Comment: Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations

Arun Sharma, Gregory A. Rich, Michael Levy

Research output: Contribution to journalArticle

32 Citations (Scopus)

Abstract

In a recent Journal of Personal Selling & Sales Management paper, Jaramillo, Carrillat, and Locander (JCL) further extended our understanding of the errors of salesperson self-report evaluations when compared to managerial evaluations. Our paper provides contrary evidence on three major conclusions drawn in this study. First, we question the assertion by JCL that the correlation between self-report and objective measures of performance is consistently low. Second, we question JCL’s claim that the correlation between managerial evaluations and objective measures of performance is consistently high. Third, we question the key finding of JCL that self-report measures of salesperson performance are less accurate than managerial evaluations. We provide an alternative perspective to these issues by highlighting past research on performance measurement. Moreover, we reanalyze data from a previously published study to examine the issues raised by JCL. Our expectation is that this comment will serve as an impetus for further research in this area.

Original languageEnglish (US)
Pages (from-to)135-139
Number of pages5
JournalJournal of Personal Selling and Sales Management
Volume24
Issue number2
DOIs
StatePublished - Jan 1 2004

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Sales
evaluation
performance
performance measurement
selling
sales
Evaluation
Self-report
Salesperson
management
evidence

ASJC Scopus subject areas

  • Human Factors and Ergonomics
  • Management of Technology and Innovation

Cite this

Comment : Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations. / Sharma, Arun; Rich, Gregory A.; Levy, Michael.

In: Journal of Personal Selling and Sales Management, Vol. 24, No. 2, 01.01.2004, p. 135-139.

Research output: Contribution to journalArticle

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