Personality and job performance: Test of the mediating effects of motivation among sales representatives
Personality and job performance: Test of the mediating effects of motivation among sales representatives
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DOI：
10.1037//0021-9010.87.1.43
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发表时间：
2002-02-01
影响因子：
9.9
通讯作者：
Piotrowski, M
中科院分区：
文献类型：
--
作者：
Barrick, MR;Stewart, GL;Piotrowski, M
研究表明，个性与工作绩效之间存在一致的关系。在这项研究中，作者开发和测试的工作绩效模型，探讨认知动机的工作取向的人格特质和销售工作（N = 164）的绩效之间的关系的中介作用。协方差结构分析显示，近端动机变量是有影响力的机制，通过远端人格特质影响工作绩效。具体来说，争取地位和成就中介的外向性和责任心的销售业绩评级的影响。虽然易受欢迎程度与争取共融有关，但无论是易受欢迎程度还是共融努力都与销售工作的成功无关。提出的动机取向模型的重要性进行了讨论。
Research shows consistent relations between personality and job performance. In this study the authors develop and test a model of job performance that examines the mediating effects of cognitive-motivational work orientations on the relationships between personality traits and performance in a sales job (N = 164). Covariance structural analyses revealed proximal motivational variables to be influential mechanisms through which distal personality traits affect job performance. Specifically, striving for status and accomplishment mediate the effects of Extraversion and Conscientiousness on ratings of sales performance. Although Agreeableness was related to striving for communion, neither Agreeableness nor communion striving was related to success in this sales job. The importance of the proposed motivational orientations model is discussed.