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Journal of Business and Psychology
Erschienen in: Journal of Business and Psychology 3/2015

01.09.2015

Coaches and Clients in Action: A Sequential Analysis of Interpersonal Coach and Client Behavior

verfasst von: Patrizia M. Ianiro, Nale Lehmann-Willenbrock, Simone Kauffeld

Erschienen in: Journal of Business and Psychology | Ausgabe 3/2015

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Abstract

Purpose

Despite calls for studying interaction processes in coaching, little is known about the link between coach–client interactions and coaching success. In particular, interpersonal behavior in coaching remains unexplored, although it is considered highly relevant to social relationships and interaction outcomes. This study takes first steps to address this gap.

Design/Methodology/Approach

We examined the dynamics of coaches’ and clients’ interpersonal behavior based on the two basic dimensions affiliation and dominance. Furthermore, we investigated the link between emergent interpersonal behavior patterns and coaching outcomes. To this end, we videotaped and analyzed a total of 11,095 behavioral acts nested in 30 coach–client dyads.

Findings

Sequential analysis showed that reciprocal friendliness patterns were positively linked to working alliance. Coaches’ dominant–friendly interaction behavior particularly activated clients, in terms of showing dominance during the coaching interaction process. Clients’ dominance was linked to their overall goal attainment.

Implications

Our results highlight the importance of interpersonal behavior for coaching success. Specifically, our findings suggest that dominance interaction patterns are context- and relation-specific, offering an explanation for contradicting empirical studies on interpersonal dominance. For coaches, our study implies that high awareness for interpersonal signals can help establish a positive atmosphere and activate clients’ dominance.

Originality/Value

This empirical study uses behavior observation and interaction analysis to understand the interpersonal dynamics during coaching sessions. Our results increase our theoretical understanding of coaching effectiveness by shedding light on the micro-level behavioral dynamics that drive successful coaching processes.
Vorheriger Artikel Envisioning, Planning and Innovating: A Closer Investigation of Proactive Goal Generation, Innovative Work Behaviour and Boundary Conditions
Nächster Artikel Work Passion Through the Lens of Culture: Harmonious Work Passion, Obsessive Work Passion, and Work Outcomes in Russia and China

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Metadaten
Titel
Coaches and Clients in Action: A Sequential Analysis of Interpersonal Coach and Client Behavior
verfasst von
Patrizia M. Ianiro
Nale Lehmann-Willenbrock
Simone Kauffeld
Publikationsdatum
01.09.2015
Verlag
Springer US
Erschienen in
Journal of Business and Psychology / Ausgabe 3/2015
Print ISSN: 0889-3268
Elektronische ISSN: 1573-353X
DOI
https://doi.org/10.1007/s10869-014-9374-5

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