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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. Echchakoui Said, 2019. "Salespeople’s reward preference methodological analysis," Journal of Marketing Analytics, Palgrave Macmillan, vol. 7(1), pages 24-39, March.
    3. 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.
    4. Oh, Joon-Hee & Johnston, Wesley J., 2023. "New evaluation metric for measuring sales training effectiveness," Journal of Business Research, Elsevier, vol. 156(C).
    5. 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.
    6. Albers, Sonke, 1996. "Optimization models for salesforce compensation," European Journal of Operational Research, Elsevier, vol. 89(1), pages 1-17, February.
    7. 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.

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