A Research On The Relationship Between Goal Orientation And The Related Factors And The Work Performance

With the increasingly fierce competition,many enterprises face more and more pressures and challenges. Modern enterprises want to promote their competitive advantages to enhance their performance via training, but they always overlook two important problems:one is that learning is a process of long term investment other than get it’s effect through short term training, so it is impossible for enterprises to get qucik effect through training, the other is that enterprises tend to ignore cultivating empoyee’s learning motivation and employee’s inner driving force.This paper takes the real estate’s sales industry as it’s carrier,and based on 670 salesman’s experience who worked in the real estate sales industry in Beijing, Shijiazhuang and Zhangjiakou, starts with the real perspective of the real estate sales industry employees, and discusses different motivation oriented employees how to work, and lead to what kind of performance awareness. Meantime, this paper has studied how the interactive of learning condition influence the relationship between motivated orientation and subjective performance from the perspective of the supervisory’s different feedback and the employee’s different self-efficacy. This research firstly utilized the SPSS to analysis the basic statistics, the test of raliability and validity, the test of item analysis and the adjustment function of self-efficacy.Then applied the LISREL structural equation to analysis the proposed hypothesis and theoretical model.The results come as follow:(1)Positive feedback and negative feedback has positive correlation for learning orientation and approving goal orientation.one is that negative feedback has more impact on those two goal orientation s than positive feedback.and the two kinds of feedback has more impact on Approving goal orientation than that of learning orientation.(2)Learning orientation and approving goal orientation goal orientation has positive impact on adaptive work style and work hard style, and it shows that goal orientation has positive effect on work style.(3)Working smart and working hard increased salespeople’s performance.Working smart increased performance more than working hard.(4)Feedback to goal orientation are moderated by self-efficacy. Positive feedback raises the learning orientation of low self-efficacious salespeople more than that of high self-efficacious salespeople.Negative feedback raises the performance orientation of high self-efficacious salespeople more than of low self-efficacious salespeople.This article is going to study the feedback, goal oriented, work style which are internal logic linked factors in a complete framwork.this can further explaim these factors’connection and function direction under interacting.thus can make up the previous studies’unicity and limitation,because the previous studies only research two factors connection.On a practical level,this article could give the real estate sales managers some enlightenments,such as create a learning orientation environment to cultivate salesman’s learning orientation;concentrate on salesman’s self-efficacy,evaluate them from the aspects of learning motivation; promote the sales staff’s adaptive work style and finally improve the employee’s job performance.