Don Vandewalle

Don Vandewalle
Southern Methodist University | SMU · Department of Management & Organizations

P.H.D.

About

30
Publications
106,991
Reads
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6,467
Citations
Introduction
Skills and Expertise

Publications

Publications (30)
Article
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We examine the notion of a Phantom BATNA – a negotiation alternative that may or may not materialize – and its impact on a current negotiation. Across three studies, we investigate the impact of such alternatives on negotiation, and compare them to when negotiators have a certain BATNA, when they have no BATNA, or when they are provided no informat...
Article
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Goal orientation, a theory that originated primarily in the educational and social psychology fields, has emerged in the past two decades as a prominent theory in organizational psychology and organizational behavior. We review the state of affairs for goal orientation research with the following roadmap. First, we discuss the historical roots of g...
Article
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The authors conduct three studies to systematically examine how avoiding and learning goal orientation (AGO and LGO) influence relationships between perceived demands-abilities (DA) fit and critical outcomes during three organizational entry stages. Study 1, a multilevel study using a series of mock job advertisements, shows that participant likeli...
Article
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Although there is a vast literature on employee reactions to procedural injustice, little is known about the important issue of why some managers are less procedurally just than others. In this field study we found that a manager’s implicit person theory (IPT; i.e., extent of assumption that people can change) predicted employees’ perceptions of th...
Chapter
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A key ingredient for effectively coaching employees is the prudent use of goal setting. The prime axiom of goal setting theory is that specific, difficult goals lead to higher performance than when people strive to simply "do their best" (Locke, 1966, Locke & Latham, 1990). The performance benefits of challenging, specific goals have been demonstra...
Article
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Effective managers recognize both positive and negative changes in employee performance and take appropriate remedial action when required. Managers' assumptions about the rigidity or malleability of personal attributes (e.g., ability and personality) affect their performance of these critical personnel management tasks. To the extent that managers...
Article
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Although coaching can facilitate employee development and performance, the stark reality is that managers often differ substantially in their inclination to coach their subordinates. To address this issue, we draw from and build upon a body of social psychology research that finds that implicit person theories (IPTs) about the malleability of perso...
Article
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This longitudinal field study examined the influence of goal orientation on both negative emotional reactions to performance feedback and subsequent self-set goal level. After completing an initial performance event and receiving negative performance feedback, learning and proving goal orientations had nonsignificant relations with the intensity of...
Article
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Four studies examined whether implicit person theory (IPT) regarding the malleability of personal attributes (e.g., personality and ability) affects managers' acknowledgment of change in employee behavior. The extent to which managers held an incremental IPT was positively related to their recognition of both good (Study 1) and poor (Study 2) perfo...
Article
Full-text available
This longitudinal field study examined the influence of goal orientation on both neg- ative emotional reactions to performance feedback and subsequent self-set goal level. After completing an initial performance event and receiving negative perfor- mance feedback, learning and proving goal orientations had nonsignificant relations with the intensit...
Article
Full-text available
Why do individuals differ in their feedback-seeking behavior, and how do these differences impact their task performance? The current article addresses these questions by developing a theoretical model using the individual difference of goal orientation (an orientation toward developing or demonstrating one's ability) as a central influence in the...
Article
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This paper presents and organizes the results of two decades of research on feedback-seeking behavior according to three motives: the instrumental motive to achieve a goal, the ego-based motive to protect one’s ego, and the image-based motive to enhance and protect one’s image in an organization. Each motive is discussed with reference to its impac...
Article
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This longitudinal field study examined the influence of negative emotions and goal orientation after individuals received negative performance feedback about their level of goal attainment. After completing an initial performance event and receiving negative performance feedback, a learning goal orientation had a nonsignificant relationship with th...
Article
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Article
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Do you agree with the following statements? • Competition and pressure bring out the best performance from employees. • You have a certain amount of intelligence, and you really can’t do much to change it. • Leaders are born, not developed. • The top performers are those employees who are hungry to prove their ability to others. The purpose of the...
Article
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This study examined the relationship of goal orientation and performance over a series of 2 challenging performance events. After providing performance feedback on the 1st event, the authors found that the relationship between a learning goal orientation and performance remained positive for the 2nd event, the relationship between a proving goal or...
Article
Full-text available
This study examined the relationship of goal orientation and performance over a series of 2 challenging performance events. After providing performance feedback on the 1st event, the authors found that the relationship between a learning goal orientation and performance remained positive for the 2nd event, the relationship between a proving goal or...
Article
Full-text available
This study replicates, integrates, and extends prior research on the dispositional, contextual, and cognitive antecedents of feedback-seeking behavior. Regression analysis was used to analyze data collected from a sample of salespeople (N = 310) from 2 Fortune 500 companies. The study hypotheses were supported with the following results. First, the...
Article
Full-text available
This study replicates, integrates, and extends prior research on the dispositional, contextual, and cognitive antecedents of feedback-seeking behavior. Regression analysis was used to analyze data collected from a sample of salespeople (N = 310) from 2 Fortune 500 companies. The study hypotheses were supported with the following results. First, the...
Article
Full-text available
Summary This study examined organizational citizenship of residents in a housing cooperative setting where roles were not influenced by traditional employee-employer work relationships. Results demonstrate that the individual diÄerences of collectivism and propensity to trust predicted organizational citizenship (assessed six months later). In addi...
Article
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The antecedents and consequences of content goals for 252 participants in a complex skill-training program were examined in a longitudinal study. Using LISREL 8 to test a mediated model, it was found dispositional goal orientation was related to the content of goals that individuals adopted for the training program. Not all content goals were relat...
Article
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The authors investigated the influence of goal orientation on sales performance in a longitudinal field study with salespeople. As hypothesized, a learning goal orientation had a positive relationship with sales performance. This relationship was fully mediated by 3 self-regulation tactics: goal setting, effort, and planning. In contrast, a perform...
Article
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This article describes the development and validation process for an instrument to assess goal orientation (an individual disposition toward developing or validating one's ability in achievement settings). In contrast to previous goal orientation instruments, three goal orientation dimensions are identified (learning, avoid, and prove), and the ins...
Article
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A longitudinal field study (N = 44) and a scenario study (N = 239) were conducted to investigate the influence of the individual difference of goal orientation (an orientation toward developing or demonstrating one's ability) on feedback-seeking behavior by the inquiry method. The results of the 2 studies were consistent with the hypotheses of a po...
Article
Full-text available
Analysis of data from 797 residents of university housing cooperatives demonstrated that psychological ownership was positively related to extrarole behavior. In addition, mediated regression analysis supported the hypothesis that the relationship between psychological ownership and extrarole behavior was mediated by organizational commitment. Furt...

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