Response to comment: Starting to solve the method puzzle in salesperson self-report evaluations

Journal of Personal Selling and Sales Management

Volumn 24, Issue 2, 2004, Pages 141-145

  Jaramillo, Fernando ^a   Carrillat, François A ^b   Locander, William B ^c  

^a UNIVERSITY OF TEXAS AT ARLINGTON   (United States)

^b AIX MARSEILLE UNIVERSITY   (France)

^c UNIVERSITY OF ILLINOIS AT URBANA CHAMPAIGN   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 14944352947     PISSN: 08853134     EISSN: 15577813     Source Type: Journal    
DOI: 10.1080/08853134.2004.10749026     Document Type: Article

References (23)

1. Atuahene-Gima, Kwaku, and Kamel Michael (1998), “A Contingency Analysis of the Impact of Salesperson’s Effort on Satisfaction and Performance in Selling New Products,” European Journal of Marketing, 32 (9-10), 904-921.
2. Bommer, William H., Johnathan L. Johnson, Gregory A. Rich, Philip M. Podsakoff, and Scott B. Mackenzie (1995), “On the Interchangeability of Objective and Subjective Measures of Employee Performance: A Meta-Analysis,” Personnel Psychology, 48 (3), 587-605.
3. Borman, Walter C. (1987), “Personal Constructs, Performance Schemata, and ‘Folk Theories’ of Subordinate Effectiveness: Explorations in an Army Officer Sample,” Organizational Behavior and Human Decision Processes, 40, 3 (December), 307-322.
4. Brown, Steven P., and Robert A. Peterson (1994), “The Effect of Effort on Sales Performance and Job Satisfaction,” Journal of Marketing, 58 (2), 70-80.
5. Chonko, Lawrence B., Terry N. Loe, James A. Roberts, and John F. Tanner (2000), “Sales Performance: Timing of Measurement and Type of Measurement Make a Difference,” Journal of Personal Selling and Sales Management, 20, 1 (Winter), 23-36.
6. Churchill, Gilbert A., Jr., Neil M. Ford, Steven W Hartley, and Orville C. Walker, Jr. (1985), “The Determinants of Salesperson Performance: A Meta-Analysis,” Journal of Marketing Research, 22 (2), 103-118.
7. Cohen, Jacob (1992), “A Power Primer,” Psychological Bulletin, 112 (1), 155-159.
8. Heneman, Herbert G. (1986), “The Relationship between Supervisory Ratings and Results-Oriented Measures of Performance: A Meta-Analysis,” Personnel Psychology, 39, 4 (Winter), 811-826.
9. Hoffman, Calvin C., Barry R. Nathan, and Lisa M. Holden (1991), “A Comparison of Validation Criteria: Objective Versus Subjective Performance Measures and Self- Versus Supervisor Ratings,” Personnel Psychology, 44, 3 (Autumn), 601-619.
10. Hunter, John E., and Frank L. Schmidt (1990), Methods in MetaAnalysis: Correcting Error and Bias in Research Findings. Newbury Park, CA: Sage.
11. Jaramillo, Fernando, François A. Carrillat, and William B. Locander (2003), “Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations,” Journal of Personal Selling and Sales Management, 23, 4 (Fall), 369-377.
12. Kelly, George A. (1955), The Psychology of Personal Construct. New York: W.W. Norton.
13. Kennedy, Ellen J., Leigh Lawton, and Leroy E. Plumlee (2002), “Blissful Ignorance: The Problem of Unrecognized Incompetence and Academic Performance,” Journal of Marketing Education, 24 (3), 243-252.
14. Krueger, Justin (1999), “Lake Wobegon Be Gone! The ‘Below-Average Effect’ and the Egocentric Nature of Comparative Ability Judgment,” Journal of Personality and Social Psychology, 77 (2), 221-232.
15. Krueger, Justin, and David Dunning (1999), “Unskilled and Unaware of It: How Difficulties in Recognizing One’s Own Incompetence Lead to Inflated Self-Assessment,” Journal of Personality and Social Psychology, 77 (6), 1121-1134.
16. Lipsey, Mark W, and David B. Wilson (2001), Practical MetaAnalysis. Thousand Oaks, CA: Sage.
17. McFarland, Richard G. (2003), “Crisis of Conscience: The Use of Coercive Sales Tactics and Resultant Felt Stress in the Salesperson,” Journal of Personal Selling and Sales Management, 23, 4 (Fall), 311-325.
18. Piercy, Nigel F., David W Cravens, and Nikala Lane (2001), “Sales Manager Behavior Control Strategy and Its Consequences: The Impact of Gender Differences,” Journal of Personal Selling and Sales Management, 21, 1 (Winter), 39-49.
19. Rich, Gregory A., William H. Bommer, Scott B. MacKenzie, Philip M. Podsakoff, and Jonathan L. Johnson (1999), “Methods in Sales Research: Apples and Apples or Apples and Oranges? A Meta-Analysis of Objective and Subjective Measures of Salesperson Performance,” Journal of Personal Selling and Sales Management, 19, 4 (Fall), 41-52.
20. Scullen, Steven E., Michael K. Mount, and Maynard Goff (2000), “Understanding the Latent Structure of Job Performance Ratings,” Journal of Applied Psychology, 85 (6), 956-970.
21. Sharma, Arun, Gregory A. Rich, and Michael Levy (2004), “Comment: Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations,” Journal of Personal Selling and Sales Management, 24, 2 (Spring), 135-139.
22. Shore, Ted H., Lynn McFarlane Shore, and George C. Thornton, III (1992), “Construct Validity of Self- and Peer Evaluations of Performance Dimensions in an Assessment Center,” Journal of Applied Psychology, 77 (1), 42-54.
23. Spector, Paul E., and Suzy Fox (2003), “Reducing Subjectivity in the Assessment of the Job Environment: Development of the Factual Autonomy Scale, FAS,” Journal of Organizational Behavior, 24 (4), 417-432.