Importance of alternative rewards: Impact of managerial level

Alan J. Dubinsky, Rolph E. Anderson, Rajiv Mehta

Research output: Contribution to journalArticlepeer-review

5 Scopus citations

Abstract

What rewards are important to sales managers? Does the importance of different types of rewards vary across sales management hierarchical levels? Research bearing on these issues has been minimal to date, so these questions have not been answered in the literature. The answers, however, have become increasingly more urgent with dramatic changes in the composition of the workforce. Therefore, this article reports the results of a study that examined whether organizational level has an impact on the perceived importance sales managers place on rewards. Findings indicate that six rewards are especially important to sales managers, irrespective of their hierarchical level, but only a few significant differences were found between reward importance and managerial level. Implications for sales management and future research are provided.

Original languageEnglish (US)
Pages (from-to)427-440
Number of pages14
JournalIndustrial Marketing Management
Volume29
Issue number5
DOIs
StatePublished - Jan 1 2000

All Science Journal Classification (ASJC) codes

  • Marketing

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