Bringing theory to practice: Examining the role of pay for performance, intrinsic motivation, and culture on sales agent tenure

Author:

Conde Richard1,Prybutok Victor2ORCID,Thompson Kenneth3

Affiliation:

1. General Business, Marketing, and Supply Chain Management Department, University of Houston-Downtown, Houston, TX, USA

2. Informational Technology and Decision Sciences Department, University of North Texas, Denton, TX, USA

3. Marketing and Logistics Operations Management Department, University of North Texas, Denton, TX, USA

Publisher

Informa UK Limited

Subject

Marketing

Reference144 articles.

1. The Modern Call Center: A Multi-Disciplinary Perspective on Operations Management Research

2. Personal Selling Elasticities: A Meta-Analysis

3. Identity Denied: Comparing American or White Identity Denial and Psychological Health Outcomes Among Bicultural and Biracial People

4. Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems

5. Baldauf, A., Cravens, D. W. & Piercy, N. F. (2001). Examining business strategy, sales management, and salesperson antecedents of sales organization effectiveness. Journal of Personal Selling & Sales Management, 21(2), 109–122. https://www.tandfonline.com/doi/abs/10.1080/08853134.2001

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1. Proposing a sales performance motivational framework for B2B sellers in services firms;European Research on Management and Business Economics;2024-01

2. A new perspective on behavior-based sales control system and salespersons’ job outcomes: an outbound pharmaceutical sales perspective;International Journal of Pharmaceutical and Healthcare Marketing;2023-08-02

3. Modyfikacja systemu wynagrodze jako nastpstwo zmiany kultury organizacyjnej;Zarządzanie Zasobami Ludzkimi;2023-04-30

4. Study on the Practice and Problems of Performance Pay in Chinese Universities;Journal of Education, Humanities and Social Sciences;2023-02-07

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