TITLE

A META-ANALYTIC COMPARISON OF MANAGERIAL RATINGS AND SELF-EVALUATIONS

AUTHOR(S)
Jaramillo, Fernando; Carrillat, Fran´┐Żois A.; Locander, William B.
PUB. DATE
September 2005
SOURCE
Journal of Personal Selling & Sales Management;Fall2005, Vol. 25 Issue 4, p315
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The purpose of this study was to examine the equivalence of self-reports and managerial ratings of salesperson job performance. A meta-analysis showed that the two measures exhibited low convergent validity (mean corrected correlation = 0.19), which indicated that they are not interchangeable. The predictive validity of self-reports and managerial ratings was compared. Managerial ratings had a corrected mean correlation of 0.44 with objective performance, whereas the corrected mean correlation between self-reports and objective measures was 0.34. Further meta-analytic investigations showed that the divergence between self-reports and managerial ratings was attributable to the performance effect. A discussion of the findings and avenues for further research are also provided.
ACCESSION #
19375594

 

Related Articles

  • Apples and Apples or Apples and Oranges? A Meta-Analysis of Objective and Subjective Measures of Salesperson Performance. Rich, Gregory A.; Bommer, William H.; MacKenzie, Scott B.; Podsakoff, Philip M.; Johnson, Jonathan L. // Journal of Personal Selling & Sales Management;Fall99, Vol. 19 Issue 4, p41 

    The goal of this study was to examine the relationship between objective and subjective measures of salesperson performance. The results of a meta-analysis of 21 studies with a total sample size of 4,092 participants indicated an overall mean corrected correlation of .447, indicating that the...

  • Relationship between Job Satisfaction & Job Performance: a Meta-analysis. Davar, S. C.; Bala, Ranju // Indian Journal of Industrial Relations;Oct2012, Vol. 48 Issue 2, p290 

    Studies suggest that there is a significant relationship between job satisfaction and job performance. A meta-analysis of 48 correlations produces a mean correlation of the order fp= 0.30 approx.). However, the moderator variables viz., foreign studies vs. Indian studies, occupation-type vs....

  • RELATIONSHIPS BETWEEN GENERAL AND SPECIFIC ATTITUDES TOWARD WORK AND OBJECTIVE JOB PERFORMANCE FOR OUTDOOR ADVERTISING SALESMEN. Kirchner, Wayne K. // Journal of Applied Psychology;Dec65, Vol. 49 Issue 6, p455 

    Product-moment correlations were computed between and among 10 scales measuring general and specific work attitudes and 2 objective, numerical measures of sales performance for 72 outdoor advertising salesmen who completed a 100-item attitude questionnaire. General work attitudes were positively...

  • Interpersonal Deviance, Organizational Deviance, and Their Common Correlates: A Review and Meta-Analysis. Berry, Christopher M.; Ones, Deniz S.; Sackett, Paul R. // Journal of Applied Psychology;Mar2007, Vol. 92 Issue 2, p410 

    Interpersonal deviance (ID) and organizational device (OD) are highly correlated (R. S. Dalal, 2005). This, together with other empirical and theoretical evidence, calls into question the separability of ID and OD. As a further investigation into their separability, relationships among ID, OD,...

  • DYSFUNCTIONAL BEHAVIOR AMONG SALES REPRESENTATIVES: THE EFFECT OF SUPERVISORY TRUST, PARTICIPATION, AND INFORMATION CONTROLS. Choi, Nak Hwan; Dixon, Andrea L.; Jung, Jae Min // Journal of Personal Selling & Sales Management;Summer2004, Vol. 24 Issue 3, p181 

    This study investigates the efficacy of supervisory trust, participation, and information controls in curbing dysfunctional salesperson behavior so that salesperson actions are in line with organizational goals. Using a sample of 210 salespeople, we develop and test a model incorporating...

  • EXAMINING THE IMPACT OF SERVANT LEADERSHIP ON SALES FORCE PERFORMANCE. Jaramillo, Fernando; Grisaffe, Douglas B.; Chonko, Lawrence B.; Roberts, James A. // Journal of Personal Selling & Sales Management;Summer2009, Vol. 29 Issue 3, p257 

    Much has been written about the importance of focusing on customers to drive organizational success. In this paper, aspects of manager--salesperson relationships are examined as drivers of deeper customer focus in salesperson--customer interactions. In particular, managers' servant leadership, a...

  • Review and assessment of past empathy scales to measure salesperson's empathy. Delpechitre, Duleep // Journal of Management & Marketing Research;May2013, Vol. 13, p1 

    The impact of the salesperson's empathetic ability has been researched over the years by many different researchers. Although many researchers have found that empathy has a positive effect on salesperson's performance and success, some researchers have found that empathy has no effect on sales...

  • Towards an Instrumentality Theory of Salesforce Motivation: A Pragmatic Model. Uduji, Joseph I. // European Journal of Business & Management;2013, Vol. 5 Issue 20, p213 

    Finding an effective combination of motivations may be easier if a sales manager understands some of the behavioural factors that affect salesforce motivation. This study was undertaken to determine the behavioural factors that relate to the salesperson's needs and to the conditional links...

  • Magic of Listening. McClure, Patrick // Sales & Service Excellence Essentials;Nov2007, Vol. 7 Issue 11, p7 

    The article suggests that by listening and not selling, sales persons can actually accelerate their sales performance. A void is created by not selling right away, and this void makes customers bring up the subject and want to talk about it. By asking the right questions and listening, sales...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics