Have Salespeople Hit Quota Faster

References to 77 Important Discoveries on Goals

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List of References:

Bargh, J. A., Gollwitzer, P. M., Oettingen, G. (2010): Motivation, IN: Fiske, S., Gilbert, D. T., Lindzay, G.: Handbook of Social Psychology, New York, Wiley, 5th ed.268-316

Bezuijen, X. M., van Dam, K., van den Berg, P. T., Thierry, H. (2010): How Leaders Stimulate Employee Learning: A Leader-Member Exchange Approach, Journal of Occupational and Organizational Psychology, 83, 673-693

Brodscholl, J. C., Kober, H., Higgins, E. T. (2007): Strategies of Self-Regulation in Goal Attainment versus Goal Maintenance, European Journal of Social Psychology, 37, 628-648

Cherniss, C. (2012): Seymour Sarason and the Creation of Settings, Journal of Community Psychology, Vol. 40, No.2, 209-214

Duckworth, A. L., Peterson, C., Matthews, M. D., Kelly, D. R. (2007): Grit: Perseverance and Passion for Long-Term Goals, Journal of Personality and Social Psychology, Vol. 92, No. 6, 1087-1101

Duckworth, A. L., Quinn, P. D: (2009): Development and Validation of the Short Grit Scale (Grit-S), Journal of Personality Assessment, 91(2), 166-174

Eisele, P. (2012): Improving Performance in Groups: Effects of Two Different Goal-Setting Strategies and Feedback on Brainstorming Performance, Baltic Journal of Psychology, 13 (1; 2), 45-57

Gollwitzer, P. M.,  Oettingen, G. (2011): Planning Promotes Goal Striving, IN: Vohs, K. D., Baumeister, R. F. (Eds.): Handbook of self-regulation: Research, theory, and applications (2nd Edition), New York, Guilford

Grant, A. M. (2012): An Integrated Model of Goal-Focused Coaching: An Evidence-Based Framework for Teaching and Practice, International Coaching Psychology Review, Vol. 7, No. 2

Klein, H. J.(2006): The Effects of Personality in Learning: The Mediating Role of Goal Setting, Human Performance, 19(1), 43-66

Landes, L. (2006): Getting the Best Out of People in the Workplace, The Journal for Quality & Participation, Winter 2006

Latham, G. P. (2004): The Motivational Benefits of Goal-Setting, Academy of Management Executive, Vol. 18, No. 4

Locke, E. A., Frederick, E., Lee, C., Bobko, P. (1984): Effect of Self-Efficacy, Goals, and Task Strategies on Task Performance, Journal of Applied Psychology, Vol. 69, No. 2, 241-251

Locke, E. A., Latham, G. P. (2006): New Directions in Goal-Setting Theory, Current Directions in Psychological Science, Vol. 15, No. 5, 265-268

Oettingen, G., Gollwitzer, P. M. (2009): Making Goal Pursuit Effective: Expectancy-Dependent Goal Setting and Planned Goal Striving, IN: Forgas, J. P., Baumeister, R. F., Tice D. M. (Eds.): Psychology of Self-Regulation: Cognitive, Affective and Motivational Processes, Taylor and Francis, New York

Oettingen, G., Kappes, A. (2009): Mental Contrasting of the Future and Reality to Master Negative Feedback, IN: Markman, K.D., Klein, W. M. P., Suhr, J. A. (Eds.): Handbook of Imagination and Mental Stimulation, New York, Psychology Press, 395-412

Petersen, D. (2005): Setting Goals, Measuring Performance, Professional Safety, December 2005

Presseau, J., Sniehotta, F. F., Francis, J. J., Gebhardt, W. A. (2010): With a Little Help from my Goals: Integrating Intergoal Facilitation with the Theory of Planned Behavior to Predict Physical Activity, British Journal of Health Psychology, 15,905-919

Seijts, G., Crim, D. (2009): The Combined Effects of Goal Type and Cognitive Ability on Performance, Motivation & Emotion, 33, 343-352

Stadler, G., Oettingen, G., Gollwitzer, P. M. (2010): Intervention Effects of Information and Self-Regulation on Eating Fruits and Vegetables Over Two Years, Health Psychology, Vol. 29, No. 3, 274-283

Vigoda-Gadot, E., Angert, L. (2007): Goal Setting Theory, Job Feedback, and OCB: Lessons from a Longitudinal Study, Basic and Applied Social Psychology, 29(2), 119-128

Williams, L., DeSteno, D. (2008): Pride and Perseverance: The Motivational Role of Pride, Journal of Personality and Social Psychology, Vol. 94, No. 6, 1007-1017

Wright, P. S. (2011): Engineering Optimal Experiences Using Goal Setting & Mental Rehearsal, Journal of Applied Global Research, Vol. 4, No. 9, 40-46

Zettle, R. D., Barner, S. L., Gird, S. R., Boone, L. T., Renollet, D. L., Burdsal, C. A. (2012): A Psychological Biathlon: The Relationship between Level of Experiential Avoidance and Perseverance on Two Challenging Tasks, The Psychological Record, 62, 433-446

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