Additional Case 7.1 Shannon Is the CEO of a Firm That Provides High-Tech

question 87

Multiple Choice

Additional Case 7.1
Shannon is the CEO of a firm that provides high-tech service support to other small businesses. He plans to revise the performance appraisal system to align it more closely with company goals. The tailored program should be fair and ethical and should produce consistent results.
Shannon wants service employees to work together to maximize service quality. Since the sales force has not been particularly aggressive, sales are lagging. Shannon believes that profits and customer satisfaction will increase if sales people start providing after-sale service to customers.
In the past, Shannon's sales managers have been receiving the same raises, regardless of their effectiveness. Now, Shannon wants to identify and reward the best-performing managers. By comparing managers across functions, Shannon believes he will be able to identify workers who are ready for more challenging responsibilities.
-Refer to Additional Case 7.1.The best appraisal system to enhance cooperation among service personnel would most likely be a:

• A) trait-based appraisal system.
• B) behavioral appraisal system.
• C) relative judgment process.
• D) self-review tool.

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Definitions:

Premiums

Goods offered for free or at a low cost as an incentive to purchase a product or service.

Unaided Recall

A measure of memory in which participants reproduce information without explicit retrieval cues being presented.

Portfolio Testing

The process of evaluating the effectiveness or potential of a collection of investments, products, projects, or services.

Inquiry Testing

The process of examining questions or conducting tests to gather information and insights.