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Performance Management: Putting Research into Action by James W. Smither

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What Is Performance Management?

Consider the following situation (Aguinis, 2009, p. 2):
Sally is a sales manager at a large pharmaceutical company. The fiscal year will end in one week. She is overwhelmed with end-of-the-year tasks, including reviewing the budget she is likely to be allocated for the following year, responding to customers’ phone calls, and supervising a group of ten salespeople. It’s a very hectic time, probably the most hectic time of the year. She receives a phone call from the human resources (HR) department: “Sally, we have not received your performance reviews for your ten employees; they are due by the end of the fiscal year.” Sally thinks, “Oh, those performance reviews. . . . What a waste of my time!” From Sally’s ...

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