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Journal of Personal Selling & Sales Management Volume 7, 1987 - Issue 1
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Original Articles

Managing Sales Performance Through a Comprehensive Performance Appraisal System

Jan P. Muczyk Jan Muczyk received his B.S., MBA, and DBA degrees from the University of Maryland, where he also taught as an instructor. Jan is a former chairman of the Dept. of Management and Labor Relations, Cleveland State Univ., and currently is a Special Assistant to the Provost for Academic Planning and Professor of Management, Cleveland State University. Jan has authored a textbook and numerous journal articles, and presented papers before a number of learned societies. Jan possesses six years of industrial and military experience, and has consulted for a variety of private and public organizations.
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Myron Gable Myron Gable received his B.S., M.S., and Ph.D. degrees from New York University. He left the business world in 1970, after twenty-four years of experience in selling and sales management with RCA, to begin a career in college teaching. His articles have appeared in the Journal of Retailing, Journal of the Academy of Marketing Science and Journal of Advertising. In addition, Dr. Gable has made presentations at national meetings of organizations such as the American Marketing Association, Association for Consumer Research and National Retail Merchants Association. He served as President of the American Collegiate Retailing Association from 1984 to 1986.
Pages 41-52 | Published online: 24 Oct 2013

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DavidA. Reid & RichardE. Plank. (2000) Business Marketing Comes of Age: A Comprehensive Review of the Literature. Journal of Business-to-Business Marketing 7:2-3, pages 9-186.
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Vlasis Stathakopoulos. (1997) Effects of performance appraisal systems on marketing managers. Journal of Marketing Management 13:8, pages 835-852.
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Thomas Blackshear & Richard Plank. (1994) The Impact of Adaptive Seiling on Sales Effectiveness Within the Pharmaceutical Industry. Journal of Marketing Theory and Practice 2:3, pages 106-125.
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Richard E. Plank & David A. Reid. (1994) The Mediating Role of Sales Behaviors: An Alternative Perspective of Sales Performance and Effectiveness. Journal of Personal Selling & Sales Management 14:3, pages 43-56.
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Michael H. Morris, Raymond W. LaForge & Jeffrey A. Allen. (1994) Salesperson Failure: Definition, Determinants, and Outcomes. Journal of Personal Selling & Sales Management 14:1, pages 1-15.
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Greg W. Marshall & John C. Mowen. (1993) An Experimental Investigation of the Outcome Bias In Salesperson Performance Evaluations. Journal of Personal Selling & Sales Management 13:3, pages 31-47.
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