Performance in salespeople - the impact of age
Article Abstract:
Future effective management techniques need to focus on an increasingly older workforce due to demographic factors. Previous studies show that age does not relate to performance yet many managers possess stereotyped images of older workers, as being slow and unmotivated. The study used a sample of 84 salesmen with an average age of 37 years. Its conclusions supported previous research that older people do not perform differently than younger people. Older salesmen were found to possess more challenging sales objectives and contributed to the company at a higher level, increasing productivity.
Publication Name: Journal of Managerial Issues
Subject: Human resources and labor relations
ISSN: 1045-3695
Year: 1993
User Contributions:
Comment about this article or add new information about this topic:
Redrafting the psychological contract
Article Abstract:
Three UK studies on the psychological aspects of the employer-employee relationship conclude downsizing has increased the level of morale and performance management problems. The psychological contract, traditionally supported by notions of job security and reciprocity, has been renegotiated with employees in order to convey increased performance expectations. The studies indicate many employees are demoralized, distrust employers, and view management's revised stance as a mixed and unfair message.
Publication Name: IRS Employment Trends
Subject: Human resources and labor relations
ISSN: 1358-2216
Year: 1997
User Contributions:
Comment about this article or add new information about this topic:
Organizational citizenship behavior: the impact of rewards and reward practices
Article Abstract:
Rewards and rewards practices positively affect the organizational citizenship behavior (OCB) of employees. Rewards in the form of salary increases promote a productive behavior and responsible participation called among employees. Reward practices, such as a contingent reward behavior of a supervisor, result in a dimension called altruism where an employee develops a helping attitude toward another person.
Publication Name: Journal of Managerial Issues
Subject: Human resources and labor relations
ISSN: 1045-3695
Year: 1997
User Contributions:
Comment about this article or add new information about this topic:
- Abstracts: Addressing the abuse of psychological tests. HRM, rhetoric and the psychological contract: a case of 'easier said than done.'
- Abstracts: New evidence on the long-term effects of employment training programs. The Absence of the African-American Owned Business: An Analysis of the Dynamics of Self-Employment
- Abstracts: The estimated cost of project labor agreements on federal construction. Is there consensus among American labor economists? Survey results on forty propositions
- Abstracts: Push and pull factors in medical employees' turnover decisions: the effect of a careerist approach and organizational benefits on the decision to leave the job
- Abstracts: Employers prepare for fairness. Back to the future: a new role for employers' associations