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The perceived importance of sales managers' rewards: a career stage perspective (2000)

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

Bradford : Emerald

The @journal of business & industrial marketing 15 (2000), S. 507-524

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ISSN: 0885-8624

Source: Emerald Fulltext Archive Database 1994-2005

Topics: Economics

Notes: 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.

Type of Medium: Electronic Resource

URL: http://dx.doi.org/10.1108/08858620010351779

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