TY  - JOUR
AB  - 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.
VL  - 15
IS  - 7
SN  - 0885-8624
DO  - 10.1108/08858620010351779
UR  - https://doi.org/10.1108/08858620010351779
AU  - Mehta Rajiv
AU  - Anderson Rolph E.
AU  - Dubinsky Alan J.
PY  - 2000
Y1  - 2000/01/01
TI  - The perceived importance of sales managers’ rewards: a career stage perspective
T2  - Journal of Business & Industrial Marketing
PB  - MCB UP Ltd
SP  - 507
EP  - 524
Y2  - 2024/04/25
ER  -