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All Journal JURNAL ILMIAH EKONOMI, MANAJEMEN, BISNIS DAN AKUNTANSI
Aisyah Fajriah Mecca
Universitas Negeri Jakarta
Decision Sciences, Operations Research & Management Economics, Econometrics & Finance

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Penilaian Kinerja Berbasis Target pada Karyawan Sales: Antara Implementasi dan Realitas Lapangan Aisyah Fajriah Mecca; Christian Wiradendi Wolor
JURNAL ILMIAH EKONOMI, MANAJEMEN, BISNIS DAN AKUNTANSI Vol. 3 No. 4 (2026): JULI
Publisher : CV. KAMPUSA AKADEMIK PUBLISING

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.61722/jemba.v3i4.2575

Abstract

This study aims to analyze the implementation of target-based performance appraisal for sales department employees at PT B, a pharmaceutical company in Indonesia. A qualitative method with a case study approach was employed, with data collected through observation, semi-structured interviews, and documentation involving three participants selected using purposive sampling. The findings reveal that PT B’s KPI-based performance appraisal system operates in a structured manner through three evaluation stages: weekly monitoring, end-of-month assessment, and annual KPI evaluation. Employees’ understanding of work targets is generally adequate; however, gaps exist in their comprehension of performance indicators. Key challenges include end-of-month target pressure, technical operational issues, fluctuating market conditions, and uneven dissemination of evaluation indicators to all sales employees.
Co-Authors Christian Wiradendi Wolor