Personal and Organizational Variables: Their Relative Effect on Reward Valences of Industrial Salespeople

Thomas N. Ingram · Danny Norton Bellenger

128 citations0/0 files storedJournal of Marketing Research

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

Abstract

The authors investigate the relationship between personal and organizational characteristics and the attractiveness of various rewards to industrial salespeople. Data were gathered from 241 industrial salespeople and the sales managers of 17 participating industrial firms. Of the 84 relationships examined, 18 statistically significant relationships are found between such predictor variables as age, job tenure, income level, specific self-esteem, compensation plan base, promotion opportunity rate, and recognition rate and criterion variables which are the valences for various rewards. Organizational variables are found to be more promising than personal characteristics in terms of their relationship to the attactiveness of various rewards.

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References

1977Estimating Nonresponse Bias in Mail Surveys 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research 1979Personal characteristics of salespeople and the attractiveness of alternative rewards

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2009Customer-directed selling behaviors and performance: a comparison of existing perspectives 1999Salesperson Performance, Pay, and Job Satisfaction: Tests of a Model Using Data Collected in the United States and Japan 1990The Customer-Salesperson Dyad: An Interaction/Communication Model and Review 2013An Empirical Assessment of Salesperson Motivation, Commitment, and Job Outcomes 1988Performance and job satisfaction effects on salesperson turnover: A replication and extension 2004Values and Organizational Justice 1992Psychological Adaptiveness and Sales Performance 2009Exploratory navigation and salesperson performance: Investigating selected antecedents and boundary conditions in high-technology and financial services contexts

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