TY  - JOUR
AB  - 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.
VL  - 27
IS  - 4
SN  - 0025-1747
DO  - 10.1108/00251748910132539
UR  - https://doi.org/10.1108/00251748910132539
AU  - Dubinsky Alan J.
AU  - Ingram Thomas N.
PY  - 1989
Y1  - 1989/01/01
TI  - Examining Industrial Sales People’s Reward Valences
T2  - Management Decision
PB  - MCB UP Ltd
Y2  - 2024/04/23
ER  -