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Ambidextrous frontline service employees (FSEs), capable of delivering quality services and carrying out sales responsibilities too, are crucial to service firms. This study seeks to extend ambidexterity research by examining how a manager's goal orientation could influence FSEs' ambidextrous conversion. The authors draw on achievement goal theory and conceptualize a link between a manager's achievement goal orientation and employees' service–sales ambidexterity (SSA). The authors then apply conservation of resources theory to complement this high-level conceptualization, hypothesize mediating roles of important resources that can facilitate employees' SSA, and the authors test them empirically.

This study adopts a questionnaire survey design. The empirical test relies on multilevel path analyses of dyadic data from 341 FSEs and 39 managers of a major logistics service company in Taiwan.

Managers with a prominent learning goal orientation can facilitate and foster FSEs' SSA through developmental inducements and change-related self-efficacy, two important resources for their ambidextrous conversion. Managers with a strong performance-avoid goal orientation instead might hinder employees' SSA conversion, due to a negative impact on developmental inducements. Furthermore, SSA enhances FSEs' service delivery value and sales performance.

By analyzing and empirically testing the influence pathways of essential resources perceived by FSEs, which channel the effects of a manager's goal orientation to employees' SSA conversion, this study offers insights about how managers can support and foster FSEs' service–sales ambidextrous conversion.

The purpose of this study is to propose and examine an integrated learning model for improving training effectiveness in workplace learning. Specifically, this study investigated the effect of achievement goal-setting intervention across three groups of new employees from a multinational medical company. During a three-day remote training program, the role of each achievement goal orientation (AGO) in goal setting intervention and their relations with trainees’ applied learning strategies were examined. This study proposed and validated an integrated training model for improving remote workplace learning effectiveness.

This study was based on two data sources, the pre- and posttests scores; time on task (deep learning: completing reflective practice) and time on content learning (surface learning: watching tutorials) retrieved from an adaptive learning platform. A total number of 133 participants were recruited in this study, and they were randomly assigned to three interventional groups. The intervention was grounded from the AGO theory and goal setting theory. A series of statistical analysis were conducted to examine the effect of each type of achievement goal setting as a prompt for new employees’ learning behavior and performance.

Results indicated that setting mastery goal at the beginning of the training program leads to productive learning outcomes. Compared with the groups being required to set performance goal (final rank) or not to set any goal for the training purpose, trainees’ who were assigned to set a mastery goal (final performance score) performed statistically significantly higher than the other groups. Additionally, learners who set mastery goal spent higher proportion of time on deep learning than learners from the other groups. The results proved mastery goal setting as an effective prompt for boosting workplace learning effectiveness.

Organizations and institutions can take setting mastery approach goals as a prompt at the beginning of the training to increase learning effectiveness. In this way, trainees are promoted to apply more deep learning strategies and achieve better learning outcomes while setting mastery goal for their training purpose.

To the best of the authors’ knowledge, this study was the first to combine the intervention of goal setting and types of AGOs into workplace learning. This study adds to previous research on goal setting theory and AGO theory for the practical application and proposes an effective model for learners’ adaptive remote learning. Findings of this study can be used to provide educational psychological insights for training and learning in both industrial and academic settings.

This paper aims to focus on early career success as determined by a combination of what young professionals learned at school (in terms of their grades and academic competences) and how this, together with their self-regulatory focus, influenced their early objective career success in terms of salary growth and subjective career success, in terms of career satisfaction.

Using an online survey, 247 alumni from a major business school in The Netherlands participated.

The results showed that, within this sample, a person's goal orientation was an important determinant of subjective and objective career success. A master orientation was more beneficial than a performance orientation. In addition, a high mastery or a high performance orientation buffered the potential negative influence of low levels of academic competence and grades on career satisfaction.

The study showed the limited predictive value of grades and academic competences to predict early career success.

Goal orientations and classroom goal structures proved to be highly predictive of classroom-related behaviors and academic achievement. The purpose of the present study was to predict students’ classroom behaviors from goal orientations and classroom goal structures and compare those predictions across students with and without learning problems. Participants were 209 typical students and 18 students with learning difficulties/disabilities (LD). Individual goal orientations and perceptions of classrooms’ goal structures were assessed using self-reports. Student behaviors were assessed over five consecutive days during school hours. Using Multilevel Random Coefficient Modeling (MRCM) procedures, results indicated that mastery approach goals and a mastery goal structure were positive predictors of positive affect, student engagement and students’ perceptions of reinforcement from teachers. Mastery avoidance goals were a negative predictor of positive affective states and a positive predictor of both negative affective states and perceptions of punishment. Last, performance approach goals and a performance goal structure exerted deleterious effects on students’ positive classroom behaviors, particularly for students with LD. When matching mastery goals with a mastery goal structure, effects were significantly more pronounced, and in the desired direction, compared to the matching of performance goals with a performance goal structure. Implications of the findings for practice are discussed.

The current study examined relationships between goal orientation dimensions and other individual difference constructs in order to clarify the conceptual definition of goal orientation. Results from a sample of university students (N = 228) revealed that learning goal orientation is related to constructs addressing competence (need for achievement, intrinsic motivation, and private self‐consciousness) and to constructs addressing control (locus of control and dominance). Additionally, results indicated that performance goal orientation is related to constructs addressing individuals' desire for favorable evaluations (social desirability and public self‐consciousness). Finally, we proposed that self‐esteem addresses issues relating to both competence and desire for favorable evaluations, and results revealed support for predicted relationships with learning and performance goal orientation dimensions. Our clarification of the goal orientation construct provides a framework to guide future research.

Achievement goal theory traces people's behaviors, thoughts, and emotions in achievement situations to the broad goals they pursue in that activity, whether in education, sports, work, or other achievement domains (Dweck, 1986; Maehr & Midgley, 1991; Nicholls, 1984). Two goals have featured prominently: mastery goals (also sometimes called learning goals) and performance goals (also called ego goals or ability validation goals). Both goals concern the pursuit of competence and the assessment of one's own skill level, yet they do so in distinct ways. People pursuing a mastery goal strive to develop their skill or expertise, while those pursuing a performance goal instead strive to demonstrate and validate their existing skill, typically by outperforming peers. As such, those pursuing mastery goals typically use self-referential standards to define success versus failure, while those pursuing performance goals instead use normative standards to define success versus failure.

The decision one makes to engage in entrepreneurial activity is affected by many different motivators. The paper aims to focus on one specific motivator for entrepreneurial activity which is the Need for Achievement. The prevailing methods of studying achievement motivation will also be discussed as shall constructs related to Need for Achievement. The paper also examines the dynamics of achievement motivation. The dynamic ability of individual traits is important, if it were not one's traits would be constant and not capable of being changed or developed. Some of the main factors that can influence achievement motivation are also examined in the paper.

Specifically, data from 249 entrepreneurs from the USA, 220 from China, and 173 from Latvia were used in order to examine the relationships between variables related to Need for Achievement.

Goal orientation, conscientiousness, cognitive complexity, age, and gender were found to be able to account for 29.4 percent of the variance in Need for Achievement among American entrepreneurs, 45.3 percent among Chinese entrepreneurs, and 33.5 percent among Latvian entrepreneurs. Differences are found between the countries with cognitive complexity being statistically significant in the USA and China, but not in Latvia. Gender was significant in the USA and China but not in Latvia. Age was not significantly related to Need for Achievement in any of the three countries, while goal orientation and conscientiousness were significantly related to Need for Achievement in all three countries. Finally, the implications of this research as well as areas that need to be considered for future research are discussed.

The paper is limited to entrepreneurs of small to medium‐sized enterprises in North America, Asia, and the Baltics. The implications of the research include that Need for Achievement is important for entrepreneurs across these three very diverse cultures and that variables related to Need for Achievement vary between the countries. As Need for Achievement is related to economic development, it is important to understand the factors which might be able to influence the Need for Achievement of entrepreneurs from around the world.

The development of entrepreneurs is important if economies desire to have sustainable growth. Little empirical research has examined these issues with data‐sets from three continents. Even less research has examined these issues among entrepreneurs. The paper addresses these areas.

In this chapter, I consider how and why gender continues to impact motivation, task engagement, self-regulation, and educational aspirations, choices, and outcomes among both boys and girls. How can motivation theory and research contribute to understanding gender differences in achievement at school, where girls now tend to do better than boys, especially in less advantaged social groups, and at work, where women still tend to achieve and earn less than similarly qualified men? In the first section of this chapter, I review evidence of gender-related motivational orientations whereby boys tend more to “prove and protect” and girls tend more to “doubt and try to improve” their abilities. I analyze the benefits and costs of these orientations, focusing on how they contribute to the superior school performance of girls, to spurring high-achieving boys to succeed more in later life than similarly able girls, and to placing lower-achieving boys, who often belong to minority groups, at particular risk for academic disengagement. I then consider how boys and girls construct and maintain motivating and motivated beliefs and strategies in interactions with parents, teachers, and peers within the social and educational contexts of their daily lives. In the final section, I first present some educational recommendations that follow from my analysis. I then engage directly with the overarching theme of this volume by considering some broad societal trends that present continuing challenges to educators concerned to promote optimal motivation for learning among both boys and girls in the twenty-first century.

Despite the literature on subordinates' destructive responses to abusive leadership, an emerging body of literature proposes that subordinates may react constructively to abusive supervision under certain conditions. The authors contribute to this line of research by proposing and testing the moderating effects of performance-approach and -avoidance goal orientation on the relationship between abusive supervision and task performance, and by testing work effort as a mechanism underlying this moderating effect.

The study hypotheses were tested in two studies. In Study 1 (field survey, N = 230), the moderation hypotheses were tested. Study 2 (experiment, N = 116) extended Study 1 and examined the mediated moderation model.

The study empirical evidence from the two studies showed that (1) abusive supervision was more positively related to an employee's task performance when that employee's performance-approach goal orientation was high (vs low), (2) abusive supervision was not more positively related to task performance when performance-avoidance goal orientation was high (vs low) and (3) the employee's work effort mediated the moderating effect of performance-approach goal orientation.

This research suggests that organizations and subordinates should be aware of the positive contextual role of performance-approach goal orientation, which may shape subordinates' subsequent work behavior in response to supervisors' hostility, and should invest more time and effort in reinforcing subordinates' performance-approach goal orientation.

This study has identified a new condition and offers new evidence of the potential functional effect of abusive supervision. Specifically, the study finding of the positive moderating role of performance-approach goal orientation adds to the literature examining when abused subordinates respond constructively to abusive supervision. The study analysis of the mediating effect of work effort further reveals the mechanism of this effect.