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| Author: | Lee, D. |
| Title: | The moderating effect of salesperson reward orientation on the relative effectiveness of alternative compensation plans |
| Journal: | Journal of Business Research
1998 : OCT, VOL. 43:2, p. 65-78 |
| Index terms: | SALESPEOPLE EFFECTIVENESS COMPENSATION |
| Language: | eng |
| Abstract: | Effectiveness of alternative sales compensation plans under different job environments has not been systematically researched in recent marketing literature. This study experimentally investigated how salespeople's intrinsic and extrinsic reward orientations moderate the relative effectiveness of alternative compensation plans under different levels of task challenge. The results indicate that the salary-based plan was more effective in motivating the intrinsic reward-oriented (IRO) salespeople. |
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