TY - JOUR
T1 - The Paris-Peoria solution
T2 - Innovations in appraising regional and international sales personnel
AU - Edwards, Mark R.
AU - Theodore Cummings, W.
AU - Schlacter, John L.
PY - 1984/11
Y1 - 1984/11
N2 - The PAS, to be effective in evaluating geographically dispersed salesforces, must be job related, reliable, valid, standardized, practical, comparable, fairly discriminable and useful. These criteria are interrelated and generally noncompensatory in nature. For example, if a performance measurement system does not provide comparable measures, no level of reliability will offset the lack of comparability in determining the overall effectiveness of the PAS. Therefore, an effective PAS must meet a minimum threshold on all criteria, not just some of them. If the criteria are adequately satisfied, the PAS legal defensibility becomes considerably easier. Even more importantly, a PAS that meets these requirements provides improved information for making crucial organization decisions. Since performance measures are needed for the equitable distribution of organizational rewards, the improved appraisal measures will improve management decisions for selection, motivation, training, and retention.
AB - The PAS, to be effective in evaluating geographically dispersed salesforces, must be job related, reliable, valid, standardized, practical, comparable, fairly discriminable and useful. These criteria are interrelated and generally noncompensatory in nature. For example, if a performance measurement system does not provide comparable measures, no level of reliability will offset the lack of comparability in determining the overall effectiveness of the PAS. Therefore, an effective PAS must meet a minimum threshold on all criteria, not just some of them. If the criteria are adequately satisfied, the PAS legal defensibility becomes considerably easier. Even more importantly, a PAS that meets these requirements provides improved information for making crucial organization decisions. Since performance measures are needed for the equitable distribution of organizational rewards, the improved appraisal measures will improve management decisions for selection, motivation, training, and retention.
UR - http://www.scopus.com/inward/record.url?scp=0010056165&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=0010056165&partnerID=8YFLogxK
U2 - 10.1080/08853134.1984.10754378
DO - 10.1080/08853134.1984.10754378
M3 - Article
AN - SCOPUS:0010056165
SN - 0885-3134
VL - 4
SP - 26
EP - 38
JO - Journal of Personal Selling and Sales Management
JF - Journal of Personal Selling and Sales Management
IS - 2
ER -