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Published in:
2015 | OriginalPaper | Chapter
Self-Ratings and Managerial Evaluations of Salespeople’S Performance: A Comparison
Authors : Yao Apasu Florida, Seth Buatsi
Published in: Proceedings of the 1986 Academy of Marketing Science (AMS) Annual Conference
Publisher: Springer International Publishing
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Studies involving the evaluation of performance of salespeople tend to rely on salespeople’s self-reports as the measure of performance.The studies assume that self-ratings are highly correlated with managerial ratings of performance.This paper discusses several issues that researchers should consider in drawing managerial inferences from self-reports.The paper suggests that although self-ratings and managerial ratings may not be interchangeable, the former may be useful in identifying inaccuracies in salespeople’s perception of the appraisal system.