Title

Characteristics of performance appraisals and their impact on sales force satisfaction

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. Copyright © 2001 John Wiley & Sons, Inc.

Department(s)

Marketing

Document Type

Article

DOI

https://doi.org/10.1002/hrdq.4

Publication Date

1-1-2001

Journal Title

Human Resource Development Quarterly

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