Examining Industrial Sales People’s Reward Valences

Abstract

Given the limited empirical work investigating personal characteristics of industrial sales people as related to their reward valences and the limitation of measuring valences at a single level, previous research is extended by examining the relationships between industrial sales people′s personal characteristics and their valences for multiple levels of various rewards. A conceptual framework is presented, previous studies reviewed, hypotheses offered, the methodology explained, and the results and implications of the study discussed.

Citation

Dubinsky, A.J. and Ingram, T.N. (1989), "Examining Industrial Sales People’s Reward Valences", Management Decision, Vol. 27 No. 4. https://doi.org/10.1108/00251748910132539