Effects of self-efficacy and goal-orientation training on negotiation skill maintenance: What are the mechanisms?

Personnel Psychology

Volumn 50, Issue 4, 1997, Pages 955-978

  Stevens, Cynthia Kay ^a   Gist, Marilyn E ^b  

^a UNIVERSITY OF MARYLAND   (United States)

^b NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0031283614     PISSN: 00315826     EISSN: None     Source Type: Journal    
DOI: 10.1111/j.1744-6570.1997.tb01490.x     Document Type: Article

References (19)

1. Baldwin TT. (1992). Effects of alternative modeling tactics on outcomes of interpersonalskills training. Journal of Applied Psychology, 77, 147-154.
2. Bandura A. (1986). Social foundations of thought and action: A social-cognitive view. Englewood Cliffs, NJ: Prentice-Hall.
3. Button SB, Mathieu JE, Zajac DM. (1996). Goal orientation in organizational research: A conceptual and empirical foundation. Organizational Behavior and Human Decision Processes, 67, 26-48.
4. Clogg CC, Petkova E, Shihadeh ES. (1992). Statistical methods for analyzing collapsibility in regression models. Journal of Educational Statistics, 17, 51-74.
5. Cook TD, Campbell DT. (1979). Quasi-experimentation: Design and analysis issues for field settings. Boston: Houghton Mifflin Company.
6. Dweck CS, Leggett EL. (1988). A social-cognitive approach to motivation and personality. Psychological Review, 95, 256-273.
7. Elliot AJ, Harackiewicz JM. (1996). Approach and avoidance achievement goals and intrinsic motivation: A mediational analysis. Journal of Personality and Social Psychology, 70, 461-475.
8. Elliott ES, Dweck CS. (1988). Goals: An approach to motivation and achievement. Journal of Personality and Social Psychology, 54, 5-12.
9. Filipczak B. (1994, October). Looking past the numbers. Training, 31, 67-72, 74.
10. Gist ME, Mitchell TR. (1992). Self-efficacy: A theoretical analysis of its determinants and malleability. Academy of Management Review, 17, 183-211.
11. Gist ME, Stevens CK, Bavetta AG. (1991). Effects of self-efficacy and post-training intervention on the acquisition and maintenance of complex interpersonal skills. PERSONNEL PSYCHOLOGY, 44, 837-861.
12. Harackiewicz JM, Elliot AJ. (1993). Achievement goals and intrinsic motivation. Journal of Personality and Social Psychology, 65, 904-915.
13. Kanfer R. (1991). Motivation theory and industrial and organizational psychology. In Dunnette MD (Ed.), Handbook of industrial and organizational psychology, (Vol. 1, pp. 75-170). Palo Alto, CA: Consulting Psychologists Press.
14. Kraiger K, Ford JK, Salas E. (1993). Application of cognitive, skill-based, and affective theories of learning outcomes to new methods of training evaluation [Monograph]. Journal of Applied Psychology, 78, 311-328.
15. Mitchell TR, Hopper H, Daniels D, George-Falvy J, James LR. (1994). Predicting selfefficacy and performance during skill acquisition. Journal of Applied Psychology, 79, 506-517.
16. Reber RA, Wallin JA. (1984). The effects of training, goal setting, and knowledge of results on safe behavior: A component analysis. Academy of Management Journal, 27, 544-560.
17. Saks AM. (1995). Longitudinal field investigation of the moderating and mediating effects of self-efficacy on the relationship between training and newcomer adjustment. Journal of Applied Psychology, 80, 211-225.
18. Wexley KN, Nemeroff W. (1975). Effectiveness of positive reinforcement and goal setting as methods of management development. Journal of Applied Psychology, 60, 446-450.
19. Wood RE, Bandura A. (1989). Social cognitive theory of organizational management. Academy of Management Review, 14, 361-384.