Salesperson evaluation using relative performance efficiency: the application of data envelopment analysis

Article Abstract:

A recurring, but unresolved, issue in salesforce research is the choice of salesperson performance evaluation methodology. Salesforce compensation is typically based on some form of evaluation, and hence the assessment method used is critical. The authors outline several evaluation methods currently in use and their pros and cons. Some methods are purely output or purely input based, and often employ only one indicator of performance. Still other methods use absolute ratios of outputs to inputs, or compare performance with the "average" performance rather than the "best." The authors propose a data envelopment analysis (DEA) based approach that provides a measure of relative (to best) performance efficiency. An empirical example illustrates the proposed method of salesperson evaluation. The advantages of the proposed approach are discussed along with a description of situations in which its use may be more appropriate. (Reprinted by permission of the publisher.)

Employee performance appraisals, Performance appraisals

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Role stress, work-family conflict and emotional exhaustion: inter-relationships and effects on some work-related consequences

Article Abstract:

Recent research demonstrates that attitudes toward the workplace are influenced by both work and non-work domains. This study examines the inter-relationships of role conflict, role ambiguity, work-family conflict, emotional exhaustion, job satisfaction and propensity to leave in a sales environment. Results indicate that: role conflict is significantly related to emotional exhaustion; work-family conflict is significantly related to both emotional exhaustion and job satisfaction; and, that emotional exhaustion and job satisfaction are related to salesperson propensity to leave. These results support other research indicating the conflict between the work and home domains is highly related to important workplace attitudes and perceptions and suggests that work-family conflict should be included in models examining employee response to the effects of stress. (Reprinted by permission of the publisher.)

Psychological aspects, Job stress, Fatigue, Selling, Job satisfaction, Role conflict, Work and family

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