{"id":"https://openalex.org/W1997608972","doi":"https://doi.org/10.1080/09585192.2013.826915","title":"Goal orientation effects on behavior and performance: evidence from international sales agents in the Middle East","display_name":"Goal orientation effects on behavior and performance: evidence from international sales agents in the Middle East","publication_year":2013,"publication_date":"2013-09-12","ids":{"openalex":"https://openalex.org/W1997608972","doi":"https://doi.org/10.1080/09585192.2013.826915","mag":"1997608972"},"language":"en","primary_location":{"id":"doi:10.1080/09585192.2013.826915","doi":"https://doi.org/10.1080/09585192.2013.826915","is_oa":false,"landing_page_url":"https://doi.org/10.1080/09585192.2013.826915","pdf_url":null,"source":{"id":"https://openalex.org/S184846731","display_name":"The International Journal of Human Resource Management","issn_l":"0958-5192","issn":["0958-5192","1466-4399"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-2","ki-jl-1","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310319847","host_organization_name":"Routledge","host_organization_lineage":["https://openalex.org/P4310319847","https://openalex.org/P4310320547"],"host_organization_lineage_names":["Routledge","Taylor & Francis"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"The International Journal of Human Resource Management","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5082388350","display_name":"Ronika Chakrabarti","orcid":"https://orcid.org/0000-0002-8609-660X","observed_orcids":["https://orcid.org/0000-0002-8609-660X"]},"institutions":[{"id":"https://openalex.org/I67415387","display_name":"Lancaster University","ror":"https://ror.org/04f2nsd36","country_code":"GB","type":"education","lineage":["https://openalex.org/I67415387"]}],"countries":["GB"],"is_corresponding":true,"raw_author_name":"Ronika Chakrabarti","raw_affiliation_strings":["Lancaster University Management School, Lancaster University, Lancaster, UK"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Lancaster University Management School, Lancaster University, Lancaster, UK","institution_ids":["https://openalex.org/I67415387"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5104032605","display_name":"Bradley Richard Barnes","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I91136226","display_name":"University of Sheffield","ror":"https://ror.org/05krs5044","country_code":"GB","type":"education","lineage":["https://openalex.org/I91136226"]}],"countries":["GB"],"is_corresponding":false,"raw_author_name":"Bradley R. Barnes","raw_affiliation_strings":["Sheffield University Management School, University of Sheffield, Sheffield, UK"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Sheffield University Management School, University of Sheffield, Sheffield, UK","institution_ids":["https://openalex.org/I91136226"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5108276908","display_name":"Pierre R. Berthon","orcid":"https://orcid.org/0009-0006-1200-8255","observed_orcids":["https://orcid.org/0009-0006-1200-8255"]},"institutions":[{"id":"https://openalex.org/I139924743","display_name":"Bentley University","ror":"https://ror.org/01px48m89","country_code":"US","type":"education","lineage":["https://openalex.org/I139924743"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Pierre Berthon","raw_affiliation_strings":["McCallum Graduate School of Business, Bentley University, Waltham, MA, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"McCallum Graduate School of Business, Bentley University, Waltham, MA, USA","institution_ids":["https://openalex.org/I139924743"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5001700317","display_name":"LEYLAND F. PITT","orcid":"https://orcid.org/0000-0002-3099-9164","observed_orcids":["https://orcid.org/0000-0002-3099-9164"]},"institutions":[{"id":"https://openalex.org/I18014758","display_name":"Simon Fraser University","ror":"https://ror.org/0213rcc28","country_code":"CA","type":"education","lineage":["https://openalex.org/I18014758"]}],"countries":["CA"],"is_corresponding":false,"raw_author_name":"Leyland Pitt","raw_affiliation_strings":["Beedie School of Business, Simon Fraser University, BCCanada"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Beedie School of Business, Simon Fraser University, BCCanada","institution_ids":["https://openalex.org/I18014758"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5043807360","display_name":"Lien Le Monkhouse","orcid":"https://orcid.org/0000-0003-2834-8431","observed_orcids":["https://orcid.org/0000-0003-2834-8431"]},"institutions":[{"id":"https://openalex.org/I91136226","display_name":"University of Sheffield","ror":"https://ror.org/05krs5044","country_code":"GB","type":"education","lineage":["https://openalex.org/I91136226"]}],"countries":["GB"],"is_corresponding":false,"raw_author_name":"Lien L. Monkhouse","raw_affiliation_strings":["Sheffield University Management School, University of Sheffield, Sheffield, UK"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Sheffield University Management School, University of Sheffield, Sheffield, UK","institution_ids":["https://openalex.org/I91136226"]}]}],"institutions":[],"countries_distinct_count":3,"institutions_distinct_count":4,"corresponding_author_ids":["https://openalex.org/A5082388350"],"corresponding_institution_ids":["https://openalex.org/I67415387"],"apc_list":null,"apc_paid":null,"fwci":1.2584,"has_fulltext":false,"cited_by_count":15,"citation_normalized_percentile":{"value":0.85565564,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":88,"max":96},"biblio":{"volume":"25","issue":"2","first_page":"317","last_page":"340"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.9189000129699707,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.9189000129699707,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11994","display_name":"Human Resource Development and Performance Evaluation","score":0.02630000002682209,"subfield":{"id":"https://openalex.org/subfields/3202","display_name":"Applied Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10547","display_name":"Education, Achievement, and Giftedness","score":0.023800000548362732,"subfield":{"id":"https://openalex.org/subfields/3205","display_name":"Experimental and Cognitive Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/goal-orientation","display_name":"goal orientation","score":0.9890000224113464},{"id":"https://openalex.org/keywords/achievement-motivation-theory","display_name":"achievement motivation theory","score":0.8939999938011169},{"id":"https://openalex.org/keywords/performance-orientation","display_name":"performance orientation","score":0.6639999747276306},{"id":"https://openalex.org/keywords/learning-goal-orientation","display_name":"learning orientation","score":0.9900000095367432},{"id":"https://openalex.org/keywords/positive-and-negative-feedback","display_name":"positive and negative feedback","score":0.8029999732971191},{"id":"https://openalex.org/keywords/job-performance","display_name":"employee performance","score":0.5090000033378601},{"id":"https://openalex.org/keywords/middle-east","display_name":"Middle East","score":0.625},{"id":"https://openalex.org/keywords/human-resource-management-practices","display_name":"human resource management practices","score":0.6809999942779541}],"concepts":[{"id":"https://openalex.org/C178300618","wikidata":"https://www.wikidata.org/wiki/Q1898509","display_name":"Extant taxon","level":2,"score":0.8209405541419983},{"id":"https://openalex.org/C2779343474","wikidata":"https://www.wikidata.org/wiki/Q3109175","display_name":"Context (archaeology)","level":2,"score":0.7005013823509216},{"id":"https://openalex.org/C3651065","wikidata":"https://www.wikidata.org/wiki/Q7204","display_name":"Middle East","level":2,"score":0.6875859498977661},{"id":"https://openalex.org/C194051981","wikidata":"https://www.wikidata.org/wiki/Q1337691","display_name":"Economic shortage","level":3,"score":0.5612742304801941},{"id":"https://openalex.org/C71104824","wikidata":"https://www.wikidata.org/wiki/Q1476639","display_name":"Structural equation modeling","level":2,"score":0.541098415851593},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.4690787196159363},{"id":"https://openalex.org/C166052673","wikidata":"https://www.wikidata.org/wiki/Q83021","display_name":"Empirical evidence","level":2,"score":0.44852086901664734},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.44749966263771057},{"id":"https://openalex.org/C18762648","wikidata":"https://www.wikidata.org/wiki/Q42213","display_name":"Work (physics)","level":2,"score":0.42174601554870605},{"id":"https://openalex.org/C56739046","wikidata":"https://www.wikidata.org/wiki/Q192060","display_name":"Knowledge management","level":1,"score":0.35984116792678833},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.3592938780784607},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.26562273502349854},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.13153544068336487},{"id":"https://openalex.org/C127413603","wikidata":"https://www.wikidata.org/wiki/Q11023","display_name":"Engineering","level":0,"score":0.09088146686553955},{"id":"https://openalex.org/C205649164","wikidata":"https://www.wikidata.org/wiki/Q1071","display_name":"Geography","level":0,"score":0.08363369107246399},{"id":"https://openalex.org/C78519656","wikidata":"https://www.wikidata.org/wiki/Q101333","display_name":"Mechanical engineering","level":1,"score":0.0},{"id":"https://openalex.org/C78458016","wikidata":"https://www.wikidata.org/wiki/Q840400","display_name":"Evolutionary biology","level":1,"score":0.0},{"id":"https://openalex.org/C166957645","wikidata":"https://www.wikidata.org/wiki/Q23498","display_name":"Archaeology","level":1,"score":0.0},{"id":"https://openalex.org/C41895202","wikidata":"https://www.wikidata.org/wiki/Q8162","display_name":"Linguistics","level":1,"score":0.0},{"id":"https://openalex.org/C86803240","wikidata":"https://www.wikidata.org/wiki/Q420","display_name":"Biology","level":0,"score":0.0},{"id":"https://openalex.org/C111472728","wikidata":"https://www.wikidata.org/wiki/Q9471","display_name":"Epistemology","level":1,"score":0.0},{"id":"https://openalex.org/C2778137410","wikidata":"https://www.wikidata.org/wiki/Q2732820","display_name":"Government (linguistics)","level":2,"score":0.0},{"id":"https://openalex.org/C119857082","wikidata":"https://www.wikidata.org/wiki/Q2539","display_name":"Machine learning","level":1,"score":0.0},{"id":"https://openalex.org/C138885662","wikidata":"https://www.wikidata.org/wiki/Q5891","display_name":"Philosophy","level":0,"score":0.0},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.0}],"mesh":[],"locations_count":3,"locations":[{"id":"doi:10.1080/09585192.2013.826915","doi":"https://doi.org/10.1080/09585192.2013.826915","is_oa":false,"landing_page_url":"https://doi.org/10.1080/09585192.2013.826915","pdf_url":null,"source":{"id":"https://openalex.org/S184846731","display_name":"The International Journal of Human Resource Management","issn_l":"0958-5192","issn":["0958-5192","1466-4399"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-2","ki-jl-1","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310319847","host_organization_name":"Routledge","host_organization_lineage":["https://openalex.org/P4310319847","https://openalex.org/P4310320547"],"host_organization_lineage_names":["Routledge","Taylor & Francis"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"The International Journal of Human Resource Management","raw_type":"journal-article"},{"id":"pmh:oai:eprints.whiterose.ac.uk:94891","doi":null,"is_oa":false,"landing_page_url":"https://eprints.whiterose.ac.uk/id/eprint/94891/7/WRRO_94891.pdf","pdf_url":"https://eprints.whiterose.ac.uk/id/eprint/94891/7/WRRO_94891.pdf","source":{"id":"https://openalex.org/S4306400854","display_name":"White Rose Research Online (University of Leeds, The University of Sheffield, University of York)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I2800616092","host_organization_name":"White Rose University Consortium","host_organization_lineage":["https://openalex.org/I2800616092"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"acceptedVersion","is_accepted":true,"is_published":false,"raw_source_name":null,"raw_type":"Article"},{"id":"pmh:oai:eprints.lancs.ac.uk:65004","doi":null,"is_oa":false,"landing_page_url":"https://eprints.lancs.ac.uk/id/eprint/65004/","pdf_url":null,"source":{"id":"https://openalex.org/S4306401916","display_name":"Lancaster EPrints (Lancaster University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I67415387","host_organization_name":"Lancaster University","host_organization_lineage":["https://openalex.org/I67415387"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"Journal Article"}],"best_oa_location":null,"sustainable_development_goals":[{"score":0.5263000130653381,"display_name":"Decent work and economic growth","id":"https://metadata.un.org/sdg/8"}],"study_designs":[{"display_name":"Observational Study","id":"https://openalex.org/study-designs/observational-study"}],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":124,"referenced_works":["https://openalex.org/W18983729","https://openalex.org/W57739650","https://openalex.org/W296754831","https://openalex.org/W332208755","https://openalex.org/W1482374913","https://openalex.org/W1496715090","https://openalex.org/W1497020307","https://openalex.org/W1499080329","https://openalex.org/W1522816386","https://openalex.org/W1548565272","https://openalex.org/W1554534838","https://openalex.org/W1554623618","https://openalex.org/W1565693361","https://openalex.org/W1719717336","https://openalex.org/W1788350539","https://openalex.org/W1928370076","https://openalex.org/W1964725174","https://openalex.org/W1967940801","https://openalex.org/W1971130937","https://openalex.org/W1971341376","https://openalex.org/W1973479583","https://openalex.org/W1974083391","https://openalex.org/W1979342075","https://openalex.org/W1979874023","https://openalex.org/W1982124949","https://openalex.org/W1983614211","https://openalex.org/W1985311287","https://openalex.org/W1985419904","https://openalex.org/W1987915983","https://openalex.org/W1989380726","https://openalex.org/W1993873733","https://openalex.org/W1996433633","https://openalex.org/W2000821823","https://openalex.org/W2001545229","https://openalex.org/W2004926296","https://openalex.org/W2006510644","https://openalex.org/W2009034090","https://openalex.org/W2009527024","https://openalex.org/W2011063352","https://openalex.org/W2011285509","https://openalex.org/W2012987867","https://openalex.org/W2016143549","https://openalex.org/W2018025362","https://openalex.org/W2018985851","https://openalex.org/W2019107234","https://openalex.org/W2023997377","https://openalex.org/W2025926893","https://openalex.org/W2026119149","https://openalex.org/W2028836635","https://openalex.org/W2029125978","https://openalex.org/W2029374995","https://openalex.org/W2030127407","https://openalex.org/W2032073760","https://openalex.org/W2032890796","https://openalex.org/W2035772219","https://openalex.org/W2036799139","https://openalex.org/W2037688222","https://openalex.org/W2039541844","https://openalex.org/W2041728333","https://openalex.org/W2045903425","https://openalex.org/W2045959487","https://openalex.org/W2047622274","https://openalex.org/W2048191365","https://openalex.org/W2050579698","https://openalex.org/W2051776797","https://openalex.org/W2055632392","https://openalex.org/W2055913791","https://openalex.org/W2056129175","https://openalex.org/W2062773639","https://openalex.org/W2063498360","https://openalex.org/W2065775041","https://openalex.org/W2068150148","https://openalex.org/W2068828493","https://openalex.org/W2068901215","https://openalex.org/W2072046516","https://openalex.org/W2074991157","https://openalex.org/W2082398341","https://openalex.org/W2083801192","https://openalex.org/W2084442046","https://openalex.org/W2085827177","https://openalex.org/W2086743928","https://openalex.org/W2087735603","https://openalex.org/W2088594554","https://openalex.org/W2089623814","https://openalex.org/W2093511241","https://openalex.org/W2098724756","https://openalex.org/W2098752650","https://openalex.org/W2106033441","https://openalex.org/W2108879065","https://openalex.org/W2110033442","https://openalex.org/W2110926910","https://openalex.org/W2112097172","https://openalex.org/W2112619604","https://openalex.org/W2122912498","https://openalex.org/W2128939540","https://openalex.org/W2130026768","https://openalex.org/W2130739364","https://openalex.org/W2135061949","https://openalex.org/W2136720034","https://openalex.org/W2142368091","https://openalex.org/W2142449737","https://openalex.org/W2145076773","https://openalex.org/W2155826005","https://openalex.org/W2162082099","https://openalex.org/W2167037159","https://openalex.org/W2167884222","https://openalex.org/W2169648512","https://openalex.org/W2327011051","https://openalex.org/W2327227512","https://openalex.org/W2327866474","https://openalex.org/W2329492027","https://openalex.org/W2329892538","https://openalex.org/W2331650995","https://openalex.org/W2493734635","https://openalex.org/W2607657495","https://openalex.org/W2726344882","https://openalex.org/W2906780676","https://openalex.org/W3015634246","https://openalex.org/W3123170380","https://openalex.org/W3147133440","https://openalex.org/W4232441140","https://openalex.org/W4237866550","https://openalex.org/W4239775097","https://openalex.org/W4285719527"],"related_works":["https://openalex.org/W1483140201","https://openalex.org/W2009527024","https://openalex.org/W4415950825","https://openalex.org/W2023997377","https://openalex.org/W2278434643","https://openalex.org/W3007526957","https://openalex.org/W2041728333","https://openalex.org/W1175885861","https://openalex.org/W2618652103","https://openalex.org/W1545731047"],"abstract_inverted_index":{"The":[0],"concept":[1],"of":[2,30],"goal":[3,39],"orientations":[4],"and":[5,19,40,77,89,96,103,119,137],"their":[6],"effects":[7],"on":[8,52],"workplace":[9],"behavior":[10],"has":[11],"been":[12],"traditionally":[13],"examined":[14],"in":[15,33,45,61,107,112],"a":[16],"domestic":[17],"context":[18],"often":[20],"within":[21],"the":[22,28,62,67,84,113,135],"same":[23],"organization.":[24],"This":[25],"article":[26],"addresses":[27],"shortage":[29],"empirical":[31],"research":[32,141],"this":[34],"area":[35],"by":[36,70],"exploring":[37],"whether":[38],"achievement":[41],"motivation":[42],"theory":[43],"holds":[44],"an":[46,75],"international":[47,56,78],"Middle":[48,114],"Eastern":[49],"context.":[50,79],"Based":[51],"data":[53],"from":[54,134],"225":[55],"sales":[57],"agents":[58],"(ISAs)":[59],"located":[60,111],"UAE,":[63],"our":[64],"findings":[65,85],"extend":[66],"extant":[68],"literature":[69],"providing":[71],"fresh":[72],"insights":[73],"into":[74],"interfirm":[76],"Using":[80],"structural":[81],"equation":[82],"modeling,":[83],"confirm":[86],"10":[87],"hypotheses,":[88],"we":[90],"specifically":[91],"discover":[92],"that":[93,106],"both":[94],"positive":[95],"negative":[97],"feedback":[98],"lead":[99],"to":[100,116],"greater":[101],"learning":[102],"performance":[104,124],"orientation":[105],"turn":[108],"influence":[109],"ISAs":[110],"East":[115],"work":[117],"harder":[118],"smarter,":[120],"which":[121],"ultimately":[122],"leverages":[123],"outcomes.":[125],"Several":[126],"managerial":[127],"implications":[128],"for":[129,139],"HRM":[130],"practice":[131],"are":[132,142],"extracted":[133],"study":[136],"directions":[138],"future":[140],"provided.":[143]},"counts_by_year":[{"year":2025,"cited_by_count":2},{"year":2024,"cited_by_count":2},{"year":2023,"cited_by_count":1},{"year":2022,"cited_by_count":1},{"year":2021,"cited_by_count":3},{"year":2020,"cited_by_count":1},{"year":2019,"cited_by_count":1},{"year":2018,"cited_by_count":1},{"year":2017,"cited_by_count":1},{"year":2016,"cited_by_count":1},{"year":2015,"cited_by_count":1}],"updated_date":"2026-11-04T10:54:05.112534","created_date":"2016-06-24T00:00:00"}