Organizational size and salesforce evaluation practices

Article Abstract:

This study examines the relationship between organizational size and salesforce evaluation practices of two hundred and sixteen industrial goods organizations. Eight propositions derived from the organizational behavior and economics literature were tested. The results demonstrate that some managerial activities change in a manner which is consistent with organizational theory. Large organizations use a wider range of quantitative criteria, use more formalized methods of evaluation, and make greater use of pre-determined performance standards than small organizations. The results suggest that attempts to determine theories of sales management practice should include organizational size as a candidate explanatory variable. (Reprinted by permission of the publisher.)

Organizational behavior

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The role of accent on the credibility and effectiveness of the salesperson

Article Abstract:

The study focuses on assessing the impact of a salesperson's accent on people's perception of his effectiveness, including credibility, competence, friendliness, and intentions to buy. One hundred and forty-six students listened to tape recordings of three presenters speaking with Greek-accented English and three presenters speaking with standard American accent. The message was a hypothetical sales pitch for a VCR. The results indicate that, for an American audience, a sales pitch in standard American accent evoked more favorable judgments on all measured dimensions than Greek-accented English. (Reprinted by permission of the publisher.)

Social aspects, Analysis, Language and languages, Sales presentations, Linguistic research

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Apples and apples or apples and oranges? A meta-analysis of objective and subjective measures of salesperson performance

Article Abstract:

Research presented addresses data from 21 studies of subjective and objective rating of salesperson performance, focusing on theories that assert the interchangeability between the two measures. Results indicate that the two methods of sales research are not interchangeable and that choosing between subjective and objective measures may influence the performance outcome.

United States, Statistical Data Included, Methods, Employee performance appraisals, Performance appraisals

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