search query: @indexterm SALESPEOPLE / total: 142
reference: 41 / 142
| Author: | Darmon, R.Y. Rigaux-Bricmont, B.P. Balloffet, P. |
| Title: | Designing sales force satisfying selling positions: a conjoint measurement approach |
| Journal: | Industrial Marketing Management
2003 : AUG, VOL. 32:6, p. 501-515 |
| Index terms: | Salespeople Human resource management |
| Language: | eng |
| Abstract: | To design selling positions that appeal to both new and incumbent salespersons, management needs to understand salespersons' preferences for job characteristics. This study exemplifies an effort to operationalize salespersons' preferences for job and task characteristics that takes account of both career stage and gender. Findings indicate that salespeople in the sample prefer salary-based compensation and that female salespeople prefer sales jobs that are fixed in location. |
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