The perceived importance of sales managers' rewards: A career stage perspective

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

Research output: Contribution to journalArticlepeer-review

23 Scopus citations

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.

Original languageEnglish (US)
Pages (from-to)507-524
Number of pages18
JournalJournal of Business and Industrial Marketing
Volume15
Issue number7
DOIs
StatePublished - Jan 1 2000

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Marketing

Keywords

  • Business-to-business marketing
  • Employee development
  • Reward
  • Sales force
  • Sales management

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