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Differences in the attractiveness of alternative rewards among industrial salespeople: Additional evidence

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  • Ford, Neil M.
  • Churchill, Gilbert Jr.
  • Walker, Orville Jr.

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  • 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.
    • Handle: RePEc:eee:jbrese:v:13:y:1985:i:2:p:123-138
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    Cited by:

    1. Viswanathan, Madhu & Li, Xiaolin & John, George & Narasimhan, Om, 2018. "Is cash king for sales compensation plans? Evidence from a large-scale field intervention," LSE Research Online Documents on Economics 87158, London School of Economics and Political Science, LSE Library.
    2. Avlonitis, George J. & Panagopoulos, Nikolaos G., 2007. "Exploring the influence of sales management practices on the industrial salesperson: A multi-source hierarchical linear modeling approach," Journal of Business Research, Elsevier, vol. 60(7), pages 765-775, July.
    3. Albers, Sonke, 1996. "Optimization models for salesforce compensation," European Journal of Operational Research, Elsevier, vol. 89(1), pages 1-17, February.
    4. Lee, Dong Hwan, 1998. "The Moderating Effect of Salesperson Reward Orientation on the Relative Effectiveness of Alternative Compensation Plans," Journal of Business Research, Elsevier, vol. 43(2), pages 65-77, October.
    5. Echchakoui Said, 2019. "Salespeople’s reward preference methodological analysis," Journal of Marketing Analytics, Palgrave Macmillan, vol. 7(1), pages 24-39, March.
    6. Dubinsky, Alan J. & Kotabe, Masaaki & Lim, Chae Un & Wagner, William, 1997. "The impact of values on salespeople's job responses: A cross-national investigation," Journal of Business Research, Elsevier, vol. 39(3), pages 195-208, July.
    7. Oh, Joon-Hee & Johnston, Wesley J., 2023. "New evaluation metric for measuring sales training effectiveness," Journal of Business Research, Elsevier, vol. 156(C).

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