The influence of goal orientation and self-regulation tactics on sales performance: A longitudinal field test.
通过对销售人员的纵向现场研究，发现学习目标导向通过目标设定、努力和规划三种自我调节策略正向影响销售绩效，而绩效目标导向则无显著关系。
In a longitudinal field study with salespeople, we investigated the influence of goal orientation on sales performance.As hypothesized, a learning goal orientation had a positive relationship with sales performance.This relationship was fully mediated by three selfregulation tactics --goal setting, effort and planning.In contrast, a performance goal orientation was unrelated to sales performance.These results suggest that a focus on skill development, even for a veteran work force, is likely to be associated with high performance.Management should seek evidence of a learning goal orientation when selecting new employees, while avoiding an excessive focus on performance goal orientation without a comparable skilldevelopment focus.