Utilizing Effort and Task Difficulty Information in Evaluating Salespeople

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Bibliographic Details
Authors and Corporations: Mowen, John C., Keith, Janet E., Brown, Stephen W., Jackson, Donald W.
In: Journal of Marketing Research, 22, 1985, 2, p. 185-191
published:
SAGE Publications
Media Type: Article, E-Article

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further information
Physical Description: 185-191
ISSN: 0022-2437
1547-7193
DOI: 10.1177/002224378502200207
published in: Journal of Marketing Research
Language: English
Subjects:
Marketing
Economics and Econometrics
Business and International Management
Collection: SAGE Publications (CrossRef)
Table of Contents

<jats:p> Performance evaluation of salespeople is examined from an attribution perspective in a field study involving sales managers. Findings support the presence of an attribution bias. Effort significantly influenced sales managers’ evaluations, but task difficulty had no measurable effect on performance appraisal. </jats:p>