TITLE

An Examination of Reward Preferences for Sales Managers

AUTHOR(S)
Bellenger, Danny N.; Wilcox, James B.; Ingram, Thomas N.
PUB. DATE
November 1984
SOURCE
Journal of Personal Selling & Sales Management;Nov84, Vol. 4 Issue 2, p1
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This article discusses reward preferences for sales managers. The ability to mediate rewards has been shown to have a significant influence on a manager's social power within an organization. A study was undertaken to accomplish three objectives. First, investigating the importance of a variety of job-related rewards to a sample of sales managers, second, exploring the concept of grouping managers with similar reward preference patterns for motivational purposes and third, suggesting implications from the study for the design or redesign of reward systems for sales management. While the marketing literature has virtually ignored questions relating to the importance of various rewards to marketing managers, in general, and sales managers, in particular, the fields of psychology and industrial psychology have made relevant contributions. Much of the research on work motivation uses expectancy theory as a base. The study concludes that more importance was placed on the higher-order rewards of personal growth, sense of accomplishment, and liking and respect, than on pay or job security. This finding supports the need hierarchy logic, as these managers have quite likely met lower-order needs as a result of their job related success.
ACCESSION #
6291571

 

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