Outperforming whom? A multilevel study of performance-prove goal orientation, performance, and the moderating role of shared team identification

Bart Dietz, Daan van Knippenberg, Giles Hirst, Simon Lloyd D. Restubog

Research output: Contribution to journalArticle

Abstract

Performance-prove goal orientation affects performance because it drives people to try to outperform others. A proper understanding of the performance-motivating potential of performance-prove goal orientation requires, however, that we consider the question of whom people desire to outperform. In a multilevel analysis of this issue, we propose that the shared team identification of a team plays an important moderating role here, directing the performance-motivating influence of performance-prove goal orientation to either the team level or the individual level of performance. A multilevel study of salespeople nested in teams supports this proposition, showing that performance-prove goal orientation motivates team performance more with higher shared team identification, whereas performance-prove goal orientation motivates individual performance more with lower shared team identification. Establishing the robustness of these findings, a second study replicates them with individual and team performance in an educational context.

Original languageEnglish (US)
Pages (from-to)1811-1824
Number of pages14
JournalJournal of Applied Psychology
Volume100
Issue number6
DOIs
StatePublished - Nov 2015

Keywords

  • Goal orientation
  • Multilevel
  • Sales performance
  • Team identification

ASJC Scopus subject areas

  • Applied Psychology

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