Characteristics of performance appraisals and their impact on sales force satisfaction

作者：Charles E. Pettijohn, Linda S. Pettijohn, Michael F. d'Amico · 发表于：Human Resource Development Quarterly · 年份：2001 · DOI：10.1002/hrdq.4 · 被引用次数：110 · 研究领域：Customer Service Quality and Loyalty、Job Satisfaction and Organizational Behavior、Quality and Supply Management

Abstract 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.