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Conscientiousness and performance of sales representatives: Test of the mediating effects of goal setting.
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In this article, 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.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 volumeread more
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Building a Practically Useful Theory of Goal Setting and Task Motivation
Edwin A. Locke,Gary P. Latham +1 more
TL;DR: The authors summarize 35 years of empirical research on goal-setting theory, describing the core findings of the theory, the mechanisms by which goals operate, moderators of goal effects, the relation of goals and satisfaction, and the role of goals as mediators of incentives.
Journal ArticleDOI
Building a practically useful theory of goal setting and task motivation. A 35-year odyssey.
Edwin A. Locke,Gary P. Latham +1 more
TL;DR: In this paper, the authors summarize 35 years of empirical research on goal-setting theory and describe the core findings of the theory, the mechanisms by which goals operate, moderators of goal effects, the relation of goals and satisfaction, and the role of goals as mediators of incentives.
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The happy personality : A meta-analysis of 137 personality traits and subjective well-being
Kristina M. DeNeve,Harris Cooper +1 more
TL;DR: This meta-analysis used 9 literature search strategies to examine 137 distinct personality constructs as correlates of subjective well-being (SWB), finding personality was found to be equally predictive of life satisfaction, happiness, and positive affect, but significantly less predictive of negative affect.
Journal ArticleDOI
Psychological correlates of university students' academic performance: a systematic review and meta-analysis
TL;DR: A review of 13 years of research into antecedents of university students' grade point average (GPA) scores generated a comprehensive, conceptual map of known correlates of tertiary GPA; assessment of the magnitude of average, weighted correlations with GPA; and tests of multivariate models of GPA correlates within and across research domains.
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Work engagement: a quantitative review and test of its relations with task and contextual performance
TL;DR: In this article, the authors identify an agreed-upon definition of engagement, investigate its uniqueness, and clarify its nomological network of constructs using a conceptual framework based on Macey and Schneider (2008).
References
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Journal ArticleDOI
Alternative Ways of Assessing Model Fit
Michael W. Browne,Robert Cudeck +1 more
TL;DR: In this paper, two types of error involved in fitting a model are considered, error of approximation and error of fit, where the first involves the fit of the model, and the second involves the model's shape.
Book
Testing Structural Equation Models
Kenneth A. Bollen,J. Scott Long +1 more
TL;DR: In this paper, Bollen et al. proposed a model fitting metric for Structural Equation Models, which is based on the Monte Carlo evaluation of Goodness-of-Fit measures.
Journal ArticleDOI
The big five personality dimensions and job performance: a meta-analysis
TL;DR: In this article, the authors investigated the relation of the Big Five personality dimensions (extraversion, emotional stability, Agreeableness, Conscientiousness, and Openness to Experience) to three job performance criteria (job proficiency, training proficiency, and personnel data) for five occupational groups (professionals, police, managers, sales, and skilled/semi-skilled).
Journal ArticleDOI
Handbook of industrial and organizational psychology
TL;DR: An up-to-date handbook on conceptual and methodological issues relevant to the study of industrial and organizational behavior is presented in this paper, which covers substantive issues at both the individual and organizational level in both theoretical and practical terms.