Does competitive action intensity influence team performance via leader bottom-line mentality? A social information processing perspective.

IF 9.4 1区心理学 Q1 MANAGEMENT Journal of Applied Psychology Pub Date : 2024-06-01 Epub Date: 2024-01-25 DOI:10.1037/apl0001166

Shuang Ren, Mary B Mawritz, Rebecca L Greenbaum, Mayowa T Babalola, Zhining Wang

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Abstract

Leader bottom-line mentality (LBLM) exists when leaders solely focus on securing bottom-line outcomes to the exclusion of alternative considerations. Our research examines why leaders adopt LBLMs and the implications of this focused leadership strategy on team sales performance and pro-environmental behavior. Utilizing social information processing theory, we examine LBLM as a mediator and contend that competitive action intensity in the work environment provokes LBLM, which then signals to teams the importance of raising sales performance and reducing pro-environmental behavior. We also suggest that leader performance reward expectancy (i.e., perceptions that rewards are directly tied to high performance) serves as a first-stage moderator and team performance reward expectancy serves as a second-stage moderator, with higher (vs. lower) levels of each strengthening the indirect effects of competitive action intensity, through LBLM, onto team sales performance and pro-environmental behavior. Utilizing field data from a large pharmaceutical company (Study 1) as well as an experimental causal chain design (Studies 2a and 2b), we found support for our theoretical model. (PsycInfo Database Record (c) 2024 APA, all rights reserved).

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竞争行动强度会通过领导者的底线思维影响团队绩效吗？社会信息处理视角

领导者的底线思维（LBLM）是指领导者只专注于确保底线结果，而不考虑其他因素。我们的研究探讨了领导者采用 LBLM 的原因，以及这种专注的领导策略对团队销售业绩和环保行为的影响。利用社会信息处理理论，我们将 LBLM 作为中介进行了研究，并认为工作环境中的竞争行为强度会引发 LBLM，进而向团队发出提高销售业绩和减少亲环境行为的重要性信号。我们还认为，领导者的绩效奖励预期（即认为奖励与高绩效直接挂钩）是第一阶段的调节因素，团队的绩效奖励预期是第二阶段的调节因素，两者中较高水平（相对于较低水平）的调节因素会加强竞争行为强度通过 LBLM 对团队销售绩效和环保行为的间接影响。利用一家大型制药公司的现场数据（研究 1）以及实验因果链设计（研究 2a 和 2b），我们发现我们的理论模型得到了支持。(PsycInfo Database Record (c) 2024 APA, 版权所有）。

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来源期刊

Journal of Applied Psychology Multiple-

CiteScore

17.60

自引率

6.10%

发文量

175

期刊介绍： The Journal of Applied Psychology® focuses on publishing original investigations that contribute new knowledge and understanding to fields of applied psychology (excluding clinical and applied experimental or human factors, which are better suited for other APA journals). The journal primarily considers empirical and theoretical investigations that enhance understanding of cognitive, motivational, affective, and behavioral psychological phenomena in work and organizational settings. These phenomena can occur at individual, group, organizational, or cultural levels, and in various work settings such as business, education, training, health, service, government, or military institutions. The journal welcomes submissions from both public and private sector organizations, for-profit or nonprofit. It publishes several types of articles, including: 1.Rigorously conducted empirical investigations that expand conceptual understanding (original investigations or meta-analyses). 2.Theory development articles and integrative conceptual reviews that synthesize literature and generate new theories on psychological phenomena to stimulate novel research. 3.Rigorously conducted qualitative research on phenomena that are challenging to capture with quantitative methods or require inductive theory building.