An Analysis of Sales People's Perceptions of Performance Appraisal Criteria at a Telecommunications Corporation.

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The purpose of this study was to identify and analyze sales people's perceptions of performance appraisal criteria in a telecommunications corporation. The study was prompted by the perceived disillusionment of the sales people with the current performance appraisal criteria. The perceptions of 67 sales people were assessed using a questionnaire developed by the researcher. One-way analysis of variance procedures (ANOVA) were used to determine if there were statistically significant differences in premise and telemarketing sales people's perceptions of performance appraisal criteria. Findings indicated that there were no statistically significant difference in premise and telemarketing sales people's perceptions of the 38 ... continued below

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Harris, Ellen L. December 2001.

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  • Harris, Ellen L.

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Description

The purpose of this study was to identify and analyze sales people's perceptions of performance appraisal criteria in a telecommunications corporation. The study was prompted by the perceived disillusionment of the sales people with the current performance appraisal criteria. The perceptions of 67 sales people were assessed using a questionnaire developed by the researcher. One-way analysis of variance procedures (ANOVA) were used to determine if there were statistically significant differences in premise and telemarketing sales people's perceptions of performance appraisal criteria. Findings indicated that there were no statistically significant difference in premise and telemarketing sales people's perceptions of the 38 performance appraisal criteria statements. Findings did not indicate a statistically significant difference in premise and telemarketing sales people's perceptions of the performance criteria statements, the attitude or satisfaction statements, and the peripheral issue statements. Based on this study, the sales people appear to have clear perceptions of the performance appraisal criteria.

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  • December 2001

Added to The UNT Digital Library

  • Sept. 25, 2007, 10:57 p.m.

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  • June 24, 2015, 2:10 p.m.

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Citations, Rights, Re-Use

Harris, Ellen L. An Analysis of Sales People's Perceptions of Performance Appraisal Criteria at a Telecommunications Corporation., dissertation, December 2001; Denton, Texas. (digital.library.unt.edu/ark:/67531/metadc3051/: accessed April 30, 2017), University of North Texas Libraries, Digital Library, digital.library.unt.edu; .