TITLE

Selling and Sales Management in Action: Reward Preferences of Salespeople

AUTHOR(S)
Chonko, Lawrence B.; Tanner Jr., John F.; Weeks, William A.
PUB. DATE
June 1992
SOURCE
Journal of Personal Selling & Sales Management;Summer92, Vol. 12 Issue 3, p67
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Previous research has not addressed to any large extent the relative importance that salespeople attach to various types of motivators. Using a paired-comparison approach with a national sample of salespeople, this study reports their perceived importance for pay raises, promotion opportunities, recognition, incentive awards, and fringe benefits. In addition to determining that pay raises receive the greatest importance, many other interesting findings emerged. The results of this study can be used as one basis for managers in developing or modifying reward plans.
ACCESSION #
6291351

 

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