Situational constraints on the achievement – performance relationship: a service sector study

Abstract The present study sought to extend our knowledge of the relationship between work values and job performance. Situational constraints were examined as moderators of the relationship between the value of achievement and performance in a service‐sector field setting. In the present setting, sales promotions removed situational constraints on performance during three of the six time periods examined. In general, average levels of performance were higher, and there was greater variance in performance when situational constraints were removed. Situational constraints moderated the relationship between the value of achievement and objective performance dimensions, although effect sizes were modest. Further, the present study adds to the small group of studies that have found a direct relationship between achievement and performance in a field setting. Copyright © 2001 John Wiley & Sons, Ltd.