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| Author: | Tansu Barker, A. |
| Title: | An exploratory study of the effect of reward systems on information sharing among salespeople |
| Journal: | Journal of International Selling and Sales Management
2005 : AUTUMN, VOL. 11:2, p. 91-102 |
| Index terms: | Information Reward systems Salespeople |
| Language: | eng |
| Abstract: | Salespeople's propensity to share information is influenced by the nature of reward systems. Acceptability of information to the recipient and early involvement are the most important dimensions of information sharing among salespeople receiving high levels of market-based rewards. Highest levels of information sharing lead to higher levels of customer satisfaction and initiative to solve problems. |
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