• Title/Summary/Keyword: performance goal orientation

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The Effects of Goal Orientation Consciousness versus Unconsciousness on Consumers' Choice Tendency

  • CHOI, Nak-Hwan;CHEN, Fei
    • The Journal of Industrial Distribution & Business
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    • v.11 no.1
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    • pp.7-17
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    • 2020
  • Purpose: This study aimed at exploring the product choice tendency differences between the consciousness and unconsciousness of goal orientation when product attributes is perceived to be compatible with the goal orientation. Research design, data and methodology: Empirical study used a 2 (goal conscious vs. unconscious) × 3 (hedonic vs. performance vs. reliability attribute) between-subjects design and one control group. To verify hypotheses, χ2-test was conducted to 320 questionnaire data answered by undergraduate students of Jiangxi Normal University in China. Results: First, consumers under unconscious condition showed a higher product choice consistency based on compatibility between hedonic (performance) attribute of the product and their hedonic (performance) promotion goal-orientation than those under the conscious condition. Second, product choice effects of compatibility between reliability attribute of the product and prevention goal orientation were not significantly different between consumers' consciousness and unconsciousness of their prevention goal orientation. Conclusions: Marketers of 'under dog' should try to develop and deliver the product attributes different from the attributes of 'top dog.' And the 'top dog' marketers should help their customers to avoid the conflicts by developing the environment of inducing their goal orientation unconsciously. Brand marketers should always pay attention to the reliability attributes concerned with the prevention goal orientation.

The Effects of Supervisors on Goal Orientations and Sales Performance of Department Store Salespeople (백화점 판매원의 목표지향성과 성과에 미치는 판매관리자의 영향: 패션제품 판매원을 중심으로)

  • 박경애;허순임;사공수연;신수임
    • Journal of the Korean Society of Clothing and Textiles
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    • v.24 no.1
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    • pp.116-127
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    • 2000
  • This study investigated the effects of sales supervisors on salespeople's goal orientations and sales performance in fashion retail setting. Specifically, it examined: 1) the differences in salespeople's goal orientations by salespeople characteristics; 2) the effects of supervisor's behavioral orientations on goal orientations of salespeople; and 3) the effects of salespeople's goal orientations on performance. A total of 343 questionnaires collected from salespeople in various apparel and accessory selling departments at four department stores in Korean were analyzed. Variables included supervisor's behavioral orientations(end-results, activity and capability), salespeople's goal orientations(learning and performance), sales performance and salespeople characteristics. MANOVA revealed that three was no difference in goal orientations by salespeople characteristics except by selling department. Multiple regression analysis revealed that supervisor's end-result orientation affected salespeople's learning orientation and performance orientation while activity and capability orientations did not. The study suggests that for long-term performance supervisors and retail organizations need to develop various supervisory behaviors, stimulate learning demands of salespeople, and provide training programs to achieve the learning goal.

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Effects of CEO's Entrepreneurship in Small and Medium Enterprises and Goal Orientation of Employees on Collective Efficacy: Approaching Structural Equation Model (중소기업 경영자의 기업가정신과 조직구성원의 목표지향성이 조직효능감에 미치는 영향: 구조방정식 모형 접근)

  • Kang, Sung-Doo;Kang, Young-Soon
    • The Journal of the Korea Contents Association
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    • v.12 no.10
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    • pp.439-452
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    • 2012
  • The purpose of this study is to identify the best structural model among CEO's entrepreneurship(innovation proactiveness and risk-taking) in small and medium enterprises, group goal orientation(learning and performance goal orientation) and collective efficacy of employees. The result of verifying the best structural model is as follows. First. it indicated that innovation proactiveness of CEO's entrepreneurship positively affected group learning goal orientation and group performance goal orientation of employees while it did not affect risk-taking. Second, it indicated that group learning goal orientation and group performance goal orientation of employees positively affected collective efficacy. Third, it indicated that CEO's innovation proactiveness positively affected collective efficacy through group goal orientation of employees(learning and performance goal orientation). In this study, we targed 162 CEOs and 486 employees in small and medium enterprises located in Seoul, Gyeonggi and Jeju and applied the reponses of employees to 162 enterprises by using the average value measured in three divisions of each enterprise. We conducted a survey as a study method and conducted covariance structure analysis to verify the study model. Implications of the research are as below. First, we provided academic discussions by expanding the study category of goal orientation with an individual level into a group level. Second, we expanded the study category with individual goal orientation and collective efficacy into group goal orientation. Third, we suggested the possibility of another mechanism's effect between entrepreneurship and collective efficacy.

A Study of Learning and Performance Goal Orientation in Restaurant Servers' Up-Selling and Its Impact on Sales Behaviors and Sales Performance (레스토랑 직원의 Up-Selling에 대한 목적 지향성이 판매 행동과 판매 성과에 미치는 영향)

  • Kim, Young-Gab;Hong, Jong-Sook
    • Journal of the East Asian Society of Dietary Life
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    • v.20 no.5
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    • pp.776-784
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    • 2010
  • This study investigated causal relationships between goal orientation, sales and performance towards increasing the effectiveness of up-selling in internal promotion methods in family restaurants and provided implications about the hiring and training of sales people. The subjects were 232 sales people in family restaurants. The data were collected by self-administered questionnaires and analyzed by exploratory factor analysis, reliability analysis, comparative analysis of the average, and regression analysis. Results, showed that variations in goal orientation, sales, and performance depended on the age and experience of salespeople and that goal orientation makes adaptive selling more effective. It turned out that effort selling affects up-selling result than adaptive selling. Long-term workers were better than short-term workers in goal orientation, selling, and up-selling results, so human resource management needs to implement a long-term plan to enhance these effects. And, because effort selling is more effective than adaptive selling in up-selling results in family restaurants, effort selling requires training.

Relationships Among Employees' IT Personnel Competency, Personal Work Satisfaction, and Personal Work Performance: A Goal Orientation Perspective (조직구성원의 정보기술 인적역량과 개인 업무만족 및 업무성과 간의 관계: 목표지향성 관점)

  • Heo, Myung-Sook;Cheon, Myun-Joong
    • Asia pacific journal of information systems
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    • v.21 no.4
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    • pp.63-104
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    • 2011
  • The study examines the relationships among employee's goal orientation, IT personnel competency, personal effectiveness. The goal orientation includes learning goal orientation, performance approach goal orientation, and performance avoid goal orientation. Personal effectiveness consists of personal work satisfaction and personal work performance. In general, IT personnel competency refers to IT expert's skills, expertise, and knowledge required to perform IT activities in organizations. However, due to the advent of the internet and the generalization of IT, IT personnel competency turns out to be an important competency of technological experts as well as employees in organizations. While the competency of IT itself is important, the appropriate harmony between IT personnel's business capability and technological capability enhances the value of human resources and thus provides organizations with sustainable competitive advantages. The rapid pace of organization change places increased pressure on employees to continually update their skills and adapt their behavior to new organizational realities. This challenge raises a number of important questions concerning organizational behavior? Why do some employees display remarkable flexibility in their behavioral responses to changes in the organization, whereas others firmly resist change or experience great stress when faced with the need to alter behavior? Why do some employees continually strive to improve themselves over their life span, whereas others are content to forge through life using the same basic knowledge and skills? Why do some employees throw themselves enthusiastically into challenging tasks, whereas others avoid challenging tasks? The goal orientation proposed by organizational psychology provides at least a partial answer to these questions. Goal orientations refer to stable personally characteristics fostered by "self-theories" about the nature and development of attributes (such as intelligence, personality, abilities, and skills) people have. Self-theories are one's beliefs and goal orientations are achievement motivation revealed in seeking goals in accordance with one's beliefs. The goal orientations include learning goal orientation, performance approach goal orientation, and performance avoid goal orientation. Specifically, a learning goal orientation refers to a preference to develop the self by acquiring new skills, mastering new situations, and improving one's competence. A performance approach goal orientation refers to a preference to demonstrate and validate the adequacy of one's competence by seeking favorable judgments and avoiding negative judgments. A performance avoid goal orientation refers to a preference to avoid the disproving of one's competence and to avoid negative judgements about it, while focusing on performance. And the study also examines the moderating role of work career of employees to investigate the difference in the relationship between IT personnel competency and personal effectiveness. The study analyzes the collected data using PASW 18.0 and and PLS(Partial Least Square). The study also uses PLS bootstrapping algorithm (sample size: 500) to test research hypotheses. The result shows that the influences of both a learning goal orientation (${\beta}$ = 0.301, t = 3.822, P < 0.000) and a performance approach goal orientation (${\beta}$ = 0.224, t = 2.710, P < 0.01) on IT personnel competency are positively significant, while the influence of a performance avoid goal orientation(${\beta}$ = -0.142, t = 2.398, p < 0.05) on IT personnel competency is negatively significant. The result indicates that employees differ in their psychological and behavioral responses according to the goal orientation of employees. The result also shows that the impact of a IT personnel competency on both personal work satisfaction(${\beta}$ = 0.395, t = 4.897, P < 0.000) and personal work performance(${\beta}$ = 0.575, t = 12.800, P < 0.000) is positively significant. And the impact of personal work satisfaction(${\beta}$ = 0.148, t = 2.432, p < 0.05) on personal work performance is positively significant. Finally, the impacts of control variables (gender, age, type of industry, position, work career) on the relationships between IT personnel competency and personal effectiveness(personal work satisfaction work performance) are partly significant. In addition, the study uses PLS algorithm to find out a GoF(global criterion of goodness of fit) of the exploratory research model which includes a mediating variable, IT personnel competency. The result of analysis shows that the value of GoF is 0.45 above GoFlarge(0.36). Therefore, the research model turns out be good. In addition, the study performs a Sobel Test to find out the statistical significance of the mediating variable, IT personnel competency, which is already turned out to have the mediating effect in the research model using PLS. The result of a Sobel Test shows that the values of Z are all significant statistically (above 1.96 and below -1.96) and indicates that IT personnel competency plays a mediating role in the research model. At the present day, most employees are universally afraid of organizational changes and resistant to them in organizations in which the acceptance and learning of a new information technology or information system is particularly required. The problem is due' to increasing a feeling of uneasiness and uncertainty in improving past practices in accordance with new organizational changes. It is not always possible for employees with positive attitudes to perform their works suitable to organizational goals. Therefore, organizations need to identify what kinds of goal-oriented minds employees have, motivate them to do self-directed learning, and provide them with organizational environment to enhance positive aspects in their works. Thus, the study provides researchers and practitioners with a matter of primary interest in goal orientation and IT personnel competency, of which they have been unaware until very recently. Some academic and practical implications and limitations arisen in the course of the research, and suggestions for future research directions are also discussed.

The Effects of Goal Orientation and Organizational Culture on Performance Appraisal of Employees

  • SOETJIPTO, Noer;SOELISTYA, Djoko;PRIYOHADI, Nugroho Dwi;WIDYAWATI, Nur;RISWANTO, Ari
    • The Journal of Asian Finance, Economics and Business
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    • v.8 no.4
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    • pp.1047-1056
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    • 2021
  • The study aims to analyze the performance-prove goal orientation and organizational culture on employee work performance of performance appraisal by placing employee work motivation as an interning variable. The study was conducted on a quota sample basis with 134 employees and staff in educational institutions under the auspices of Islamic educational institutions in Banyuwangi, East Java, Indonesia. Analysis through structural equation modeling (SEM) was done, and results were obtined which showed that there is an influence of institutional culture on employee motivation and that there is an effect of employee motivation on performance appraisal. However, the statistical output showed that there is no significant effect of performance-prove goal orientation on employee motivation. In testing the mediating effect, the results showed the significant influence of employee motivation in bridging the relationship between organizational culture on performance appraisal, and performance-proven goals and performance appraisal. The theoretical contributions of the findings were in its examination of performance-prove goal orientation with motivational encouragement in educational institutions to analyze the extent to which an individual's self-confidence was able to integrate patterns in distinguishing the approach used, how to use, and the response to a specific situation of directing toward organizational achievement.

The Relationship of Parental Academic Achievement Pressure to Self-efficacy of Elementary Students : Mediation Effects of Achievement Goals (부모의 학업성취압력이 초등학생의 자기효능감에 미치는 영향 : 목표지향성의 매개효과를 중심으로)

  • Lee, Su Jin;Cho, Sang Chul;Heo, Il Beom
    • Korean Journal of Child Studies
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    • v.29 no.3
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    • pp.289-301
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    • 2008
  • The present study examined the relationship between parental academic achievement pressure and self-efficacy mediated by student's achievement goal orientation among elementary school students. The 638 participants were fifth graders living in a metropolitan area. Analyses revealed that children who were high both in performance-goal and mastery-goal orientation reported highest perceived parental academic achievement pressure and self-efficacy. Performance-goal orientation played a mediation role in the relationship between parental academic achievement pressure and self-efficacy, while mastery-goal orientation did not. The limitations of the present study and suggestions for future research were discussed.

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Relationship between the Performance Level and Achievement Goal Orientation on Youth Badminton Players (청소년 배드민턴 선수의 경기력 수준과 성취목표성향의 관계)

  • Kim, Deokjin
    • The Journal of the Convergence on Culture Technology
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    • v.7 no.1
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    • pp.364-368
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    • 2021
  • This study was conducted to investigate the relationship between performance level and ego orientation and task orientation, which are sub-factors of achievement goal orientation, targeting the Korean youth badminton national team. Accordingly, two null hypotheses were established and tried to verify that there would be no difference in ego orientation and task orientation according to the performance level of the badminton youth representative players. A total of 92 middle and high school students were divided into upper and lower performance groups, and the differences between ego orientation and task orientation were investigated, respectively. For the measurement, We used sports achievement goal orientation (task and ego orientation in a sports questionnaire, TEOSQ). Data were analyzed by performing frequency analysis, reliability analysis, and independent t-test. As a result, there was no statistically significant difference in both the ego orientation and task orientation between the upper and lower groups of performance. We discussed based on the research results.

Statistics of Causal Relations among Performance Goal Orientation, Achievement Need, Self-handicapping Tendency and Learning Strategy in Chemistry Education (화학교과에서 수행목표지향성, 성취욕구, 자기핸디캡경향 및 학습전략 사이의 인과구조에 대한 통계)

  • Ko, Young Chun
    • Journal of Integrative Natural Science
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    • v.4 no.2
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    • pp.158-165
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    • 2011
  • Statistics by structural equation modeling techniques were used to assess a model of chemistry learning strategy based on performance goal orientation. In the optimal Model III of this research, Performance-approach goal was positively related to the use of learning strategy(p<.05) and achievement need(p<.05). Performance-avoidance goal was negatively related to learning strategy(p<.05) and was positively related to self-handicapping tendency(p<.15). Performance-approach goal affected learning strategy indirectly through achievement need(p<.05). Use of achievement need was positively related to learning strategy(p<.05) and self-handicapping tendency(p<.35). Self-handicapping tendency affected learning strategy negatively(p<.05). Implications of these findings for learning strategy in chemistry education are discussed.

Elementary School Students' Achievement Goal Orientation, Teacher Efficacy, and Teachers' Approaches to Instruction (초등학생의 성취목적, 교사효능감 및 교수전략 간의 관계)

  • Yoo, Jihyun;Lee, You Joung;Ahn, Doehee
    • Korean Journal of Child Studies
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    • v.29 no.3
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    • pp.239-252
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    • 2008
  • This study was to explore the causal relationship among teacher efficacy, teachers' approaches to instruction, and students' achievement goal orientation. Among the 278 6th grade students (average age: 12 years) who completed a self-report questionnaire during the second term, 230 (102 boys, 128 girls) returned the completed questionnaire (overall response rate : 82.7%). Measures of teacher efficacy, teachers' approaches to instruction, and students' achievement goal orientation were based on students' perceptions. Structural equation modeling tested relationships among the variables. Findings were that teacher efficacy influenced both students' achievement goal orientation and teachers' approaches to instruction. Teacher efficacy positively influenced teachers' mastery approach to instruction and students' mastery and performance approach goal orientations, whereas teacher efficacy negatively influenced teachers' performance approach to instruction.

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