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

HMS Dietz, Daan van Knippenberg, G Hirst, S Restubog

Research output: Contribution to journalArticleAcademicpeer-review

65 Citations (Scopus)

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
Pages (from-to)1811-1824
Number of pages14
JournalJournal of Applied Psychology
Volume100
Issue number6
DOIs
Publication statusPublished - 2015

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