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Characteristics of performance appraisals and their impact on sales force satisfaction
Author(s) -
Pettijohn Charles E.,
Pettijohn Linda S.,
d'Amico Michael
Publication year - 2001
Publication title -
human resource development quarterly
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.756
H-Index - 65
eISSN - 1532-1096
pISSN - 1044-8004
DOI - 10.1002/hrdq.4
Subject(s) - psychology , sales force , performance appraisal , job satisfaction , applied psychology , social psychology , marketing , business , management , economics
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.