search query: @indexterm SALESPEOPLE / total: 142
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| Author: | Vilela, B. B. (et al.) |
| Title: | Impression management tactics and affective context: influence on sales performance appraisal |
| Journal: | European Journal of Marketing
2007 : VOL. 41:5/6, p.624-639 |
| Index terms: | salespeople performance appraisal performance management |
| Language: | eng |
| Abstract: | This study contributes to the knowledge of the social and affective variables that influence the sales performance appraisal process. This paper presents a model depicting a number of social and situational factors influencing supervisor's rating of salesperson's performance, primarily operating through affective processes. Data used in the study were collected from 122 salespeople and their immediate managers from 35 firms pertaining to nine different industries. The findings of the study have important managerial implications: sales managers should be aware that salespeople might be using impression management tactics and that the use of these behaviours might influence the way that they evaluate their employee's performance. Managers should also remain vigilant to the potential bias based on physical appearance in hiring and supervising salespeople. |
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