Outperforming whom? A multilevel study of performance-prove goal orientation, performance, and the moderating role of shared team identification.
研究绩效证明目标导向如何影响个人和团队绩效，发现共享团队认同会调节这种影响：高认同下目标导向提升团队绩效，低认同下则提升个人绩效。
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.