Self-improvement and cooperation: How exchange relationships promote mastery-approach driven individuals' job outcomes

Poortvliet, P. Marijn and Giebels, E. (2012) Self-improvement and cooperation: How exchange relationships promote mastery-approach driven individuals' job outcomes. European journal of work and organizational psychology, 21 (3). 392 - 425. ISSN 1359-432X

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Abstract:	In the present research we argue that mastery-approach goals may be beneficial in social achievement contexts because these goals lead to constructive exchange relationship building. An examination of three methodologically complementary studies revealed that mastery-approach goals lead to more cooperative and higher-quality exchange relationships than performance-approach goals and are, ultimately, associated with better job outcomes, as well. The results of a questionnaire study demonstrated that mastery-approach goals are more strongly related to cooperative motives and more weakly related to competitive motives than performance-approach goals. Furthermore, an experimental study indicated that mastery-approach driven individuals show a higher concern for others and are more strongly inclined to cooperate with an exchange partner when engaged in a complex reasoning task than performance-approach driven individuals. Finally, an organizational field study showed that team–member exchange mediates the effect of mastery-approach goals on job performance, job satisfaction, and organizational commitment
Item Type:	Article
Copyright:	© Taylor & Francis
Faculty:	Behavioural Sciences (BS)
Research Group:	Psychology of Conflict, Risk & Safety (PCRS)
Link to this item:	http://purl.utwente.nl/publications/80806
Official URL:	http://dx.doi.org/10.1080/1359432X.2011.555080
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