Title

Assessing The Relationships Among Performance Measures, Managerial Practices, And Satisfaction When Evaluating The Salesforce: A Replication And Extension

Abstract

The performance appraisal practices used by industrial firms when evaluating members of the sales force are investigated. A formal model of the relationships among major aspects of the appraisal process is proposed and tested. Results are presented from a survey of 104 senior sales managers. Significant relationships are identified between what is being measured, how the appraisal is conducted, and managerial satisfaction. The findings also suggest that evaluation programs remain relatively unsophisticated and unsystematic in most firms. © 1991 Taylor & Francis Group, LLC.

Publication Date

1-1-1991

Publication Title

Journal of Personal Selling and Sales Management

Volume

11

Issue

3

Number of Pages

25-35

Document Type

Article

Personal Identifier

scopus

DOI Link

https://doi.org/10.1080/08853134.1991.10753876

Socpus ID

84926965730 (Scopus)

Source API URL

https://api.elsevier.com/content/abstract/scopus_id/84926965730

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