search query: @indexterm JOB EVALUATION / total: 143
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| Author: | Pettijohn, C. (et all.) |
| Title: | Are performance appraisals a bureaucratic exercise or can they be used to enhance sales-force satisfaction and commitment |
| Journal: | Psychology & Marketing
2001 : APR, VOL. 18:4, p. 337-364 |
| Index terms: | PERFORMANCE APPRAISAL JOB EVALUATION JOB SATISFACTION |
| Language: | eng |
| Abstract: | The purpose of this research is to examine the relationships existing between performance appraisals, salesperson organizational commitment, and job satisfaction. If various characteristics of performance appraisals that build commitment and satisfaction could be identified, then managers may be more capable of using performance appraisals that yield positive results. A survey of 185 retail salespeople and 58 retail sales managers provided the data required to evaluate the relationship between satisfaction, commitment and various aspects of performance appraisals. The results of this study indicate that managerially mediated factors may be used to enhance salesperson job satisfaction and organizational commitment. |
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