The Performance Effects of Coaching: A Multilevel Analysis Using Heirarchical Linear Modeling

43 Pages Posted: 24 Jul 2006

See all articles by Ritu Agarwal

Ritu Agarwal

University of Maryland - Robert H. Smith School of Business

Corey M. Angst

IT, Analytics, and Operations department

Massimo Magni

Bocconi University - Department of Management and Technology

Date Written: February 2006

Abstract

Drawing on the conceptual foundations of leader-member exchange 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 people 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: LMX, HLM, Coaching, Behavior, Performance, Job Satisfaction

Suggested Citation

Agarwal, Ritu and Angst, Corey M. and Magni, Massimo, The Performance Effects of Coaching: A Multilevel Analysis Using Heirarchical Linear Modeling (February 2006). Robert H. Smith School Research Paper No. RHS 06-031. Available at SSRN: https://ssrn.com/abstract=918810 or http://dx.doi.org/10.2139/ssrn.918810

Ritu Agarwal (Contact Author)

University of Maryland - Robert H. Smith School of Business ( email )

College Park, MD 20742-1815
United States

Corey M. Angst

IT, Analytics, and Operations department ( email )

348 Mendoza College of Business
University of Notre Dame
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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