-setting) variables. Linear structural equation modeling showed that sales representatives high in conscientiousness are more likely to set goals and are more likely to be committed to goals, which in turn is associated with greater sales volume and higher supervisory ratings of job performance. Results also showed that conscientiousness is directly related to supervisory ratings. Consistent with previous research, results showed that ability was also related to supervisory ratings of job performance and, to a lesser extent, sales volume. Contrary to expectations, 1 other personality construct, extraversion, was not related to sales volume or to supervisory ratings of job performance. Implications and future research needs are discussed.
Details
- Title: Subtitle
- Conscientiousness and Performance of Sales Representatives: Test of the Mediating Effects of Goal Setting
- Creators
- Murray R Barrick - University of IowaMichael K Mount - University of IowaJudy P Strauss - Department of Management and Organizations, University of Iowa
- Resource Type
- Journal article
- Publication Details
- Journal of applied psychology, Vol.78(5), pp.715-722
- DOI
- 10.1037/0021-9010.78.5.715
- ISSN
- 0021-9010
- eISSN
- 1939-1854
- Publisher
- American Psychological Association
- Number of pages
- 8
- Language
- English
- Date published
- 10/01/1993
- Academic Unit
- Management and Entrepreneurship
- Record Identifier
- 9984963104902771
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