ABSTRACT
OBJECTIVE: Management practice commonly assumes that the value of a work-goal dictates the nature of motivation processes. We investigate instead how individuals invest resources from the perspective of their own value system. Drawing from Conservation of Resources theory, we explore the valuation process by testing a reciprocal model between work-goal attainment, goal commitment, and personal resources, including self-efficacy, optimism, and subjective well-being. METHOD: Data were collected in a two-wave longitudinal study among sales professionals (n = 793) from France (F), Pakistan (P), and the United States (U). RESULTS: Multi-group cross-lagged path analysis confirmed the reciprocal model across all three countries. Time 1 resources and goal commitment predicted work goal attainment (F = 0.24; P = 0.37; U = 0.39) and (F = 0.31; P = 0.40; U = 0.36) respectively. T1 level of goal attainment also fuelled T2 resources and goal commitment (F = 0.30; P = 0.29; U = 0.34) and (F = 0.33; P = 0.32; U = 0.29). CONCLUSIONS: Our reciprocal findings suggest a revised approach on the nature of targets and goals. They indicate an alternative to linear path modeling, as the role of goal commitment is not necessarily that of an intermediary stage linking antecedent resources to attainment purposes. Furthermore, cultural values play a differentiating role in the goal-attainment process.
