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

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 a...

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Bibliographic Details
Published in:The Journal of business & industrial marketing 2000-12, Vol.15 (7), p.507-524
Main Authors: Mehta, Rajiv, Anderson, Rolph E., Dubinsky, Alan J.
Format: Article
Language:English
Subjects:
Business to business commerce
Businesstobusiness marketing
Careers
Employee development
Employees
Hypotheses
Investigations
Marketing
Maternity & paternity leaves
Perceptions
Retirement plans
Rewards
Sales force
Sales management
Sales managers
Salespeople
Statistical analysis
Stock options
Studies
Wages & salaries
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Summary: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.
ISSN:0885-8624
2052-1189
DOI:10.1108/08858620010351779