Effects of considering uncontrollable fa
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Cynthia Huffman; Lisa B. Cain
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Article
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2000
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John Wiley and Sons
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English
โ 242 KB
Sales managers often make adjustments for factors such as territory difficulty or representative experience when doing performance evaluations. These adjustments may be subjective, they may be simple ratio calculations (e.g., sales divided by territory size), or they may involve complicated regressi