Tentative conclusions based on analysis of two similar companies suggest that a low growth company has a greater propensity to have plateaued performers. Categorization of staff into four categories needs to be refined and further study done to ascertain reasons for mobility and performance parameters.
salespersons, business strategy, performance, workforce demography
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Slocum, Jr., John W.; Cron, William L.; Hansen, Richard W.; and Rawlings, Sallie, "Business Strategy and the Management of the Plateaued Performer" (1984). Working Papers. 61.