中文摘要：

研究表明，目标导向和领导行为均会显著影响员工绩效．已有研究大多关注学习导向和变革型领导的积极作用，相对而言，较少探讨绩效趋近导向和交易型领导如何影响下属绩效等问题．鉴于此，本研究基于特质激活理论，以制药行业的销售人员为研究对象，通过对308名销售人员的调查数据进行多层线性模型分析，探讨绩效趋近导向以及交易型领导行为对销售绩效的影响，结果表明：（1）销售人员的绩效趋近导向正向预测销售绩效；（2）上司的交易型领导行为也正向预测其销售绩效．本研究需要结合情境特征来探讨特质与绩效之间的关系，研究结果对销售行业的人员招聘、选拔有一定借鉴作用．

英文摘要：

Extant Literature has indicated that goal orientation and leader behaviors affect job performance. Among the literature, most of studies investigated how learning orientation and transformational leadership affected job performance. However, less attention has been paid to the effects of performance orientation and transactional leadership. The current study employed the trait activation theory to examine the impact of performance approach orientation and transactional leadership on sales performance. Based on the data from 308 salespersons in a large pharmacy company, results of Hierarchical Linear Modeling analysis showed that： （1） performance approach orientation was positively related to sales performance; and （2） transactional leadership was also significantly associated with subordinates＇ sales performance. It is noted that situation trait relevance is the key to fully understand the relation- ship between a personality trait and performance. This study also had practical implications for employee recruiting, selection and promotion in the sales industry.