The Moderating Effect of Salesperson Reward Orientation on the Relative Effectiveness of Alternative Compensation Plans
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Bibliographic InfoArticle provided by Elsevier in its journal Journal of Business Research.
Volume (Year): 43 (1998)
Issue (Month): 2 (October)
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Web page: http://www.elsevier.com/locate/jbusres
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- Churchill, Gilbert Jr. & Ford, Neil M. & Walker, Orville Jr., 1979. "Personal characteristics of salespeople and the attractiveness of alternative rewards," Journal of Business Research, Elsevier, vol. 7(1), pages 25-50.
- Ford, Neil M. & Churchill, Gilbert Jr. & Walker, Orville Jr., 1985. "Differences in the attractiveness of alternative rewards among industrial salespeople: Additional evidence," Journal of Business Research, Elsevier, vol. 13(2), pages 123-138, April.
- Ram C. Rao, 1990. "Compensating Heterogeneous Salesforces: Some Explicit Solutions," Marketing Science, INFORMS, vol. 9(4), pages 319-341.
- Calder, Bobby J & Phillips, Lynn W & Tybout, Alice M, 1981. " Designing Research for Application," Journal of Consumer Research, University of Chicago Press, vol. 8(2), pages 197-207, September.
- Erez, Miriam & Gopher, Daniel & Arzi, Nira, 1990. "Effects of goal difficulty, self-set goals, and monetary rewards on dual task performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(2), pages 247-269, December.
- Babin, Barry J. & Griffin, Mitch & Boles, James S., 2004. "Buyer reactions to ethical beliefs in the retail environment," Journal of Business Research, Elsevier, vol. 57(10), pages 1155-1163, October.
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