An Exploratory Investigation of Reward and Corrective Responses to Salesperson Performance: An Attributional Approach

McKay, Sandra; Hair Jr., Joseph F.; Johnston, Mark W.; Sherrell, Daniel L.
March 1991
Journal of Personal Selling & Sales Management;Spring91, Vol. 11 Issue 2, p39
Academic Journal
The importance of salesperson evaluation in the sales organization is widely recognized. Unfortunately, little research has investigated the perceptual process of sales managers in their evaluation of salespeople. As a result, this study examines the relationship between managers perceptions of salespeople's effort and ability to perform and the types of corrective actions or rewards offered to salespeople. Results of the study indicate that sales managers do base their decisions regarding the types of corrective actions or rewards based on their evaluation of whether the performance was based on the salesperson's ability or effort on the job. Implications of the results to the sales management evaluation process are presented.


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