TY  - JOUR
TI  - The influence of coaching on employee performance: Results from two international quantitative studies
AU  - Pousa, C.
AU  - Mathieu, A.
AB  - 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 article presents an empirical investigation from two international field studies, one using business-to-business salespersons working in Latin America and the other one using business-to-consumer 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. This article makes several scientific and managerial contributions, and also opens new avenues for research.
IS  - 3
JO  - Performance Improvement Quarterly
PY  - 2014
SP  - 75
UR  - onlinelibrary.wiley.com/doi/10.1002/piq.21175/full
VL  - 27
LA  - English
ER  -