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Self‐Monitoring and Job Performance: The moderating role of tenure
Author(s) -
Moser Klaus,
Galais Nathalie
Publication year - 2007
Publication title -
international journal of selection and assessment
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.812
H-Index - 61
eISSN - 1468-2389
pISSN - 0965-075X
DOI - 10.1111/j.1468-2389.2007.00370.x
Subject(s) - moderation , job performance , self monitoring , psychology , job attitude , sample (material) , job characteristic theory , business , social psychology , job satisfaction , chemistry , chromatography
Previous research on the relationship between self‐monitoring and job performance has neglected the role of tenure even though both theory and preliminary evidences suggest that job incumbents' tenure should be a strong moderator. The current study investigates the role of organizational tenure on the relationship between self‐monitoring and job performance (number of new contracts sold) in a sample of sales insurance agents. Consistent with expectations, tenure moderates the relationship between self‐monitoring and job performance, i.e., self‐monitoring is positively correlated with job performance for job incumbents with less tenure but not for those with more tenure. We propose that the relationship between self‐monitoring and job performance depends on the job incumbents' ability and opportunity to control the cues available to those who interact with and/or appraise the performance of the job incumbent.