The perceived importance of sales managers’ rewards: a career stage perspective

Rajiv Mehta (Associate Professor of Marketing, College of Business Administration, New Jersey Institute of Technology, Newark, New Jersey, USA)
Rolph E. Anderson (Gibson Professor of Marketing, Department of Marketing, College of Business & Administration, Drexel University, Philadelphia, Pennsylvania, USA)
Alan J. Dubinsky (Visiting Research Professor of Selling and Sales Management, Purdue University, West Lafayette, Indiana, USA)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Publication date: 1 December 2000

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.

Keywords

Citation

Mehta, R., Anderson, R. and Dubinsky, A. (2000), "The perceived importance of sales managers’ rewards: a career stage perspective", Journal of Business & Industrial Marketing, Vol. 15 No. 7, pp. 507-524. https://doi.org/10.1108/08858620010351779

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Publisher

:

MCB UP Ltd

Copyright © 2000, MCB UP Limited

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