Journal article
Personality and job performance: Test of the mediating effects of motivation among sales representatives
Journal of applied psychology, Vol.87(1), pp.43-51
02/01/2002
DOI: 10.1037//0021-9010.87.1.43
PMID: 11916215
Abstract
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.
Details
- Title: Subtitle
- Personality and job performance: Test of the mediating effects of motivation among sales representatives
- Creators
- M R BarrickG L StewartM Piotrowski
- Resource Type
- Journal article
- Publication Details
- Journal of applied psychology, Vol.87(1), pp.43-51
- Publisher
- Amer Psychological Assoc
- DOI
- 10.1037//0021-9010.87.1.43
- PMID
- 11916215
- ISSN
- 0021-9010
- eISSN
- 1939-1854
- Number of pages
- 9
- Language
- English
- Date published
- 02/01/2002
- Academic Unit
- Management and Entrepreneurship
- Record Identifier
- 9984380485002771
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