Characteristics of performance appraisals and their impact on sales force satisfaction

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

Charles E. Pettijohn; Linda S. Pettijohn; Michael d'Amico

2002

Key concepts

Scholarcy highlights

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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