Online citations, reference lists, and bibliographies.

Characteristics Of Performance Appraisals And Their Impact On Sales Force Satisfaction

Charles E. Pettijohn, L. Pettijohn, M. d'Amico
Published 2001 · Psychology

Cite This
Download PDF
Analyze on Scholarcy
Share
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.



This paper is referenced by
10.1080/09585190500521581
Performance appraisal satisfaction and employee outcomes: mediating and moderating roles of work motivation
B. Kuvaas (2006)
10.2991/iconies-18.2019.43
The Concept and Steps of Personal Selling
Fani Firmansyah (2019)
10.1080/13678868.2011.542896
Negative implications for the inclusion of citizenship performance in ratings
Satoris S. Culbertson (2011)
Rapid evidence assessment of the research literature on the effect of performance appraisal
Eric Barends (2016)
10.1002/HRM.21499
The social context of performance appraisal and appraisal reactions: A meta‐analysis
S. Pichler (2012)
10.5539/IJBM.V4N3P190
Relationship between Interactional Justice and Pay for Performance as an Antecedent of Job Satisfaction: an Empirical Study in Malaysia
Azman Ismail (2009)
10.1080/01900692.2012.655459
Performance Appraisal Systems as a Strategic Human Resource Management Tool in the Bahamian Public Service
Carolyn C.M. Rolle (2012)
10.1177/1534484313492331
Giving Nonselective Downsizing a Performance Review
J. D. Bragger (2014)
10.1017/JMO.2016.15
Relationships among performance appraisal satisfaction, work–family conflict and job stress
Hussein Ismail (2017)
AN EXAMINATION OF LMX AND PROCEDURAL JUSTICE ON PERFORMANCE APPRAISAL SATISFACTION WITHIN THE CONTEXT OF A DISTRIBUTED WORKPLACE ARRANGEMENT
Debra A Herd (2016)
Motivation and Feedback Influencing Change in the Goal-Setting Process
Lisa Plant (2012)
Extending The Human Capital Theory Of Career Success: An Empirical Test In The Ecuadorian Context
Mario Hayek (2011)
RELATIONSHIP BETWEEN PERCEIVED PROCEDURAL JUSTICE, COMMUNICATION ABOUT PAY SYSTEMS AND JOB PERFORMANCE
Azman Ismail (2005)
10.32890/ijms.17.1.2010.9992
Kesan amalan komunikasi dalam sistem ganjaran dan keadilan prosedur terhadap prestasi kerja
Azman Ismail (2010)
PROCEDURAL JUSTICE AS A MODERATOR IN THE RELATIONSHIP BETWEEN PERFORMANCE APPRAISAL COMMUNICATION AND JOB SATISFACTION
Azman Ismail (2011)
10.1016/S1138-5758(08)70056-2
Efectos del control del comportamiento en el desempeño del vendedor. La visión del jefe de equipo de ventas
P. C. Ronda (2008)
10.1016/j.jm.2004.06.005
The Social Context of Performance Appraisal: A Review and Framework for the Future
P. Levy (2004)
10.1108/01425450810866514
Exploring the differential impact of job satisfaction on employee attendance and conduct
R. Zeffane (2008)
10.5539/IJBM.V6N11P170
Relationship between Performance Based Pay, Interactional Justice and Job Satisfaction: A Mediating Model Approach
Azman Ismail (2011)
10.1080/09585192.2015.1109538
Performance appraisals and job satisfaction
Patrick Kampkoetter (2017)
Major Elements and Issues in Performance Management System: A Literature Review.
Eul-Kyoo Bae (2006)
10.1002/9780470696378.CH7
Advances in the Science of Performance Appraisal: Implications for Practice
G. Latham (2008)
10.4324/9780203807224.CH11
Human Resource Management in Sport
Solha Husin (2011)
10.1080/09585192.2011.579915
Can usefulness of performance appraisal interviews change organizational justice perceptions? A 4-year longitudinal study among public sector employees
Anne Linna (2012)
10.1108/ijem-04-2019-0160
Human Resources Management Practices and Organizational Commitment in Higher Education: The Mediating Role of Work Engagement.
Mohammed Aboramadan (2020)
10.31274/etd-180810-6102
Assessing hospitality industry employee perceptions of performance appraisals
J. M. Storey (2018)
Moderating Effect of Procedural Justice in the Relationship between Participation in Pay Systems and Personal Outcomes
A. Ismail (2007)
10.1016/J.LANGCOM.2014.09.002
Making objectives common in performance appraisal interviews
Pekka Pälli (2014)
The relationship between human resource practices and job satisfaction among employees in credit union: A study of KKP (Koperasi Kredit Pekerja-Pekerja Berhad)
Murugayah Tamil Selvi (2013)
10.1108/S1744-211720140000007007
How are they doing? The Application of Data Envelopment Analysis to Develop a Strategic Performance Appraisal on Individual Level
Manuela Koch-Rogge (2014)
Development of a benchmarking tool to improve sales performance in a multinational corporation
Jeremy John Noad (2017)
10.1186/1478-4491-9-22
The effects of performance appraisal in the Norwegian municipal health services: a case study
Frøydis Vasset (2011)
See more
Semantic Scholar Logo Some data provided by SemanticScholar