Performance appraisal criteria of sales people are determined after an assessment of the objectives, place and form of usage of performance appraisal studies.
📌 3 Key Takeaways
🎯
Objective & Hypothesis:The objective of this study is to set a conceptual framework for the performance appraisal criteria of sales people through the review of performance appraisal literature.
📊
Key Findings & Data:The objective of this study is to set a conceptual framework for the performance appraisal criteria of sales people through the review of performance appraisal literature.
💡
Conclusion & Impact:Performance appraisal criteria of sales people are determined after an assessment of the objectives, place and form of usage of performance appraisal studies.
🔬Design:Review & Systematic Survey
📍Scope:Comprehensive Sample
⚙️Variables:Domain Parameters
Abstract
The objective of this study is to set a conceptual framework for the performance appraisal criteria of sales people through the review of performance appraisal literature. Performance appraisal criteria of sales people are determined after an assessment of the objectives, place and form of usage of performance appraisal studies.
Özet
Bu çalışma, satış elemanı performans değerlendirme literatüründen hareketle, performans değerlendirme çalışmalarında kullanılan kriterleri belirli bir sistematik içerisinde toplamaya çalışan kavramsal bir incelemeden oluşmaktadır. Konuya ilişkin literatürün incelenmesi sonucunda, performans değerlendirme kriterlerine yönelik çalışmalar, çalışma amacı, kullanılış yeri ve şekline göre ele alınmış ve performans kriterleri belirlenmiştir.
🔖
Cite This Article
ŞENTÜRK, L. Ö. (2022). A Literature Review About the Performance Appraisal Critera of Sales People. Hacettepe Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi, Cilt: 21 - Sayı: 2, 169–203. https://ajindex.com/articles/533355
Agarwal, S. (1999), "Impact of Job Formalization and Administrative Controls onAttitudes of Industrial Salespersons", Industrial Marketing Management, 28, 359-368.
Anderson, E., R.L. Oliver, (1987), "Perspectives on Behavior-Based Versus Outcome-Based Salesforce Control Systems", Journal of Marketing, 51, 76-88.
Anglin, K. A., J. J. Stolman, J. W. Gentry (1990), "The Congruence of Manager Perception of Salesperson Performance and Knowledge-Based Measures of Adaptive Selling", Journal of Personal Selling & Sales Management, (Fall), 81-90.
Avila, R. A., E. F. Fern, O. K. Mann (1988) "Unraveling Criteria for Assessing the.Performance of Salespeople: A Causal Analysis", Journal of Personal Selling & Sales Management, VIII, 45-54.
Bagozzi, R. P. (1980), "Performance and Satisfaction in an Industrial Sales Force: An Examination of Their Antecedents and Simultaneity", Journal of Marketing, 44, 65-77.
Baldauf, A., D. W. Cravens, N. F. Piercy (2001), "Examining Business Strategy, Sales Management, and Salesperson Antecedents of Sales Organization Effectiveness," Journal of Personal Selling & Sales Management, XXI (2), 109-122.
Baldauf, A., D. W. Cravens (2002), "The Effect of Moderators on the Salesperson Behavior Performance and Salesperson Outcome Performance and Sales Organization Effectiveness Relationships", European Journal of Marketing, 36 (11/12), 1367-1388.
Barker, A. T. (1999), "Benchmarks of Successful Salesforce Performance", Canadian Journal of Administrative Sciences, 16(2), 95-104.
Bartkus, K. R., M. F. Peterson, D. N. Belenger (1989), "Type A Behavior, Experience, and Salesperson Performance" Journal of Personal Selling & Sales Management, IX(2), 11-18.
Beaty, S. E., M. Mayer, J. E. Coleman, K. E. Reynolds, J. Lee (1996), "Customer-Sales Associate Retail Relationships", Journal of Retailing, 72 (3), 223-247.
Behrman, D. N., Jr. W. D. Perreault (1982), "Measuring the Performance of Industrial Salesperson", Journal of Business Research, 10, 355-370.
Beverland, M. (2001), "Contextual Influences and the Adoption and Practice of Relationship Selling in a Business to Business Setting: An Exploratory Study", Journal of Personal Selling & Sales Management, XXI (3), 207-215.
Boles, J.S., B. J. Babin, T. G. Brashear, C. Brooks (2001), "An Examination of the Relationships Between Retail Work Environments, Salesperson Selling Orientation- Customer Orientation and Job Performance" Journal of Marketing Theory and Practice, 9(3), 1-13.