Journal article
The perceived importance of sales managers' rewards: a career stage perspective
The Journal of business & industrial marketing, v 15(7), pp 507-524
01 Dec 2000
Abstract
The primary intent of this research was to determine whether the perceived importance of various rewards is influenced by the career stage of sales managers. This study found that sales managers in different career stages have distinct intrinsic and extrinsic reward preferences that may ultimately affect motivation and productivity. Although several statistically significant differences in intrinsic and extrinsic reward preferences were discerned, some reward perceptions were found to be uniform regardless of sales manager career stage. Sales management implications, limitations, and directions for future research are offered.
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26 Record Views
28 citations in Scopus
Details
- Title
- The perceived importance of sales managers' rewards: a career stage perspective
- Creators
- Rajiv Mehta - Associate Professor of Marketing, College of Business Administration, New Jersey Institute of Technology, Newark, New Jersey, USARolph E Anderson - Gibson Professor of Marketing, Department of Marketing, College of Business & Administration, Drexel University, Philadelphia, Pennsylvania, USAAlan J Dubinsky - Visiting Research Professor of Selling and Sales Management, Purdue University, West Lafayette, Indiana, USA
- Publication Details
- The Journal of business & industrial marketing, v 15(7), pp 507-524
- Publisher
- MCB UP Ltd
- Resource Type
- Journal article
- Language
- English
- Academic Unit
- Marketing
- Scopus ID
- 2-s2.0-0344392321
- Other Identifier
- 991014877651704721