Abstract

http://ssrn.com/abstract=1273156
 


 



The Performance Impacts of Coaching: A Multilevel Analysis using Hierarchical Linear Modeling


Ritu Agarwal


University of Maryland - Robert H. Smith School of Business

Corey M. Angst


University of Notre Dame

Massimo Magni


Bocconi University - Department of Management and Technology

September 24, 2008


Abstract:     
Drawing on the conceptual foundations of feedback and behavior modeling we investigate the effects of managers' coaching intensity on the performance of those they supervise, at multiple levels of an organizational hierarchy. Data from 328 sales associates reporting to 114 middle managers, and 93 middle managers reporting to 32 executive managers are used to test the research hypotheses. Using hierarchical linear modeling we find that managers' coaching intensity influences the performance of their subordinates after controlling for job satisfaction, and this effect weakens at greater hierarchical levels. Surprisingly, we do not observe any cross-level moderating effects of coaching intensity on the satisfaction-performance relationship. We discuss the implications of our findings for future research and practice.

Keywords: HLM, coaching, job satisfaction

working papers series


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Date posted: September 25, 2008  

Suggested Citation

Agarwal, Ritu and Angst, Corey M. and Magni, Massimo, The Performance Impacts of Coaching: A Multilevel Analysis using Hierarchical Linear Modeling (September 24, 2008). Available at SSRN: http://ssrn.com/abstract=1273156

Contact Information

Ritu Agarwal
University of Maryland - Robert H. Smith School of Business ( email )
College Park, MD 20742-1815
United States
Corey M. Angst (Contact Author)
University of Notre Dame ( email )
Department of Mathematics
Notre Dame, IN 46556-5646
United States
Massimo Magni
Bocconi University - Department of Management and Technology ( email )
Via Roentgen 1
Milan, MI 20136
Italy
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