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首页> 外文期刊>Journal of Applied Psychology >Making things happen through challenging goals: Leader Proactivity, Trust, and Business-Unit Performance
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Making things happen through challenging goals: Leader Proactivity, Trust, and Business-Unit Performance

机译：通过具有挑战性的目标来使事情成真：领导者的主动性，信任和业务部门绩效

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Building on decades of research on the proactivity of individual performers, this study integrates research on goal setting and trust in leadership to examine manager proactivity and business unit sales performance in one of the largest sales organizations in the United States. Results of a moderated-mediation model suggest that proactive senior managers establish more challenging goals for their business units (N = 50), which in turn are associated with higher sales performance. We further found that employees' trust in the manager is a critical contingency variable that facilitates the relationship between challenging sales goals and subsequent sales performance. This research contributes to growing literatures on trust in leadership and proactivity by studying their joint effects at a district-unit level of analysis while identifying district managers' tendency to set challenging goals as a process variable that helps translate their proactivity into the collective performance of their units.
机译：在数十年有关个人绩效的研究的基础上，本研究结合了目标设定和对领导力的信任的研究，以检查美国最大的销售组织之一中经理的积极性和业务部门的销售绩效。适度调解模型的结果表明，积极主动的高级管理人员为其业务部门设定更具挑战性的目标（N = 50），而这又与更高的销售业绩相关。我们还发现，员工对经理的信任是一个关键的偶然性变量，它促进了具有挑战性的销售目标与随后的销售业绩之间的关系。这项研究通过在地区单位分析中研究他们对领导力和积极性的共同影响，同时发现地区管理者将挑战性目标设定为过程变量的趋势，有助于将他们的积极性转化为他们的集体绩效，从而促进了关于领导力和积极性的文献的增长。单位。

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