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

被引：488

作者：

Barrick, MR

Stewart, GL

Piotrowski, M

机构：

[1] Michigan State Univ, Eli Broad Grad Sch Management, Dept Management, E Lansing, MI 48824 USA

[2] Brigham Young Univ, Marriott Sch Management, Dept Org Leadership & Strategy, Provo, UT 84602 USA

[3] Hartford Financial Serv Grp, Hartford, CT USA

来源：

JOURNAL OF APPLIED PSYCHOLOGY | 2002年 / 87卷 / 01期

关键词：

D O I：

10.1037//0021-9010.87.1.43

中图分类号：

B849 [应用心理学];

学科分类号：

040203 ;

摘要：

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.

引用

页码：43 / 51

页数：9

共 45 条

[31]

Mitchell TR, 1997, RES ORGAN BEHAV, V19, P57

[32]

Mount M.K., 1995, RES PERSONNEL HUMAN, V13, P153, DOI DOI 10.1111/J.1744-6570.1991.TB00688.X

[33] Five-Factor Model of personality and performance in jobs involving interpersonal interactions [J].