Chakrabarti, R., Barnes, B.R., Berthon, P. et al. (2 more authors) (2014) Goal orientation effects on behavior and performance: evidence from international sales agents in the Middle East. International Journal of Human Resource Management, 25 (2). pp. 317-340. ISSN 0958-5192
Abstract
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. © 2014 © 2013 Taylor & Francis.
Metadata
Item Type: | Article |
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Authors/Creators: |
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Copyright, Publisher and Additional Information: | © 2013 Taylor & Francis. This is an author produced version of a paper subsequently published in The International Journal of Human Resource Management. Uploaded in accordance with the publisher's self-archiving policy. |
Keywords: | goal orientation; HRM practice; international sales agents; performance; work behavior |
Dates: |
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Institution: | The University of Sheffield |
Academic Units: | The University of Sheffield > Faculty of Social Sciences (Sheffield) > Management School (Sheffield) |
Depositing User: | Symplectic Sheffield |
Date Deposited: | 11 Feb 2016 11:34 |
Last Modified: | 30 Jun 2017 16:47 |
Published Version: | https://dx.doi.org/10.1080/09585192.2013.826915 |
Status: | Published |
Publisher: | Taylor & Francis |
Refereed: | Yes |
Identification Number: | 10.1080/09585192.2013.826915 |
Open Archives Initiative ID (OAI ID): | oai:eprints.whiterose.ac.uk:94891 |