Evaluation of Globally Operating Salesforce Staff by Multiple Attribute Decision Making Methods

Gabriela Polakova

doi:10.1051/shsconf/20207406025

All issues

Volume 74 (2020)

SHS Web Conf., 74 (2020) 06025

References

Open Access

Issue		SHS Web Conf. Volume 74, 2020 The 19^th International Scientific Conference Globalization and its Socio-Economic Consequences 2019 – Sustainability in the Global-Knowledge Economy


Article Number		06025
Number of page(s)		8
Section		Economic Sustainability in Emerging Markets
DOI		https://doi.org/10.1051/shsconf/20207406025
Published online		10 January 2020

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[1] M. Armstrong, Handbook of Employee Reward Management and Practice. (Kogan Page Publishers, UK, 2007) [Google Scholar]

[2] L. Lidinska, J. Jablonsky, AHP model for performance evaluation of employees in a Czech management consulting company. Central European Journal of Operations Research, 26, 239-258 (2018) [CrossRef] [Google Scholar]

[3] E. Ghauri, Performance evaluation of sales employees: a comparative investigation in the pharmaceutical industry. International Journal of Business Performance Management, 19, 253-279 (2018) [CrossRef] [Google Scholar]

[4] L.F. Pitt, M.T. Ewing, P.R. Berthon, Proactive behavior and industrial salesforce performance. Industrial Marketing Management, 31, 639-644 (2002) [CrossRef] [Google Scholar]

[5] A.K. Basu, R. Lal, V. Srinivasan, R. Staelin, Salesforce Compensation Plans: An Agency Theoretic Perspective. Marketing Science, 4, 267 (1985) [CrossRef] [Google Scholar]

[6] G.K. Amoako, B.K. Okpattah, Unleashing salesforce performance: The impacts of personal branding and technology in an emerging market. Technology in Society, 54, 20-26 (2018) [CrossRef] [Google Scholar]

[7] K. Kashi, P. Horvathova, MADM methods in practice: Linking competencies to employees´ appraisal and total reward. Proceedings of the 15th European Conference on Knowledge Management, 15, 1229-1239 (2014) [Google Scholar]

[8] K. Kashi. Applying group decision making methods in human resources. Innovation Vision 2020: From Regional Development Sustainability to Global Economic Growth. 25 1980-1989 (2015) [Google Scholar]

[9] R. de Andres, J.L. Garcia-Lapresta, J. Gonzalez-Pachon, Performance appraisal based on distance function methods. European Journal of Operational Research, 207, 1559-1607 (2010) [CrossRef] [Google Scholar]

[10] V.Y. Haines, S. St-Onge, Performance management effectiveness: practices or context? International Journal of Human Resource Management, 23, 1173-1180 (2012) [CrossRef] [Google Scholar]

[11] M. Buckingham, A Goodall, Reinventing performance management. Harvard Business. Review, 93, 40-46 (2015) [Google Scholar]

[12] J. Jablonsky. Operacni vyzkum. (Professional Publishing, Czech Republic, 2007) [Google Scholar]

[13] P. Fiala, J. Jablonsky, M. Manas. Vicekriterialni rozhodovani. (VSE, Czech Republic, 1994) [Google Scholar]

[14] G. Polakova, Multi-criteria decision making methods in salesforce recruitment. Ekonomicky a financni vyzkum – prezentace vysledku doktorandu. 6, (to be published) [Google Scholar]

[15] M. Adamova, N. Soukupova, E. Dostalova, R. Krninska, Modern trends in human resource management. Globalization and Its Socio-Economic Consequences. Rajecke Teplice, Slovakia, 18, 4 (2018) [Google Scholar]