Articlehybrid1992

Selling and Sales Management in Action: Reward Preferences of Salespeople

Lawrence B. Chonko · John F. Tanner · William A. Weeks

53 citations0/0 files storedJournal of Personal Selling and Sales Management

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Employee Performance and Motivation Employee Performance and Management Job Satisfaction and Organizational Behavior

Abstract

Previous research has not addressed to any large extent the relative importance that salespeople attach to various types of motivators. Using a paired-comparison approach with a national sample of salespeople, this study reports their perceived importance for pay raises, promotion opportunities, recognition, incentive awards, and fringe benefits. In addition to determining that pay raises receive the greatest importance, many other interesting findings emerged. The results of this study can be used as one basis for managers in developing or modifying reward plans.

Citations in this library

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References

2021Sales Force Management 1974Expectancy Theory Predictions of Salesmen's Performance 1984Industrial Salesperson Development: A Career Stages Perspective 1988The Influence of Career Stages on Components of Salesperson Motivation 2013An Empirical Assessment of Salesperson Motivation, Commitment, and Job Outcomes 1983Personal and Organizational Variables: Their Relative Effect on Reward Valences of Industrial Salespeople 2013Industrial Salesforce Motivation: A Critique and Test of Maslow's Hierarchy of Need

Cited by

1995Perceptions of Internal and External Equity as Predictors of Outside Salespeoples' Job Satisfaction 2005Key attributes of internal service recovery strategies as perceived by frontline food service employees 2012Investigating the Employee’s Perspective of Customer Delight 2006Reward Preferences of Salespeople: How do Commissions Rate?2007Exploring the influence of sales management practices on the industrial salesperson: A multi-source hierarchical linear modeling approach

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