Sales Performance: Timing of Measurement and Type of Measurement Make a Difference
This paper investigates how the time of measurement and the "type" of variable used to measure sales performance can impact the results of sales performance studies. Information is presented which indicates that performance measures taken at different times are not highly related. Further,...
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| Veröffentlicht in: | The Journal of personal selling & sales management 2000-01, Vol.20 (1), p.23-36 |
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| container_title | The Journal of personal selling & sales management |
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| creator | Chonko, Lawrence B. Loe, Terry N. Roberts, James A. Tanner, John F. |
| description | This paper investigates how the time of measurement and the "type" of variable used to measure sales performance can impact the results of sales performance studies. Information is presented which indicates that performance measures taken at different times are not highly related. Further, the relationships between different performance measures are also not strong. Finally, the type of performance measure used and when the measure of performance was taken had an impact on the relationship of sales performance to a set of predictor variables. The results provide empirical support for previously published concerns that researchers exercise caution in their use of performance measures that are readily available from a host firm or easily created by the researcher. |
| doi_str_mv | 10.1080/08853134.2000.10754218 |
| format | Article |
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| fulltext | fulltext |
| identifier | ISSN: 0885-3134 |
| ispartof | The Journal of personal selling & sales management, 2000-01, Vol.20 (1), p.23-36 |
| issn | 0885-3134 1557-7813 |
| language | eng |
| recordid | cdi_jstor_primary_20832573 |
| source | Business Source Complete; Jstor Complete Legacy; Taylor & Francis Journals Complete |
| subjects | Ambiguity Chronic illnesses Job performance evaluation Marketing Occupational stress Performance appraisal Performance metrics Personal selling Researchers Role conflict Sales management Sales personnel Sales volume Salespeople Self reports Variables |
| title | Sales Performance: Timing of Measurement and Type of Measurement Make a Difference |
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