TY - JOUR
T1 - Importance of alternative rewards
T2 - Impact of managerial level
AU - Dubinsky, Alan J.
AU - Anderson, Rolph E.
AU - Mehta, Rajiv
PY - 2000/9
Y1 - 2000/9
N2 - 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.
AB - 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.
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U2 - 10.1016/S0019-8501(99)00070-X
DO - 10.1016/S0019-8501(99)00070-X
M3 - Article
AN - SCOPUS:0034259449
SN - 0019-8501
VL - 29
SP - 427
EP - 440
JO - Industrial Marketing Management
JF - Industrial Marketing Management
IS - 5
ER -