Critical Incident Technique (CIT) involves the collection of real-world examples of behavior that characterize either very effective or very ineffective performance of some activity. The principal advantage of the CIT is that it generates data based on actual behavior rather than on a particular researcher's subjectivity. The CIT has much to offer…

To describe those behaviors leading to productive appraisal interviews of sales representatives, questionnaires were administered to 27 branch sales managers who supervised 160 sales representatives. Eleven managers received a preliminary questionnaire asking them to cite behaviors of the sales representatives that caused productive or…