Pay Secrecy versus Pay Disclosure for Salesmen: A Longitudinal Study

On the basis of a "before-after with control group" experimental design, empirical evidence is provided that shows the amount of information disclosed about pay had a major impact on salesmen's performance and job satisfaction.

Saved in:
Bibliographic Details
Published in:Journal of marketing research 1978-05, Vol.15 (2), p.214-219
Main Authors: Futrell, Charles M., Jenkins, Omer C.
Format: Article
Language:English
Subjects:
Attitude surveys
Control groups
Disclosure
Employee attitude
Employee supervision
Employees
Group performance
Hypotheses
Job performance
Job performance evaluation
Job satisfaction
Marketing
Motivation
Open
Open systems
Organization theory
Performance appraisal
Personnel policies
Promoter regions
Questionnaires
Salary
Salespeople
Supervisors
Wages & salaries
Citations: Items that this one cites
Items that cite this one
Online Access:Get full text
Tags: Add Tag
No Tags, Be the first to tag this record!
Description
Summary:On the basis of a "before-after with control group" experimental design, empirical evidence is provided that shows the amount of information disclosed about pay had a major impact on salesmen's performance and job satisfaction.
ISSN:0022-2437
1547-7193
DOI:10.1177/002224377801500204