The influence of individual and contextual factors on proactivity and proficiency: the roles of meaningfulness of work and competitive intensity

IF 2.4 4区管理学 Q3 MANAGEMENT Baltic Journal of Management Pub Date : 2024-03-20 DOI:10.1108/bjm-09-2023-0365

Adolfo Carballo-Penela, Emilio Ruzo-Sanmartín, Belén Bande

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Abstract

Purpose

This article aims to provide knowledge on the antecedents and consequences of individual proactive behaviour. The proposed research model includes two unexplored antecedents (experienced meaningfulness of work and industry competitive intensity) and one consequence (individual proficiency).

Design/methodology/approach

Data were collected from 297 salespeople working at 105 enterprises in a range of industries. Data analysis was performed by applying confirmatory factor analysis and structural equation modelling.

Findings

The results show (1) a positive association between industry competitive intensity and salespeople’s experienced meaningfulness of work and their proactivity at work; (2) a positive relationship between salespeople’s proactive behaviour and their individual proficiency and (3) that salespeople’s proactivity mediates the relation between industry competitive intensity and the experienced meaningfulness of work and individual proficiency.

Originality/value

The results suggest that managers could stimulate proactive behaviour by increasing the experienced meaningfulness of work. They also indicate that it is not only individual factors that are relevant in stimulating proactive behaviour at work, as contextual factors (particularly external ones) can also influence individual decisions with regard to engaging or not in proactive behaviour. Our findings regarding the positive relationship between proactivity and proficiency would help managers to encourage salespeople’s proactive behaviour.

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个人和环境因素对主动性和熟练程度的影响：工作意义和竞争强度的作用

目的本文旨在提供有关个人积极主动行为前因后果的知识。本文提出的研究模型包括两个尚未探索的前因（体验到的工作意义和行业竞争强度）和一个后果（个人能力）。研究结果表明：(1) 行业竞争强度与销售人员的工作意义体验和工作积极性之间存在正相关；(2) 销售人员的积极主动行为与个人能力之间存在正相关；(3) 销售人员的积极主动行为在行业竞争强度与工作意义体验和个人能力之间起到了中介作用。研究结果还表明，在工作中激发积极主动行为的相关因素不仅仅是个人因素，因为环境因素（尤其是外部因素）也会影响个人是否参与积极主动行为的决定。我们关于积极主动与熟练程度之间正相关关系的研究结果将有助于管理者鼓励销售人员的积极主动行为。

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来源期刊

Baltic Journal of Management MANAGEMENT-

CiteScore

5.40

自引率

9.70%

发文量

期刊介绍： The Baltic region has experienced rapid political and economic change over recent years. The challenges to managers and management researchers operating within the area are often different to those experienced in other parts of the world. The Baltic Journal of Management contributes to an understanding of different management cultures and provides readers with a fresh look at emerging management practices and research in the countries of the Baltic region and beyond.