Personality and job performance: test of the mediating effects of motivation among sales representatives. Academic Article uri icon

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.

published proceedings

  • J Appl Psychol

altmetric score

  • 1

author list (cited authors)

  • Barrick, M. R., Stewart, G. L., & Piotrowski, M.

citation count

  • 546

complete list of authors

  • Barrick, Murray R||Stewart, Greg L||Piotrowski, Mike

publication date

  • January 2002