haku: @author Dubinsky, A. J. / yhteensä: 17
viite: 6 / 17
| Tekijä: | Dubinsky, A. J. Ingram, T. N. |
| Otsikko: | Examining industrial sales people's reward valences |
| Lehti: | Management Decision
1989 : VOL. 27:4, p. 73-79 |
| Asiasana: | SALESMEN MOTIVATION ATTITUDES INCENTIVES PROMOTION INDUSTRIAL SELLING |
| Kieli: | eng |
| Tiivistelmä: | Designing effective motivational programs for sales personnel has long been an important concern of sales managers. The limited empirical work investigating personal characteristics of industrial sales people as related to their reward valences and the limitation of measuring valences at a single level are emphasized. This is why previous research is extended by examining the relationships between industrial sales people personal characteristics and their valences for multiple levels of various rewards. A conceptual framework is presented, previous studies reviewed, hypotheses offered, the methodology explained, and the results and implications of the study discussed. |
SCIMA