Abstract
AbstractHow can salesmen in different locations be fairly evaluated? Traditional appraisal methods are deficient because they assume equal performance distributions among different regions or countries. Further, individual supervisory bias may make even within-region performance measures unfair, not comparable, and indefensible. A new Team Evaluation Census (TEC) appraisal is described in terms of four innovations—natural, direct comparisons to anchor appraisal judgments and minimize leniency; benchmarks to improve comparability and reduce performer competition; multiple and linking raters to improve appraisal reliability and validity and to improve across- group comparability; and safeguards to ensure individual fairness and allow rater validation.
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