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    The influence of coaching on employee performance: Results from two international quantitative studies.

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    Pousa_Influence_of_coaching.pdf (131.2Kb)
    Date
    2014
    Author
    Pousa, Claudio
    Mathieu, Anne
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    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.
    URI
    http://knowledgecommons.lakeheadu.ca/handle/2453/823
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