Personality and job performance: test of the mediating effects of motivation among sales representatives

The Journal of Applied Psychology
Murray R BarrickMike Piotrowski

Abstract

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.

References

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Citations

Sep 16, 2005·The Journal of Applied Psychology·Jeffery A Thompson
Jan 27, 2006·The Journal of Applied Psychology·Steven G RogelbergJennifer L Burnfield
Jan 18, 2007·The Journal of Applied Psychology·Jonathon R B Halbesleben, Wm Matthew Bowler
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Aug 24, 2017·Psychological Science·Blaine Landis, Joe J Gladstone
Sep 30, 2009·Neuroreport·Masahiko NishimuraShogo Ishiuchi
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Jan 1, 2018·Journal of Business Ethics : JBE·Frank D BelschakDeanne N Den Hartog
Feb 6, 2018·Journal of Occupational and Organizational Psychology·Emma RussellAdrian P Banks
Dec 22, 2020·The Spanish Journal of Psychology·Machteld van den HeuvelWilmar B Schaufeli
Jan 9, 2021·Postgraduate Medical Journal·Holly MorganCatherine Eley
Jul 20, 2021·Annual Review of Psychology·Adam M Grant, Marissa S Shandell

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