Research note: An exploratory analysis of salesperson perceptions of the criteria used in performance appraisals, job satisfaction, and organizational commitment

Journal of Personal Selling and Sales Management

Volumn 20, Issue 2, 2000, Pages 77-80

  Pettijohn, Charles E ^a   Pettijohn, Linda S ^a   Taylor, Albert J ^a  

^a LOUISIANA TECH UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 85009579362     PISSN: 08853134     EISSN: 15577813     Source Type: Journal    
DOI: 10.1080/08853134.2000.10754226     Document Type: Article

References (23)

1. Babakus, Emin, David W. Cravens, Mark Johnston and William C. Moncrief (1996), “Examining the Role of Organizational Variables in the Salesperson Job Satisfaction Model,” Journal of Personal Selling and Sales Management, 20 (Summer), 33-46.
2. Behrman, Douglas N. and William D. Perreault, Jr. (1984), “A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons,” Journal of Marketing, 48 (Fall), 9-21.
3. Behrman, Douglas N. and William D. Perreault, Jr. and William J. Bigoness (1981), “Sources of Job Related Ambiguity and Their Consequences Upon Salespersons’ Job Satisfaction and Performance,” Management Science, 27 (November), 1246-1260.
4. Brown, Steven P. and Robert A. Peterson (1994), “The Effect of Effort on Sales Performance and Job Satisfaction,” Journal of Marketing, 58 (April), 70-80.
5. Brown, Steven P. and Robert A. Peterson (1993), “Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects,” Journal of Marketing Research, 30 (February), 63-77.
6. Cocanougher, Benton A. and John M. Ivancevich (1978), “Bars’ Performance Rating for Sales Force Personnel,” Journal of Marketing, 42 (July), 87-95.
7. DeCarlo, Thomas E. and Thomas W. Leigh (1996), “Impact of Salesperson Attraction on Sales Managers’ Attributions and Feedback,” Journal of Marketing, 60 (April), 47-66.
8. Dobbins, Gregory H., Robert L. Cardy and Stephanie J. Platz-Vieno (1990), “A Contingency Approach to Appraisal Satisfaction: An Initial Investigation of the Joint Effects of Organizational Variables and Appraisal Characteristics,” Journal of Management, 16 (September), 619-632.
9. Dubinsky, Alan J., Marvin A. Jolson, Ronald Michaels, Masaaki Kotabe and Chae Un Lim (1993), “Perceptions of Motivational Components: Salesmen and Saleswomen Revisited,” Journal of Personal Selling and Sales Management, 13 (Fall), 25-37.
10. Dubinsky, Alan J. and Stephen J. Skinner (1984), “The Impact of Job Characteristics on Retail Salespeople’s Reactions to Their Jobs,” Journal of Retailing, 60 (Summer), 35-62.
11. Greenberg, Jerald (1986), “Determinants of Perceived Fairness of Performance Evaluations,” Journal of Applied Psychology, 71 (May), 340-342.
12. Hampton, Ron, Alan J. Dubinsky and Steven J. Skinner (1996), “A Model of Sales Supervisor Leadership Input and Retail Salespeople’s Job-Related Outcomes,” Journal of the Academy of Marketing Science, 14 (Fall), 33-42.
13. Hunt, Shelby D., Lawrence B. Chonko and Van R. Wood (1985), “Organizational Commitment and Marketing,” Journal of Marketing, 49 (Winter), 112-126.
14. Jackson, Donald W. Jr., John L. Schlacter and William G. Wolfe (1995), “Examining the Bases Utilized for Evaluating Salespeople’s Performance,” Journal of Personal Selling and Sales Management, 15 (Fall), 57-65.
15. Jaworski, Bernard J. and Ajay K Kohli (1991), “Supervisory Feedback: Alternative Types and Their Impact on Salespeople’s Performance and Satisfaction,” Journal of Marketing Research, 28 (May), 190-201.
16. Johnston, Mark W., A. Parasuraman, Charles M. Futrell and William C. Black (1990), “A Longitudinal Assessment of the Impact of Selected Organizational Influences on Salespeople’s Organizational Commitment During Early Employment,” Journal of Marketing Research, 27 (August), 323-334.
17. Latham, Gary P., Daniel Skarlicki, Diane Irvine and Jacob P. Siegel (1993), “Chapter 3,” from John Wiley and Sons, Ltd., Vol. 8, edited by C.L. Cooper and J. T. Robertson, pp. 87-133.
18. Morris, Michael H., Duane L. Davis, Jeffrey W. Allen, Ramon A. Avila and Joseph Chapman (1991), “Assessing the Relationships Among Performance Measures, Managerial Practices, and Satisfaction When Evaluating the Salesforce: A Replication and Extension,” Journal of Personal Selling and Sales Management, 11 (Summer), 25-35.
19. Mowen, John C., Janet E. Keith, Stephen W. Brown and Donald W. Jackson, Jr. (1985), “Utilizing Effort and Task Difficulty Information in Evaluating Salespeople,” Journal of Marketing Research, 22 (May), 185-191.
20. Teas, R. Kenneth (1981), “A Test of a Model of Department Store Salespeople’s Job Satisfaction,” Journal of Retailing, 57 (Spring), 3-25.
21. Thomas, Steven L. and Robert D. Bretz, Jr. (1994), “Research and Practice in Performance Appraisal: Evaluating Performance in America’s Largest Companies,” SAM Advanced Management Journal, (Spring), 28-37.
22. Wanguri, Deloris Mc Gee (1995), “A Review, an Integration, and a Critique of Cross-Disciplinary Research on Performance Appraisals, Evaluations, and Feedback: 1980-1990,” The Journal of Business Communication, 32 (July), 267-293.
23. Wood, Van R., Lawrence B. Chonko and Shelby Hunt (1986), “Social Responsibility and Personal Success: Are They Incompatible?” Journal of Business Research, 14 (June), 193-212.