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Although sales managers influence to a great extent their salespeople's outcomes, research examining the impact of leadership effectiveness and learning orientation in the sales department is limited. As such, an investigation of the impact of sales managers' learning values and leadership – on the grounds of goal‐setting and leader‐member exchange (LMX) theories – on salespeople's goal orientation and performance is warranted. This paper aims to investigate these issues.

To explore these issues, the author presents the extant literature on learning orientation, goal orientation and leadership quality, in an effort to provide the basis for the development of theoretical propositions. A strategic learning pathway is proposed for further research indicating that sales managers' learning orientation and leadership affect salespeople's goal orientation and performance.

Each of the underlying propositions is explored and managerial and research implications are identified. The proposed model indicates that it is vital for sales managers to pursue strategic learning and create favourable learning conditions and processes that facilitate organisational learning and change.

The research framework provides a new perspective to sales managers for strategic implementation of learning practices in the sales environment.

Goal orientation shapes employees’ approach to and interpretation of workplace aspects such as supervisors’ behavior. However, research has not fully examined the effect of goal orientation as an antecedent of abusive supervision. Drawing from victim precipitation theory, this study aims to fill this research gap by investigating how employees’ goal orientation influences their perception of abusive supervision.

Two studies were conducted to test the hypotheses. In Study 1, 181 employees in 45 departments participated in the survey, and multilevel confirmatory factor analysis, two-level path model and polynomial regression were used. In Study 2, 108 working adults recruited from a professional online survey platform participated in a two-wave time-lagged survey. Confirmatory factor analysis, hierarchical linear regression and polynomial regression were used.

This study found that employees’ learning goal orientation was negatively related to their perception of abusive supervision. In contrast, performance-avoidance goal orientation was positively related to their perception of abusive supervision, whereas performance-approach goal orientation was unrelated to this perception. Moreover, employees’ perception of abusive supervision was greater when learning and performance-approach goal orientation alignment occurred at lower rather than higher levels, and when performance-avoidance and performance-approach goal orientation alignment occurred at higher rather than lower levels.

This research identified two novel victim traits as antecedents of abusive supervision – employees’ learning goal orientation and performance-avoidance goal orientation. Furthermore, adopting a multiple goal perspective, the authors examined the combined effects of goal orientation on employees’ perception of abusive supervision.

States that two goal orientations may be held by individuals: a performance goal and a learning goal (Ames and Archer, 1988; Dweck and Leggett, 1988). The much‐discussed learning organisation requires individuals either to possess or to develop a learning orientation. Leadership theorists (Bass, 1985; Burns, 1978) have identified characteristics of leadership which may be classified as transactional or transformational. The links between leadership and goal orientation are explored. It was conjectured that transformational leadership would be associated with a learning‐goal orientation and transactional leadership would be associated with a performance‐goal orientation. These propositions are supported by evidence from an empirical study of professional accountants in the UK. The findings suggest that desirable leadership behaviour for a learning organisation is transformational and desirable follower behaviour should include a learning orientation.

The purpose of this paper is to examine the relationships between employees’ perceptions of high-involvement human resource (HR) practices, their levels of work engagement and learning goal orientation, and their proactive behaviors.

The sample of the study included 240 employees who work in Istanbul, Turkey, chosen from the major industries that represent the economic profile of this city. The hypotheses were tested with structural equation modeling procedure.

The results revealed that apart from perceived recognition, all the perceived high-involvement HR practices were positively related to employees’ work engagement, which in turn predicted their learning goal orientation. Besides, the results indicated that work engagement affected both individual innovation and feedback inquiry significantly, whereas learning goal orientation predicted only feedback inquiry. Finally, the findings revealed that only perceived empowerment and competency development practices were linked to feedback inquiry through work engagement and learning goal orientation.

The generalizability of the findings is limited. The data are based on self-report and the use of cross-sectional data does not allow any definite conclusions to be drawn about causality.

Organizations that aim to increase employee proactivity need first to identify the means of increasing work engagement. One way of increasing engagement levels among employees is to invest in various kinds of supportive, high-involvement HR practices, such as competence development and information sharing.

This study explores the notion of high-involvement HR practices with employee proactivity in an integrative way by viewing work engagement as a latent mechanism that links high-involvement HR practices to proactive behaviors both directly and indirectly via increased learning goal orientation.

The main purpose of this study is to examine the impact of organizational identification on in‐role job performance and two learning behaviours, namely, feedback seeking and error communication. Furthermore, this research aims to establish the mediating role of learning goal orientation in the relationship between organizational identification and the three outcome variables.

Data for this paper were gathered from 130 high school teachers drawn from six schools operating in Pakistan. Multiple regression analyses were used to test the research hypotheses.

The results show that organizational identification has significant unique effects on in‐role job performance and error communication; whereas, it influences feedback seeking indirectly through learning goal orientation. Additionally, the findings of this paper reveal that learning goal orientation mediates the effects of organizational identification on the three outcome variables.

The present paper uses a cross‐sectional research design and hence it is not possible to make inferences about causation. Also, the data for this study are collected from a single source, which creates the problem of common method variance. However, in spite of these limitations the results of this study indicate that organizational identification can play a pivotal role in enhancing organizational effectiveness.

This is the first study which assesses the impact of organizational identification on learning goal orientation, feedback seeking and error communication. Moreover, it is one of the few studies which has empirically established the link between organizational identification and job performance.

The purpose of this study is to investigate the impact of personal characteristics (proactive personality and performance goal orientation) and contextual characteristics (organizational learning culture and leader‐member exchange quality) on employees' career satisfaction.

Data were drawn from 232 employees in a Fortune Global 500 company in Korea. A confirmatory factor analysis was conducted for measurement model assessment. Descriptive statistics and hierarchical multiple regression analyses were used to explain the variance in career satisfaction.

As a result of correlation analysis, all the constructs were found to be significant predictors of career satisfaction. Accounting for 22 percent of the variance in career satisfaction, employees exhibited the highest career satisfaction, when they had higher performance goal orientation, and when they perceived higher learning culture and better relationship with supervisor. LMX turned out to moderate the relationship between performance goal orientation and career satisfaction.

The contributions of this study to theory lie in the fact that it: took an integrative approach encompassing both personal and contextual factors; examined little researched constructs in career development, organizational learning culture and goal orientation; and was an international study, based on the Korean cultural context.

To support employees' career satisfaction in the Korean cultural context, the contextual factors (i.e. organizational learning culture and LMX quality) are more important than the personality factors. HR/OD practitioners can play a pivotal role in improving career satisfaction by adopting such practices as cultural change and leadership development using coaching/mentoring.

This paper is original in that it takes an integrative approach encompassing both personal and contextual factors, examines organizational learning culture and goal orientation, which have previously been the subject of little research, and has an international dimension, being based on the Korean cultural context.

Although individual exploration activities have been shown to promote organizational change and innovation, few studies have clarified the factors that quantitatively promote such aspects. This study aims to examine how individual exploration activities are facilitated by goal orientation and individual unlearning.

The data are analyzed from 1,474 employees in various jobs in a variety of organizations in Japan. This study uses structural equation modeling to test the research model.

The results of this study indicate three findings. First, unlearning is effective in promoting individual exploration activities. Second, goal orientation has not only a direct effect on individual exploration activities but also a significant indirect effect on such activities through unlearning. Third, performance goal orientation has an inhibitory effect on individual exploration activities.

Managers should encourage team members’ exploration activities by setting learning goals for members and providing opportunities for members to unlearn the outdated knowledge or skills they are familiar with and learn new ones.

These findings contribute to the existing literature by demonstrating that learning goal orientation and unlearning play important roles in promoting individual exploration activities.

Ambidexterity is the source of organizational sustainable development and long-term success. However, understanding the role of individual ambidexterity in organizations remains underdeveloped. Recently, scholars have increasingly emphasized the importance of individual ambidexterity, calling for more research on the topic. This study aims to explore the factors influencing individual ambidexterity. It proposed that goal orientation would be related to individual ambidexterity, and perceived cooperative goal interdependence and constructive controversy would play moderating roles in this relationship.

The paper opted for a survey study. Questionnaires were distributed to enterprise managers from a part-time MBA program at a university located in Beijing, China. They were also asked to bring copies to their colleagues, so they could fill them out. The authors obtained 229 valid questionnaires and used hierarchical regression analysis to test the relationships.

The results revealed that both learning goal orientation and performance goal orientation were significantly and positively related to individual ambidexterity. Perceived cooperative goal interdependence and constructive controversy positively moderated the relationship between learning goal orientation/ performance goal orientation and individual ambidexterity.

The paper provides beneficial suggestions for both managers and employees. It offers a reference for managers regarding how to promote employee ambidexterity. It also provides suggestions for employee career development.

The paper explored the factors influencing ambidextrous activities at the individual level, a very scare approach in extant studies. It also constructed a systematic process mechanism of individual ambidexterity, integrating both internal and external factors.

The purpose of this paper is to investigate the relationships between different types of team goal orientations (team learning orientation, team prove orientation and team avoid orientation) and team performance in new product development (NPD) and how these relationships are mediated by team absorptive capacity.

Data were collected through two surveys from 71 NPD teams and analyzed by the confirmatory factor analysis, correlation and hierarchical regression analysis methods.

The authors find that both teams’ learning and prove orientations are positively related to their absorptive capacity, which leads to increasing team performance in NPD. Further, the authors find support for the mediating role of team absorptive capacity in connecting team learning orientation and team prove orientation with team performance in NPD.

For practitioners, this paper suggests that to benefit from their NPD team efforts, firms with innovative aspirations should consider their existing and desired access to external knowledge sources and particularly the extent to which they can successfully integrate external knowledge with their internal knowledge structure.

The explication of team absorptive capacity is as a key mechanism through which different goal orientations of NPD teams inform the ability to successfully develop new products. By integrating the concepts of team goal orientations, team absorptive capacity and team performance in NPD, the authors seek to gain a better understanding of why some firms are more likely to do better than others in NPD. Findings of this paper extend concept of the nomological network on how absorptive capacity may serve as a direct outcome of different goal orientations. This paper responds to how Chinese firms can increase their innovative performance by infusing their current knowledge bases with external knowledge and extends the literature on knowledge management and managerial ties on innovation.

This paper aims to investigate the effects of goal orientation on understanding the dynamics of stocks and flows (SF).

The authors use the well-established department store task as the experimental task to evaluate people’s understanding of SF and implement a survey to assess different goal orientation levels. Ordinary least square is used to test the effects of goal orientations on the SF performance.

The findings suggest that learning goal orientation is positively associated with SF performance. However, prove and avoid performance goal orientation are unrelated to SF performance.

The study has important theoretical and practical contributions. From a theoretical perspective, the authors examine the impact of goal orientation in dynamic decision-making to advance the knowledge on the role of goal orientation. Practically, the research demonstrates that learning-goal-oriented people perform better in stock and flow tasks, suggesting that goal orientation is an important trait for recruiting organizational members whose work involves SF decision-making tasks.