Managing people towards performance is one of the most critical priorities for managers in practice. This dissertation focuses on this important issue and explores how HR Strategy, Leaders, and Teams, impact performance. It addresses respectively how HR as a system of coherent attributes, multiple dimensions of transformational leadership, and team reflexivity can enhance the performance of (sales)people in organizations. Based on a series of field-studies, the present dissertation demonstrates a number of novel insights. First, it reveals that internal coherence of HR strategy has a positive effect on organizational performance. Second, it demonstrates that both a leader’s level of transformational leadership, as well as a team’s level of reflexivity can be functional, but also dysfunctional for job performance of people in organizations. These results are important for managers, as they represent evidence-based insights, some of which are counter-intuitive, on how they can effectively manage people towards performance. For researchers, the findings contribute to a deeper understanding of the HR-performance relationship.

adaptiveness, complementarity, goal orientations, performance, role ambiguity, salespeople, strategic hr, team reflexivity, transformational leadership
Firm Objectives, Organization, and Behavior (jel L2), Business Administration and Business Economics; Marketing; Accounting (jel M), Business Administration: General (jel M10), Personnel Management (jel M12)
G.W.J. Hendrikse (George)
Erasmus University Rotterdam , Erasmus Research Institute of Management
Rotterdam School of Managment (RSM) Erasmus University Rotterdam (EUR) Prof.dr. J.E. Delery Prof.dr. D.L. van Knippenberg Dr. F. Poutsma
978-90-5892-210-6
hdl.handle.net/1765/16081
ERIM Ph.D. Series Research in Management
Erasmus Research Institute of Management

Dietz, H.M.S. (2009, June 11). Managing (Sales)People towards Performance: HR Strategy, Leadership & Teamwork (No. EPS-2009-168-ORG). ERIM Ph.D. Series Research in Management. Erasmus Research Institute of Management. Retrieved from http://hdl.handle.net/1765/16081