Examining Industrial Sales People’s Reward Valences
Abstract
Given the limited empirical work investigating personal characteristics of industrial sales people as related to their reward valences and the limitation of measuring valences at a single level, previous research is extended by examining the relationships between industrial sales people′s personal characteristics and their valences for multiple levels of various rewards. A conceptual framework is presented, previous studies reviewed, hypotheses offered, the methodology explained, and the results and implications of the study discussed.
Keywords
Citation
Dubinsky, A.J. and Ingram, T.N. (1989), "Examining Industrial Sales People’s Reward Valences", Management Decision, Vol. 27 No. 4. https://doi.org/10.1108/00251748910132539
Publisher
:MCB UP Ltd
Copyright © 1989, MCB UP Limited