| dc.contributor.author | pousa, claudio | |
| dc.contributor.author | mathieu, anne | |
| dc.date.accessioned | 2017-02-09t20:36:16z | |
| dc.date.available | 2017-02-09t20:36:16z | |
| dc.date.issued | 2014 | |
| dc.identifier.citation | pousa, c. and mathieu, a. (2014), the influence of coaching on employee performance: results from two international quantitative studies. performance improvement quarterly, 27(3), 75–92. doi:10.1002/piq.21175 | en_us |
| dc.identifier.uri | http://knowledgecommons.lakeheadu.ca/handle/2453/823 | |
| dc.description | this is the postprint version of a work published in performance improvement quarterly 27:3 (2014) the version on the publisher's website can be viewed at http://onlinelibrary.wiley.com/doi/10.1002/piq.21175/full | en_us |
| dc.description.abstract | coaching has been identified as a key managerial behavior that organizations must promote to develop employees and achieve higher levels of performance. despite this agreement and an increasing interest in coaching, there is still a paucity of studies exploring the impact of coaching on individual performance. this paper presents an empirical investigation from two international field studies, one using b-to-b salespersons working in latin america and the other one using b-to-c frontline employees from a service organization in canada. building on leader-member exchange theory we propose that coaching increases individual performance beyond the potential impact of sales experience and tenure. we find that coaching can explain between 2.9% and 6.2% of the variance in performance when controlling for tenure and experience. the paper makes several scientific and managerial contributions, and also opens new avenues for research. | en_us |
| dc.language.iso | en | en_us |
| dc.publisher | wiley | en_us |
| dc.source.uri | http://ezproxy.lakeheadu.ca/login?url=http://onlinelibrary.wiley.com/doi/10.1002/piq.21175/full | |
| dc.subject | employee-coaching | en_us |
| dc.subject | employee performance | en_us |
| dc.subject | business-to-business sales | en_us |
| dc.subject | business-to-consumer sales | en_us |
| dc.title | the influence of coaching on employee performance: results from two international quantitative studies. | en_us |
| dc.type | article | en_us |
