The perceived importance of sales managers' rewards: A career stage perspective

Document Type

Article

Publication Date

1-1-2000

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.

Identifier

0344392321 (Scopus)

Publication Title

Journal of Business and Industrial Marketing

External Full Text Location

https://doi.org/10.1108/08858620010351779

ISSN

08858624

First Page

507

Last Page

524

Issue

7

Volume

15

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