The current study investigated the moderating impact of job tenure and the mediating process of self-management on the relationship between proactive personality and performance. Using a sample of 95 sales executives, results indicated a significant interaction between proactive personality and job tenure. In addition, there was an indirect effect of self-management behavior on the relationship between proactive personality and performance. Such findings suggest that a proactive personality may be differentially related to performance dependent on job tenure and that self-managing behaviors may be a key linking mechanism between proactive personality and performance. Implications for both research and practice are discussed.
Ackerman, P.L. (1987). Individual differences in skill learning: An integration of psychometric and information processing perspectives. Psychological Bulletin, 102, 3-27.
2.
Aiken, L.S., & West, S.G. (1991). Multiple regression: Testing and interpreting interactions. Newbury Park, CA: Sage.
3.
Aldag, R.J., Brief, A.P., & Kolenko, T.A. (1983). An examination of self-reinforcement systems. Academy of Management Proceedings, 83, 154-158.
4.
Ashford, S.J. (1986). Feedback-seeking in individual adaptation: A resource perspective. Academy of Management Journal, 29, 465-487.
5.
Ashford, S.J., & Black, J.S. (1996). Proactivity during organizational entry: The role of desire for control. Journal of Applied Psychology, 81, 199-214.
6.
Bandura, A. (1977). Social learning theory. Upper Saddle River, NJ: Prentice Hall.
7.
Bandura, A. (1986). Social foundations of thought and action. Upper Saddle River, NJ: Prentice Hall.
8.
Baron, R.M., & Kenny, D.A. (1986). The moderator-mediator variable distinction in social psychological research: Conceptual, strategic and statistical considerations . Journal of Personality and Social Psychology, 51, 1173-1182.
9.
Barrick, M.R., & Mount, M.K. (1991). The Big Five personality dimensions and job performance . Personnel Psychology, 44, 1-26.
10.
Barrick, M.R., Mount, M.K., & Strauss, J.P. (1993). Conscientiousness and performance of sales representatives: Test of the mediating effects of goal setting. Journal of Applied Psychology, 78, 715-722.
11.
Bateman, T.S., & Crant, M. (1993). The proactive component of organizational behavior: A measure and correlates. Journal of Organizational Behavior , 14, 103-118.
12.
Beaty, J.C., Cleveland, J.N., & Murphy, K.R. (2001). The relation between personality and contextual performance in "strong" versus "weak" situations. Human Performance , 14, 125-148.
13.
Crant, J.M. (1995). The Proactive Personality Scale and objective performance among real estate agents. Journal of Applied Psychology , 80, 532-537.
14.
Crant, J.M. (2000). Proactive behavior in organizations. Journal of Management, 26, 435-462.
15.
Edwards, J.R., & Lambert, L.S. (2007). Methods for integrating moderation and mediation: a general analytical framework using moderated path analysis. Psychological Methods, 12, 1-22.
16.
Frayne, C. (1991). Reducing employee absenteeism through self-management training: A research-based analysis and guide. New York : Quorum Books.
17.
Frayne, C.A., & Geringer, M. (2000). Self-management training for improving job performance: A field experiment involving salespeople. Journal of Applied Psychology, 85, 361-372.
18.
Frayne, C.A., & Latham, P. (1987). Application of social learning theory to employee self-management of attendance. Journal of Applied Psychology , 72, 387-392.
19.
Gerhardt, M.W., Rode, J.C., & Peterson, S.J. (2007). Exploring mechanisms in the personality-performance relationship: Mediating roles of self-management and situational constraints. Personality and Individual Differences , 43, 1344-1355.
20.
Gruman, J.A., Saks, A.M., & Zweig, D.I. (2006). Organizational socialization tactics and newcomer proactive behaviors: An integrative study. Journal of Vocational Behavior, 69, 90-104.
21.
Heimreich, R.L., Sawin, L.L., & Carsrud, A.L. (1986). The honeymoon effect in performance: Temporal increases in the predictive power of achievement motivation. Journal of Applied Psychology, 71, 185-188.
22.
Henry, R.A., & Hullin, C.L. (1987). Stability of skilled performance over time: Some generalizations and limitations on utility. Journal of Applied Psychology, 72, 457-462.
23.
Kammeyer-Mueller, J.D., & Wanberg, R. (2003). Unwrapping the organizational entry process: Disentangling multiple antecedents and their pathways to adjustment. Journal of Applied Psychology, 88, 779-794.
24.
Manz, C.C. (1986). Self-leadership: Toward an expanded theory of self-influence processes in organizations. Academy of Management Review, 11, 585-600.
25.
Manz, C.C., & Snyder, A. (1983). How resourceful entrepreneurs meet business challenges . . . and survive. Management Review, 72(10), 68-72.
26.
Markham, S.E., & Markham, S. (1995). Self-management and self-leadership reexamined: A levels-of-analysis perspective. Leadership Quarterly, 6, 343-359.
27.
Mathieu, J.E., & Taylor, S.R. (2006). Clarifying conditions and decision points for mediational type inferences in organizational behavior. Journal of Organizational Behavior, 27, 1031-1056.
28.
Miller, V.D., & Jablin, M. (1991). Information seeking during organizational entry: Influences, tactics, and a model of the process. Academy of Management Review, 16, 92-120.
29.
Morossanova, V.I. (2003). Extraversion and neuroticism: The typical profiles of self-regulation. European Psychologist, 8, 279-288.
30.
Morrison, E.W. (1993). Longitudinal study of the effects of information seeking on newcomer socialization. Journal of Applied Psychology , 78, 173-183.
31.
Mortimer, J.T., & Simmons, G. (1978). Adult socialization. Annual Review of Sociology, 4, 421-454.
32.
Moser, K., & Galais, N. (2007). Self-monitoring and performance: The moderating role of tenure. International Journal of Selection and Assessment , 15, 83-93.
33.
Muller, D., Judd, C.M., & Yzerbyt, V.Y. (2005). When moderation is mediated and mediation is moderated . Journal of Personality and Social Psychology, 89, 852-863.
34.
Murphy, K.R. (1989). Is the relationship between cognitive ability and performance stable over time? Human Performance, 2, 183-200.
35.
Saks, A.M., & Ashforth, E. (1996). Proactive socialization and behavioral self-management . Journal of Vocational Behavior, 48, 301-323.
36.
Schneider, R.J., & Hough, L.M. (1995). Personality and industrial/organizational psychology . In C. L. Cooper & I. T. Robertson (Eds.), International review of industrial and organizational psychology (pp. 75-129). Chichester , UK: Wiley.
37.
Seibert, S.E., Kraimer, M.L., & Crant, J.M. (2001). What do proactive people do? A longitudinal model linking proactive personality and career success. Personnel Psychology, 54, 845-874.
38.
Sobel, M.E. (1982). Asymptotic confidence intervals for indirect effects in structural equation models. Sociological Methodology, 13, 290-312.
39.
Stewart, G.L. (1999). Trait bandwidth and stages of performance: Assessing differential effects for conscientiousness and its subtraits. Journal of Applied Psychology, 84, 959-968.
40.
Thoresen, C.J., Bradley, J.C., Bliese, P.D., & Thoresen, J.D. (2004). The Big Five personality traits and individual performance growth trajectories in maintenance and transitional job stages. Journal of Applied Psychology, 89, 835-853.
