Importance of alternative rewards: Impact of managerial level

Document Type

Article

Publication Date

1-1-2000

Abstract

What rewards are important to sales managers? Does the importance of different types of rewards vary across sales management hierarchical levels? Research bearing on these issues has been minimal to date, so these questions have not been answered in the literature. The answers, however, have become increasingly more urgent with dramatic changes in the composition of the workforce. Therefore, this article reports the results of a study that examined whether organizational level has an impact on the perceived importance sales managers place on rewards. Findings indicate that six rewards are especially important to sales managers, irrespective of their hierarchical level, but only a few significant differences were found between reward importance and managerial level. Implications for sales management and future research are provided. © 2000 Elsevier Science Inc. All rights reserved.

Identifier

0034259449 (Scopus)

Publication Title

Industrial Marketing Management

External Full Text Location

https://doi.org/10.1016/S0019-8501(99)00070-X

ISSN

00198501

First Page

427

Last Page

440

Issue

5

Volume

29

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