EFFECTS OF TRAIT COMPETITIVENESS AND PERCEIVED INTRAORGANIZATIONAL COMPETITION ON SALESPERSON GOAL-SETTING AND PERFORMANCE

The authors assess the effects of trait competitiveness and competitiv e psychological climate on self-set goal levels and sales performance. The results indicate an interaction between trait competitiveness and competitive psychological climate, such that (1) salespeople who are high in trait competitiveness set higher goals when they perceive the organizational climate as competitive and (2) salespeople who are low in trait competitiveness set relatively low goals, regardless of their perceptions of competition in the organizational climate. Results als o indicate that a self-set goal level is related strongly to performan ce and that self-efficacy has strong direct and indirect effects on sa les performance. The authors also discuss implications for theory and practice.