{"title":"Organizational Climate, Inequities, and Attractiveness of Salesperson Rewards","authors":"Pradeep K. Tyagi","doi":"10.1080/08853134.1985.10754399","DOIUrl":null,"url":null,"abstract":"AbstractThis paper examines how salespersons' perceptions of organizational climate and inequity in reward allocation affect the desirability of available extrinsic and intrinsic rewards. Since climate and inequities can be controlled by the organization, desirability of rewards can be increased by appropriately adjusting organizational factors. Results indicate that a number of organizational climate dimensions and perceptions of inequity do influence the importance that salespersons attach to various rewards.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":"23 1","pages":"31-37"},"PeriodicalIF":0.0000,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"6","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Journal of Personal Selling and Sales Management","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.1080/08853134.1985.10754399","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"","JCRName":"","Score":null,"Total":0}
引用次数: 6
Abstract
AbstractThis paper examines how salespersons' perceptions of organizational climate and inequity in reward allocation affect the desirability of available extrinsic and intrinsic rewards. Since climate and inequities can be controlled by the organization, desirability of rewards can be increased by appropriately adjusting organizational factors. Results indicate that a number of organizational climate dimensions and perceptions of inequity do influence the importance that salespersons attach to various rewards.
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