Goal orientation effects on behavior and performance: evidence from international sales agents in the Middle East

Ronika CHAKRABARTI*, Bradley R. BARNES, Pierre BERTHON, Leyland PITT, Lien L. MONKHOUSE

*Corresponding author for this work

Research output: Journal PublicationsJournal Article (refereed)peer-review

9 Citations (Scopus)

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.

Original languageEnglish
Pages (from-to)317-340
Number of pages24
JournalInternational Journal of Human Resource Management
Volume25
Issue number2
DOIs
Publication statusPublished - 2014
Externally publishedYes

Keywords

  • goal orientation
  • HRM practice
  • international sales agents
  • performance
  • work behavior

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