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 language | English (US) |
|---|---|
| Pages (from-to) | 135-139 |
| Number of pages | 5 |
| Journal | Journal of Personal Selling and Sales Management |
| Volume | 24 |
| Issue number | 2 |
| DOIs | |
| State | Published - Jan 1 2004 |
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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 journal › Article
}
TY - JOUR
T1 - Comment
T2 - Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations
AU - Sharma, Arun
AU - Rich, Gregory A.
AU - Levy, Michael
PY - 2004/1/1
Y1 - 2004/1/1
N2 - 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.
AB - 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.
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UR - http://www.scopus.com/inward/citedby.url?scp=14944361748&partnerID=8YFLogxK
U2 - 10.1080/08853134.2004.10749025
DO - 10.1080/08853134.2004.10749025
M3 - Article
AN - SCOPUS:14944361748
VL - 24
SP - 135
EP - 139
JO - Journal of Personal Selling and Sales Management
JF - Journal of Personal Selling and Sales Management
SN - 0885-3134
IS - 2
ER -