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.Thisresearchprovidesempiricalevidencerelatingtosalesemployeepercep-tions and performance appraisal (PA) procedures in the pharmaceutical  industry. Previousstudiessuggestthatorganisationalprocessesunderpinperceptionsamongemployees,andaretrigger factors for employee satisfaction and retention as well as higher employee attritionthatcaninfluencecustomersatisfactionandorganisationalperformance. 

Researchaims.Thestudyidentifiescriticalfactorsrelatedtoperformanceappraisal.Methodology. In order to achieve the aim the multiple qualitative in-depth case studieshavebeenemployed. 

Reyfindings.Inparticular,sevenfactorswerefoundtoaccountforthemajorityofnegativeperceptionsamongsalesemployeesaboutthePAprocessandtheorganisation.Furthermore,the study suggests the need for clear organisational performance definitions and strategicobjectives, and to take into account such factors as, the objectives of a PA exercise, properfeedbackmechanismsrelatedtotheprocessandtheiralignment toaclearrewardsystemtoenableorganisationsintheindustrytoobtainproceduralandorganisationalbenefits.SupportforconductingfieldworkinPakistanisprovided.