✦ LIBER ✦

Characteristics of performance appraisals and their impact on sales force satisfaction

✍ Scribed by Charles E. Pettijohn; Linda S. Pettijohn; Michael d'Amico

Publisher: John Wiley and Sons
Year: 2001
Tongue: English
Weight: 199 KB
Volume: 12
Category: Article
ISSN: 1044-8004
DOI: 10.1002/hrdq.4

No coin nor oath required. For personal study only.

✦ Synopsis

Abstract

A study of the relationship between performance appraisal characteristics and salesperson job satisfaction indicated that when appraisals provide clear criteria, the criteria meet with the salesperson's approval, and the appraisals are perceived as fair and used in determining rewards, salesperson job satisfaction increases. These results support previous findings that the critical determinants of appraisal effectiveness are not criteria‐driven but rather are largely determined by factors that managers can influence.

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