Philip A. Neck

Background. This research provides empirical evidence relating to sales employee percep- tions and performance appraisal (PA) procedures in the pharmaceutical industry. Previous studies suggest that organisational processes underpin perceptions among employees, and are trigger factors for employee satisfaction and retention as well as higher employee attrition that can influence customer satisfaction and organisational performance.
Research aims. The study identifies critical factors related to performance appraisal. Methodology. In order to achieve the aim the multiple qualitative in-depth case studies have been employed.
Rey findings. In particular, seven factors were found to account for the majority of negative perceptions among sales employees about the PA process and the organisation. Furthermore, the study suggests the need for clear organisational performance definitions and strategic objectives, and to take into account such factors as, the objectives of a PA exercise, proper feedback mechanisms related to the process and their alignment to a clear reward system to enable organisations in the industry to obtain procedural and organisational benefits. Support for conducting field work in Pakistan is provided.
 

Background. Organisations now have to rely on knowledge-worker productivity rather than advances in production equipment to sustain their businesses. There is a quite remarkable contrast in the operating procedures between the “East” and “West” approaches.
Research aims. This paper explores how an amalgamated wisdom of East and West management approach can instigate a wisdom-based renaissance of humanistic epistemology to provide a platform of harmony in managing knowledge-worker productivity, one of the biggest management challenges of the 21st century.
Method. The paper invites further discussions from the social and business research communities on the significance of “interpretation realism” technique in comprehending Lao Tzu, Confucius and Sun Tzu’s philosophies written in “Classical Chinese.”
Key findings. This paper concludes with a call to explore how amalgamating Eastern cultural wisdom (favouring a humanity approach) and Western practices (favouring a performance approach) help to instigate business harmony and its impact on the management of knowledge-practitioners and their productivity.